Key Account Manager - Indomaret & CVS

PepsiCo Deutschland GmbH; Jakarta Selatan; On-site; IDR 100.000.000 - 200.000.000; Full time

Job summary

A leading global food and beverage company seeks a Key Account Manager in Jakarta Selatan, Indonesia. This role focuses on developing customer strategies and managing relationships with modern trade channels including Indomaret and CVS. The ideal candidate will have significant FMCG sales experience and strong negotiation skills to drive growth and enhance the company's market presence.

Qualifications

• 5–8 years of FMCG sales or key account management experience with proven modern trade exposure.
• Ability to interpret sell-in/sell-out and shopper data.
• Proven ability to ensure flawless in-store execution and visibility.

Responsibilities

• Deliver sales, revenue, and profit targets for Indomaret and CVS channels.
• Develop Joint Business Plans with Indomaret and CVS customers.
• Negotiate trading terms and annual agreements.

Skills

FMCG sales experience

Negotiation skills

Data analysis

Strategic partnership building

Cross-functional collaboration

Education

Bachelor's degree in Business or Marketing

MBA preferred

Job description

Overview

The Key Account Manager – Indomaret & CVS is responsible for developing and executing customer strategies and joint business plans to deliver sales, revenue, and profitability targets in the minimarket and convenience store channels. The role manages commercial negotiations, ensures compliance with trade terms, and drives in-store execution excellence across distribution, visibility, pricing, and promotions. By leveraging shopper insights and cross‑functional collaboration with Marketing, Trade Marketing, and Supply Chain, the position builds long‑term partnerships with Indomaret and CVS customers to maximize growth and strengthen PepsiCo’s presence in modern trade.

Responsibilities

1. Deliver sales, revenue, and profit targets for Indomaret and CVS channels, ensuring alignment with business and channel objectives.
2. Develop and implement Joint Business Plans (JBP) with Indomaret and CVS customers, aligning on promotions, assortment, and growth initiatives.
3. Negotiate trading terms, annual agreements, and promotional investments to maximize ROI while ensuring compliance with PepsiCo policies.
4. Ensure excellence in in‑store execution including planogram compliance, product availability, pricing, visibility, and promotional displays.
5. Analyze sell‑in and sell‑out data (POS, Nielsen, retailer systems) to track performance, identify gaps, and recommend corrective actions.,6. Build and maintain strong customer relationships with Indomaret and CVS decision-makers to drive long‑term partnerships and sustainable growth.

Qualifications

1. Qualified with a Bachelor’s degree in Business, Marketing, or related field (MBA preferred).
2. Bringing 5–8 years of FMCG sales or key account management experience with proven modern trade exposure.
3. Able to interpret sell‑in/sell‑out, POS, and shopper data (e.g., Nielsen, retailer panels) to drive fact‑based business decisions.
4. Capable of negotiating trade terms, pricing, and annual agreements with modern trade customers to maximize value creation.
5. Skilled at building and sustaining strategic partnerships with key stakeholders across Indomaret and CVS.
6. Experienced in applying commercial and financial acumen by managing P&L, evaluating trade spend ROI, and optimizing pricing and promotional investments.
7. Proven ability to ensure flawless in‑store execution, visibility, and planogram compliance to deliver superior retail presence.
8. Effective in collaborating cross‑functionally with Marketing, Trade Marketing, Supply Chain, and Finance to deliver integrated commercial outcomes.
9. Strong in communicating and presenting persuasively to influence senior‑level customer stakeholders and internal leadership.

Critical Experiences

1. Manage national modern trade customers (Indomaret, Alfamart, or CVS chains) with direct accountability for performance.
2. Lead Joint Business Planning (JBP) and high‑stakes customer negotiations to deliver sustainable growth.
3. Oversee trade spend management and conduct ROI evaluations to optimize investments.
4. Drive cross‑functional alignment with Marketing, Trade Marketing, and Supply Chain to execute category and customer strategies.
5. Execute in‑store initiatives by ensuring visibility, planogram compliance, and effective promotional implementation in modern trade environments.