Key Account Manager - Modern Trade

PepsiCo; Pondok Pinang; On-site; IDR 223,200,000 - 446,400,000; Full time

Job summary

PepsiCo Indonesia is seeking a Key Account Manager – Modern Trade to drive sales across major accounts such as Indomaret, Alfamart and Hy/Su, rotating channels by business priorities. You will deploy Joint Business Plans, translate strategies into actionable account plans, and lead in-store execution with field sales and merchandising teams to maximize ROI.

The role requires 5+ years FMCG sales in Modern Trade, strong analytics, stakeholder management, and ownership mindset with solid Excel and

Qualifications

• Bachelor’s degree in Business, Marketing, Economics, or related field.
• 5+ years FMCG sales experience in Modern Trade is highly preferred.
• Strong analytical and problem-solving abilities with financial literacy.
• Effective communication and stakeholder management across functions.
• Demonstrated agility and ability to adapt across different business contexts.
• Proficient in Microsoft Excel and PowerPoint.
• High ownership mindset with consistent execution excellence.
• Ability to translate strategy into actionable account plans.
• Commercial curiosity with data-driven decision making.

Responsibilities

• Deliver monthly and annual sales targets across Modern Trade accounts with strong in-store execution.
• Execute Joint Business Plan 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.
• Build and maintain effective relationships with customers, supporting day-to-day coordination and negotiations on promotions, placements, and activities.
• Monitor and analyze account performance and propose data-driven improvements.
• Coordinate forecasting and demand planning with Supply Chain to ensure stock availability and service level during key periods.
• Track and manage trade investments at account level, evaluating ROI and optimization opportunities.
• Collaborate with Field Sales and Merchandising to ensure compliance with planograms, pricing, visibility, and Perfect Store standards.

Skills

Modern Trade

Sales

Analytical skills

Communication skills

Stakeholder management

Agility

Financial understanding

Learning agility

Ownership mindset

Account planning

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