Group Key Account Leader - Drive Growth in Modern Trade

PT UNZA VITALIS (a business unit of Wipro Customer Care); Jakarta Barat; On-site; IDR 300,000,000 - 600,000,000; Full time

Job summary

PT UNZA VITALIS (a business unit of Wipro Customer Care) is seeking a commercially driven Group Key Account Manager in Jakarta to drive sustainable growth across Modern Trade accounts. You will lead annual business plans and negotiate terms with major retailers, while collaborating with cross-functional teams to execute strategies.

You will analyze shopper insights, manage promotional investments, and guide new product launches to maximize ROI and profitability in a fast-paced FMCG environment.

Qualifications

• 5–8 years of FMCG Sales experience, preferably Modern Trade.
• Minimum 3 years managing National Key Accounts.
• Proven experience with major retail customers (e.g., Alfamart, Indomaret, etc.).
• Strong experience in JBP, commercial negotiations, and category development.
• Excellent communication, presentation, and negotiation skills.

Responsibilities

• Develop and execute annual customer business plans to achieve sales, profitability, market share, and distribution targets.
• Build and strengthen strategic relationships with key decision-makers across major retail customers.
• Lead annual commercial negotiations, JBP, trading terms, promotional agreements, and customer reviews.
• Drive distribution, assortment, visibility, promotion, and category development across managed accounts.
• Identify growth opportunities through customer analytics, category insights, market trends, and shopper understanding.
• Manage customer investment and promotional spending to maximize ROI and profitability.
• Partner with Marketing, Supply Chain, Demand Planning, Finance, and Customer Development teams to translate strategies into execution.
• Lead execution of new product launches and customer-specific initiatives.
• Monitor account performance, identify gaps, and provide actionable recommendations to accelerate growth.
• Build sustainable partnerships delivering strong commercial results.

Skills

FMCG Sales

Key Accounts

JBP

Negotiation

Forecasting

Cross-functional collaboration

Data-driven decision making

Excel

Power BI

Stakeholder management

Tools

Microsoft Excel

Power BI

Job description

PT UNZA VITALIS (a business unit of Wipro Customer Care) is seeking a commercially driven Group Key Account Manager in Jakarta to drive sustainable growth across Modern Trade accounts. You will lead annual business plans and negotiate terms with major retailers, while collaborating with cross-functional teams to execute strategies.

You will analyze shopper insights, manage promotional investments, and guide new product launches to maximize ROI and profitability in a fast-paced FMCG environment.