Key Account Manager - FMCG

PT Michael Page Internasional Indonesia; Jakarta Pusat; On-site; IDR 300,000,000 - 600,000,000; Full time

Job summary

PT Michael Page Internasional Indonesia is seeking a commercially driven Key Account Manager to lead strategic growth across Modern Trade and offline distribution channels in Indonesia. You will manage key retail partnerships, drive sales, and expand distribution while collaborating with cross-functional teams.

The ideal candidate has at least 5 years in KAM or Modern Trade within FMCG, strong negotiation, category management, and proven ability to grow national retail accounts.

Qualifications

• Bachelor's degree in Business, Marketing, Management or related field.
• Minimum 5 years in Key Account Management, Sales Management, or Modern Trade sales within FMCG/CPG industries.
• Proven track record managing national retail accounts and delivering sustainable sales growth.
• Experience with leading FMCG organizations is highly preferred.
• Strong understanding of Indonesian Modern Trade landscape and relationships with major retail chains.
• Solid commercial acumen with success in negotiations, category management, and trade investment planning.
• Experience managing and developing sales teams.
• Self-starter with entrepreneurial mindset in a dynamic environment.
• Strong analytical, communication, stakeholder management and problem-solving capabilities.

Responsibilities

• Design and implement sales strategies to accelerate growth across national Modern Trade accounts and distributor networks.
• Manage relationships with major retail partners, including supermarkets, minimarkets, pharmacy chains, health & beauty retailers, and specialty stores.
• Lead commercial negotiations covering product listings, annual trading agreements, promotions, and joint business planning.
• Identify, appoint, and oversee regional distribution partners to strengthen market penetration and service levels.
• Drive excellence in retail execution through visibility, merchandising standards, and planogram compliance.
• Monitor and manage sales performance, including forecasting, sell-in/sell-out analysis, and trade spend effectiveness.
• Collaborate with Marketing and E-Commerce to enable omnichannel campaigns and activation.
• Recruit, coach, and develop a small commercial team to support key account and distributor activities.

Skills

Key Account Management

Sales Management

Modern Trade

Negotiations

Category Management

Trade Investment Planning

Team Leadership

Analytical Skills

Education

Bachelor's degree in Business/Marketing/Management

Job description

Currently seeking a commercially driven Key Account Manager to lead strategic growth across Modern Trade and selected offline distribution channels in Indonesia. This role will be responsible for managing key retail partnerships, driving sales performance, enhancing in-store execution, and expanding distribution coverage while working closely with cross-functional teams.

Our client operates in the Fast Moving Consumer Goods industry.

Description

• Design and implement sales strategies to accelerate growth across national Modern Trade accounts and designated distributor networks.
• Manage relationships with major retail partners, including supermarkets, minimarkets, pharmacy chains, health & beauty retailers, and specialty stores.
• Lead commercial negotiations covering product listings, annual trading agreements, promotional activities, and joint business planning.
• Identify, appoint, and oversee regional distribution partners to strengthen market penetration and service levels.
• Drive excellence in retail execution through visibility initiatives, merchandising standards, planogram compliance, and point-of-sale materials.
• Monitor and manage sales performance, including forecasting, sell-in/sell-out analysis, trade spending effectiveness, and revenue delivery.
• Collaborate with Marketing and E-Commerce teams to ensure seamless omnichannel activation and campaign execution.
• Recruit, coach, and develop a small commercial team to support key account and distributor management activities as the business expands.

Profile

• Bachelor's degree in Business, Marketing, Management, or a related discipline.
• Minimum 5 years of experience in Key Account Management, Sales Management, or Modern Trade sales within FMCG or consumer products industries.
• Proven track record managing national retail accounts and delivering sustainable sales growth.
• Experience working with leading FMCG organizations is highly preferred.
• Strong understanding of the Indonesian Modern Trade landscape and established relationships with major retail chains.
• Solid commercial acumen with demonstrated success in negotiations, category management, and trade investment planning.
• Previous experience managing and developing sales teams is advantageous.
• Self-starter with an entrepreneurial mindset, adaptable to a dynamic and fast-paced environment.
• Strong analytical, communication, stakeholder management, and problem-solving capabilities.

Job Offer

Competitive package and career prospects.