Key Account Manager - Modern Trade

PepsiCo Inc.; Maluku; On-site; IDR 180,000,000 - 300,000,000; Full time

Job summary

PepsiCo Inc. is seeking a Key Account Manager – Modern Trade in Indonesia to accelerate development of future KAMs across MT channels. You will lead selling efforts for Indomaret, Alfamart, and HySu, bridging strategy and execution with Joint Business Plans deployed in-store.

The role focuses on sales targets, trade promotions, and customer engagement, with cross-channel rotations based on business priorities. A strong analytics mindset is essential.

Qualifications

• Bachelor’s degree in Business, Marketing, Economics, or related field.
• 5+ years of experience in FMCG sales; Modern Trade exposure 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.

Responsibilities

• Deliver monthly and annual sales targets across assigned Modern Trade accounts.
• Execute Joint Business Plan initiatives including assortment, pricing, promotions, and in-store visibility.
• Translate commercial strategies into actionable account plans and ensure execution across channels.
• Build and maintain relationships with customers, guiding negotiations on promotions and placements.
• Monitor and analyze account performance and propose data-driven improvements.
• Coordinate forecasting and demand planning with Supply Chain for stock availability.
• Track and manage trade investments and ROI to optimize spend.
• Collaborate with Field Sales and Merchandising to ensure compliance with planograms and Perfect Store standards.

Skills

Analytical skills

Communication

Agility

Learning agility

Education

Bachelor’s degree in Business/Marketing/Economics

Tools

Microsoft Excel

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:

1. Deliver monthly and annual sales targets (NSV, volume, distribution, and profitability) across assigned Modern Trade accounts, ensuring strong sell-in and execution excellence.
2. Execute Joint Business Plan (JBP) initiatives, including assortment expansion, pricing updates, promotional programs, and in-store visibility.
3. Translate commercial strategies into actionable account plans and ensure consistent execution across rotating channel assignments (Indomaret, Alfamart, Hyper/Super).
4. Build and maintain effective relationships with customers (buyers and operations), supporting day-to-day coordination and negotiations on promotions, placements, and activities.
5. Monitor and analyze account performance (sell-in, sell-out, promotion effectiveness, and competitive activity) and propose data-driven improvements.
6. Coordinate forecasting and demand planning with Supply Chain to ensure optimal stock availability and service level during key commercial periods.
7. Track and manage trade investments at account level, supporting evaluation of ROI and identifying opportunities to optimize spend efficiency.
8. 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:

1. Bachelor’s degree in Business, Marketing, Economics, or related field
2. 5+ years of experience in FMCG sales, exposure to Modern Trade (Indomaret, Alfamart, Hyper/Supermarkets) is highly preferred
3. Strong analytical and problem-solving skills with good financial understanding
4. Effective communication and stakeholder management skills
5. Demonstrated agility and ability to work across different business contexts
6. Proficiency in Microsoft Excel and PowerPoint
7. Strong learning agility and ability to ramp up quickly across different accounts
8. High ownership mindset with consistent delivery of execution excellence
9. Ability to translate strategy into clear, actionable plans
10. Commercial curiosity with data-driven decision making