Group Key Account Manager

PT UNZA VITALIS (A business unit of Wipro Consumer Care); Indonesia; On-site; IDR 360,000,000 - 600,000,000; Full time

Job summary

PT UNZA VITALIS (A business unit of Wipro Consumer Care) is seeking a Group Key Account Manager to drive profitable growth across Modern Trade accounts. You will craft annual business plans, negotiate terms, and lead commercial reviews while strengthening retailer partnerships.

The role requires 5–8 years in FMCG sales with national account leadership, strong analytical skills, and proficiency in Excel and Power BI for sales analysis. Fluency in Indonesian and English is expected.

Qualifications

• 5–8 years of FMCG Sales experience, preferably Modern Trade
• Minimum 3 years managing National Key Accounts
• Experience handling major retail customers (Alfamart/Indomaret etc.)
• Strong JBP, annual negotiations, promotions planning, and category development
• Understanding retailer P&L, trading terms, margins, and investment management
• Experience in assortment management, new product listing, planogram discussions
• Strong sales forecasting, demand planning, and inventory management
• Proven ability to grow sales while maintaining profitability
• Strong negotiation, influencing, and stakeholder management with senior customers
• Analytical and data-driven decision making
• Proficiency in Excel, Power BI, and sales analysis tools
• Excellent communication, presentation, and negotiation skills
• Fluent in Bahasa Indonesia with professional English communication
• Resilient and adaptable in fast-paced FMCG environments

Responsibilities

• Develop and implement annual customer business plans to meet sales, profitability, and market share targets
• Build strategic relationships with key decision-makers across major retail customers
• Lead annual commercial negotiations, JBP, trading terms, promotions, and business reviews
• Drive distribution, assortment, visibility, promotions, and category development across managed accounts
• Identify growth opportunities through customer analytics, category insights, and market trends
• Manage customer investments and promotional spend to maximize ROI
• Coordinate with Marketing, Supply Chain, Demand Planning, Finance, and Customer Development
• Lead execution of new product launches and customer-specific initiatives
• Monitor account performance, identify gaps, and provide actionable recommendations
• Build sustainable partnerships delivering strong commercial results

Skills

Modern Trade

FMCG Sales

JBP

Negotiation

Category Management

P&L Understanding

Promotions & Trade Marketing

Demand Planning

Forecasting

Stakeholder Management

Data-Driven Decision Making

Communication & Presentation

English Communication

Bahasa Indonesia

Tools

Microsoft Excel

Power BI

Job description

Responsibilities

We're Hiring: Group Key Account Manager

We are looking for a commercially driven and strategic Group Key Account Manager to drive sustainable and profitable growth across our key Modern Trade accounts.

Key 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, Joint Business Planning (JBP), trading terms, promotional agreements, and customer business reviews.
• Drive distribution, assortment, visibility, promotion, and category development across managed accounts.
• Identify and unlock business growth opportunities through customer analytics, category insights, market trends, and shopper understanding.
• Manage customer investment and promotional spending to maximize ROI and profitability.
• Partner closely with Marketing, Supply Chain, Demand Planning, Finance, and Customer Development teams to translate strategies into execution.
• Lead effective execution of new product launches and customer-specific initiatives.
• Monitor account performance, identify business gaps, and provide actionable recommendations to accelerate growth.
• Build sustainable and mutually beneficial partnerships with key customers while delivering strong commercial results.

Requirements

• 5–8 years of experience in FMCG Sales, preferably within the Modern Trade channel.
• Minimum 3 years of experience managing National Key Accounts.
• Proven experience handling major retail customers such as Alfamart Group, Indomaret Group, HYSU, HABA, LKA, or similar large-scale modern trade accounts.
• Strong track record in Joint Business Planning (JBP), annual commercial negotiations, promotion planning, and category development.
• Strong understanding of retailer P&L, trading terms, margin structure, and promotional investment management.
• Experience in assortment management, new product listing, planogram discussions, and category management.
• Strong capability in sales forecasting, demand planning, and inventory management.
• Demonstrated ability to deliver sales growth while maintaining profitability.
• Strong commercial negotiation, influencing, and stakeholder management skills, with the ability to engage senior-level customer stakeholders.
• Strong analytical and business acumen with a data-driven approach to decision making.
• Proficient in Microsoft Excel, Power BI, and sales analysis tools.
• Excellent communication, presentation, and negotiation skills.
• Fluent in Bahasa Indonesia with professional English communication skills.
• Resilient, adaptable, and comfortable working in a fast-paced and dynamic FMCG environment.