Role Overview
At Tentang Anak, we move fast because we serve 80 million Indonesian children and families whose needs can't wait. As we scale our offline business, we are looking for a Manager to lead our National Key Account (NKA) and Medical channels.
This role owns our relationships with national retail chains and our medical channel end to end. You will lead the channel owners for NKA and Medical, set the account strategy for each, and hold the numbers across both. Unlike our field and distributor channels, these accounts are managed directly, so success depends on strong account planning, disciplined negotiation, and close partnership with the buyers and decision-makers on the other side. We are looking for someone who can operate at the level of a national buyer, build a real plan for each account, and turn those relationships into consistent growth.
Key Responsibilities:
- Channel Ownership (NKA & Medical) Own performance across National Key Accounts and the Medical channel. Set the strategy for each, manage the channel owners under you, and hold clear accountability for growth in both.
- Account Planning & Negotiation Lead joint business planning with national accounts. Own trading terms, listings, and promotion calendars. Negotiate from a clear plan rather than reacting deal by deal.
- In-Store Presence & Availability Drive product availability, visibility, and listings across accounts. Make sure agreed terms and activities are executed on the ground, not just signed.
- Sellout & Offtake Performance Own sellout and offtake within key accounts and the medical channel. Track performance by account, diagnose slow movers to root cause, and act on what you find.
- Trade Spend & Profitability Manage trade spend across both channels for clear return. Keep account economics healthy and avoid buying growth that does not hold.
- Reporting & Forecasting Set a clear reporting and forecasting cadence for both channels. Give the business a reliable read on account performance and near-term demand.
- Cross-Functional Collaboration Partner with Supply Chain, Finance, and Trade Marketing to align stock, terms, and commercial plans with what is committed to each account.
Qualifications:
- 8+ years of sales experience in FMCG or consumer goods, with direct experience managing National Key Accounts and ideally the medical or pharmacy channel
- Track record owning national retail account relationships and negotiating trading terms
- Strong command of key account fundamentals: joint business planning, listings, promotion management, and trade spend
- Experience leading channel owners or account managers with clear accountability
- Data-driven, comfortable managing performance through account-level metrics and forecasts
- Solid grasp of Indonesian modern retail and medical channel dynamics
- Strong communication and negotiation skills, with the presence to sit across from senior national buyers
