Key Account Manager, Modern Trade: Growth & Execution

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

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