Group Key Account Manager

PT UNZA VITALIS (A business unit of Wipro Consumer Care); Jakarta Pusat; On-site; IDR 400,000,000 - 650,000,000; Full time

Job summary

PT UNZA VITALIS (A business unit of Wipro Consumer Care) is seeking a Group Key Account Manager to lead strategic growth across major Modern Trade accounts in Indonesia. You will develop annual business plans, negotiate terms, and drive distribution and promotions with senior retailers.

The role requires 5–8 years in FMCG sales, with 3+ years managing National Key Accounts, and strong data-driven insights to inform category strategies.

Qualifications

• 5–8 years of experience in FMCG Sales, Modern Trade.
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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

Key account management

Sales forecasting

Negotiation

Stakeholder management

Data-driven decisions

Category management

Analytical thinking

Communication skills

Presentation skills

English communication

Bahasa Indonesia

Tools

Microsoft Excel

Power BI

Job description

ResponsibilitiesWe’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.