Group Key Account Manager

PT UNZA VITALIS (A business unit of Wipro Consumer Care); Jakarta Pusat; On-site; IDR 350,000,000 - 550,000,000; Full time

Job summary

PT UNZA VITALIS (A business unit of Wipro Consumer Care) in Indonesia is hiring a Group Key Account Manager to drive sustainable growth across Modern Trade accounts. You will develop annual business plans, lead negotiations, and manage ROI on investments.

You will collaborate with Marketing, Supply Chain, Demand Planning, Finance and Customer Development to translate strategies into actionable execution and lead product launches across key accounts in a fast-paced FMCG environment.

Qualifications

• 5–8 years of FMCG Sales experience, preferably Modern Trade.
• Minimum 3 years managing National Key Accounts.
• Strong track record in JBP, annual negotiations, promotions and category development.

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.

Skills

Sales forecasting

Demand planning

Negotiation

Stakeholder management

Analytics

Communication

Presentation

English communication

Tools

Power BI

Microsoft Excel

Job description

We’re Hiring: Group Key Account Manager

We are looking for a commercially driven and strategic

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.