Group Key Account Manager

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

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.

• 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.