Head of Modern Trade

Elevate Partners Asia; Jakarta Utara; On-site; IDR 300.000.000 - 450.000.000; Full time

Job summary

A global FMCG business is looking for a leader for the Modern Trade channel in Jakarta Utara. The role involves owning sales strategy, key account growth, and negotiations. The ideal candidate will have over 15 years of FMCG experience, focusing on driving revenue growth and managing trading terms. Strong leadership skills are essential, as the candidate will lead a team to ensure operational excellence and sustainable growth. Applications are encouraged from individuals meeting the specified experience requirements.

Qualifications

• 15+ years of FMCG commercial experience with a focus on Modern Trade and Key Accounts.
• Proven leadership managing trading terms and customer P&L.
• Experience in driving revenue growth in Modern Trade retail.

Responsibilities

• Define and execute the Modern Trade strategy.
• Manage National and Local Key Accounts for growth.
• Lead trade term negotiations and joint business plans.

Skills

FMCG commercial experience

Leadership

Negotiation

Analytical skills

Stakeholder management

Job description

About the Company

A global FMCG business with well‑established consumer brands across household, hygiene, personal care and everyday essential categories. The company operates through Modern Trade, General Trade and distributor networks, partnering closely with major retail groups to drive category growth and in‑store excellence.

About the Role

Lead the Modern Trade channel, owning sales strategy, national and local key account growth, trading term negotiations, joint business planning, and retail execution. This role ensures sustainable revenue, market share expansion, trade investment efficiency, and strong distributor collaboration.

The position reports into the Country Manager and leads a team of key account and execution professionals.

Key Responsibilities

• Define and execute the Modern Trade strategy aligned to country business priorities
• Lead National Key Accounts (NKA) and Local Key Accounts (LKA) performance and growth plans
• Own trading term negotiations, Joint Business Plans (JBP), promotional calendars, and account investment strategy
• Manage trade spend and customer P&L with strong ROI discipline and governance
• Partner with distributors to drive retail execution and operational excellence
• Collaborate with marketing, supply chain, and finance on pricing, promotions, forecasting, and availability
• Drive in‑store fundamentals including visibility, merchandising, activations, planogram compliance and on‑shelf availability
• Lead, coach, and develop a high‑performing Modern Trade sales and execution team

Requirements

• 15+ years of FMCG commercial experience with deep expertise in Modern Trade / Key Accounts
• Proven leadership in managing trading terms, promotions, trade investment, and customer P&L
• Strong track record driving revenue growth and channel market share expansion in Modern Trade retail environments
• Experience working with distributors and field execution teams to deliver in‑store excellence
• Strong negotiation, analytical, and stakeholder management capability
• A leader who can balance strategic planning with hands‑on execution

Preferred Experience

• Large FMCG background with heavy exposures in MT
• Category management or shopper marketing exposure
• Experience using retail/Nielsen/IRI data and sales analytics to drive decisions

Application Notice

Please apply ONLY if you meet the Modern Trade or similar industry experience requirement.

*Please note only shortlisted candidates will be contacted due to the volume of applicants.*