Group Key Account Manager

PT UNZA VITALIS (A business unit of Wipro Consumer Care); Jakarta Pusat; On-site; IDR 420,000,000 - 520,000,000; Full time

Job summary

PT UNZA VITALIS (A business unit of Wipro Consumer Care) is seeking a commercially driven Group Key Account Manager to lead growth across Modern Trade accounts. You will build annual business plans, negotiate terms, and drive category development with major retailers.

The role requires strong stakeholder management, data-driven decision making, and fluency in Indonesian with professional English communication. Jakarta presence preferred.

Qualifications

• 5-8 years of FMCG sales experience, preferably in Modern Trade.
• Minimum 3 years managing National Key Accounts.
• Proven JBP, annual negotiations, promotions, and category development experience.
• Strong retailer P&L understanding, terms, margins, and promo investments.
• Experience in assortment, listings, planograms, and category management.
• Strong analytical, data-driven decision making, and forecasting ability.

Responsibilities

• Develop and execute annual customer business plans to hit sales, profitability, and market share targets.
• Build strategic relationships with key decision-makers across major retailers.
• Lead annual commercial negotiations, JBP, terms, promos, and reviews.
• Drive distribution, assortment, visibility, promotions, and category growth.
• Identify growth opportunities via analytics, trends, and shopper insights.
• Manage investments and promotions to maximize ROI and profitability.
• Collaborate with Marketing, Supply Chain, Demand Planning, Finance, and Customer Development.
• Lead new product launches and customer-specific initiatives.
• Monitor performance, close gaps, and provide actionable growth recommendations.

Skills

FMCG Sales

Modern Trade

National Key Accounts

Joint Business Planning (JBP)

Negotiations

Promotion planning

Category development

P&L awareness

Excel

Power BI

Communication & Presentation

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.

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.