Business Development Executive

Coca-Cola Europacific Partners; Surabaya ꦱꦸꦫꦧꦪ; On-site; IDR 216,000,000 - 360,000,000; Full time

Job summary

Coca-Cola Europacific Partners in Surabaya seeks a Business Development and Key Account professional to drive horizontal expansion in Modern Trade, focusing on Horeca and related segments. You will identify opportunities, build a prospective pipeline, and coordinate with internal teams to onboard new outlets and activate accounts.

You will lead negotiations, present commercial proposals, and monitor performance to ensure sustainable growth while adhering to company policies and governance.

Qualifications

• Minimum Bachelor Degree from a reputable university with GPA min 3.0.
• Bachelor's degree in Business Management, Marketing, Economics, or other relevant disciplines.
• 3–5 years of professional experience in Sales, Business Development, Key Account Management, Field Sales, or Commercial functions.
• Experience in Horeca/Food Service, Modern Trade, FMCG, or other relevant industries is preferred.
• Good analytical and problem-solving skills with the ability to identify business opportunities.
• Strong interpersonal, communication, presentation, and negotiation skills.
• Excellent verbal and written communication skills in both Bahasa Indonesia and English.
• Self-driven, resilient, and able to work independently in a fast-paced environment.
• Proactive, agile, and adaptable to changing business priorities.

Responsibilities

• Identify new Modern Trade opportunities and prospect pipeline within territory.
• Execute customer acquisition activities from prospecting to onboarding for Modern Trade outlets.
• Build relationships with decision makers to convert opportunities into new business.
• Coordinate internal teams to deliver proposals and onboarding on time.
• Monitor account performance and ensure compliance with terms and policies.

Skills

Sales

Business Development

Key Account Management

Field Sales

Commercial Negotiation

Analytical skills

Interpersonal communication

Presentation skills

English proficiency

Bahasa Indonesia proficiency

Education

Bachelor’s degree in Business Management

Bachelor’s degree in Marketing

Bachelor’s degree in Economics

Job description

Job Description

Execute horizontal expansion and creating demand within Modern Trade by identifying new business opportunities and prospecting local area based Modern Trade potential outlets, focusing on sub-channel HORECA (Hotel, Restaurant, Café), ERL (Entertainment Recreation 7 Leisure), Sport & Health Wellbeing segments within the assigned territory. Develop commercial proposals, and coordinate with internal stakeholders to ensure successful customer onboarding, account activation, and sustainable business growth while complying with company policies and commercial governance.

Key Accountabilities

• Conduct market mapping to identify Modern Trade potential outlets focusing on sub-channel HORECA (Hotel, Restaurant, Café), ERL (Entertainment Recreation 7 Leisure), Sport & Health Wellbeing segments, assess market opportunities, and build a qualified prospect pipeline within the assigned territory.
• Build and maintain a qualified prospect database.
• Identify priority customers and business opportunities aligned with regional strategy.
• Execute customer acquisition activities by prospecting, presenting, negotiating, and onboarding new Modern Trade potential outlets, focusing on sub-channel HORECA (Hotel, Restaurant, Café), ERL (Entertainment Recreation 7 Leisure), Sport & Health Wellbeing segments to achieve assigned business targets.
• Conduct customer visits, presentations, and business pitches.
• Build strong relationships with decision makers and convert opportunities into new business.
• Prepare commercial proposals and customer presentations.
• Support negotiation and contract discussion with prospective customers.
• Coordinate internal approval processes to ensure timely proposal delivery.
• Coordinate customer registration and onboarding activities with internal stakeholders.
• Monitor newly acquired customer performance during hypercare period.
• Conduct regular customer visits and business reviews to drive sustainable growth before account transition where applicable.
• Coordinate with Sales Operations, Customer Service & Logistics, Supply Chain, Finance, Marketing, and Area Sales to ensure seamless execution of customer onboarding and agreed commercial activities.
• Monitor implementation of agreed trading terms and service levels.
• Monitor sales pipeline, customer acquisition progress, and account performance against agreed targets.
• Identify business opportunities and recommend action plans to improve acquisition effectiveness and business performance.
• Ensure customer registration, documentation, commercial agreements, pricing approvals, and business processes comply with company policies.
• Monitor account receivable status and support collection activities where required.
• Identify opportunities to improve customer acquisition effectiveness, business processes, and ways of working to enhance productivity and execution excellence.
• Ensure all business development activities comply with Occupational Health & Safety policies, procedures, and company standards by promoting a safe working environment and managing operational risks during field activities.

Education Background

• Minimum Bachelor Degree from any degree from reputable university with GPA min 3.0
• Bachelor's degree in Business Management, Marketing, Economics, or other relevant disciplines.

Professional Experience

• Minimum 3–5 years of professional experience in Sales, Business Development, Key Account Management, Field Sales, or Commercial functions.
• Experience in Horeca/Food Service, Modern Trade, FMCG, or other relevant industries is preferred.
• Experience in customer prospecting, new business acquisition, account development, and commercial negotiation.
• Good analytical and problem-solving skills with the ability to identify business opportunities.
• Strong interpersonal, communication, presentation, and negotiation skills.
• Excellent verbal and written communication skills in both Bahasa Indonesia and English.
• Self-driven, resilient, and able to work independently in a fast-paced environment.
• Proactive, agile, and adaptable to changing business priorities.