Key Account Manager - Modern Trade

PepsiCo; Indonesia; On-site; IDR 300,000,000 - 600,000,000; Full time

Job summary

PepsiCo is seeking a Key Account Manager for Modern Trade to drive sales across Indomaret, Alfamart, and Hy/Supermarkets. You will deploy Joint Business Plans in-store, build capabilities in account management, and coordinate with Field Sales and Merchandising to ensure planograms, pricing, and visibility.

The role requires 5+ years in FMCG sales with Modern Trade exposure, strong analytical skills, and mastery of Excel/PowerPoint.

Qualifications

• Bachelor's degree in Business, Marketing, Economics, or related field.
• 5+ years of experience in FMCG sales with Modern Trade exposure.
• Strong analytical and financial understanding.
• Effective communication and stakeholder management.
• Ability to translate strategy into actionable plans.
• Proficiency in Excel and PowerPoint.

Responsibilities

• Deliver monthly and annual sales targets across assigned Modern Trade accounts.
• Execute Joint Business Plan (JBP) initiatives and in-store visibility.
• Translate commercial strategies into actionable account plans and ensure execution across channel rotations.
• Build relationships with customers (buyers and operations) and coordinate promotions and placements.
• Monitor account performance and propose data-driven improvements.
• Coordinate forecasting and demand planning with Supply Chain for stock and service levels.
• Track trade investments and evaluate ROI for spend optimization.
• Collaborate with Field Sales and Merchandising to ensure planograms and price visibility.

Skills

FMCG sales

Analytical skills

Strong communication

Stakeholder management

Agility across contexts

Excel

PowerPoint

Education

Bachelor's degree in Business/Marketing/Economics

Tools

Microsoft Excel

Microsoft PowerPoint

Job description

Overview

The Key Account Manager - Modern Trade is a high-exposure commercial role designed to accelerate the development of future Key Account Managers across Modern Trade channels. This role is responsible for driving execution excellence and supporting commercial performance across key accounts such as Indomaret, Alfamart, and Hyper/Supermarkets (HySu), while rotating across channels based on business priorities.

Working closely with KAMs and Head of Sales (MT), the role bridges strategy and execution - ensuring that Joint Business Plans are effectively deployed in-store while building strong foundational capabilities in account management, commercial planning, and customer engagement.

Responsibilities

What you will be responsible for:

• Deliver monthly and annual sales targets (NSV, volume, distribution, and profitability) across assigned Modern Trade accounts, ensuring strong sell-in and execution excellence.
• Execute Joint Business Plan (JBP) initiatives, including assortment expansion, pricing updates, promotional programs, and in-store visibility.
• Translate commercial strategies into actionable account plans and ensure consistent execution across rotating channel assignments (Indomaret, Alfamart, Hyper/Super).
• Build and maintain effective relationships with customers (buyers and operations), supporting day-to-day coordination and negotiations on promotions, placements, and activities.
• Monitor and analyze account performance (sell-in, sell-out, promotion effectiveness, and competitive activity) and propose data-driven improvements.
• Coordinate forecasting and demand planning with Supply Chain to ensure optimal stock availability and service level during key commercial periods.
• Track and manage trade investments at account level, supporting evaluation of ROI and identifying opportunities to optimize spend efficiency.
• Collaborate with Field Sales and Merchandising teams (when needed) to ensure compliance with planograms, pricing, visibility, and Perfect Store standards, while driving corrective actions.

Qualifications

What you will need to have:

• Bachelor's degree in Business, Marketing, Economics, or related field
• 5+ years of experience in FMCG sales, exposure to Modern Trade (Indomaret, Alfamart, Hyper/Supermarkets) is highly preferred
• Strong analytical and problem-solving skills with good financial understanding
• Effective communication and stakeholder management skills
• Demonstrated agility and ability to work across different business contexts
• Proficiency in Microsoft Excel and PowerPoint
• Strong learning agility and ability to ramp up quickly across different accounts
• High ownership mindset with consistent delivery of execution excellence
• Ability to translate strategy into clear, actionable plans
• Commercial curiosity with data-driven decision making