Key Account Operations - West Indonesia

PepsiCo; Indonesia; On-site; IDR 200.000.000 - 300.000.000; Full time

Job summary

A leading global beverage company is seeking a Key Account Operations professional in Indonesia. This individual will manage key customer partnerships, execute business plans, and drive sales and profit targets. The ideal candidate has 5+ years of experience in key account management, excellent negotiation skills, and is proficient in both English and Bahasa Indonesia.

Qualifications

• Minimum 5 years of experience in Key Account Management or Sales Operations.
• Proven ability to lead Joint Business Plans and negotiate contracts.
• Skilled in interpreting sales and shopper data.

Responsibilities

• Deliver sales, revenue, and profit targets for assigned key accounts.
• Lead Joint Business Planning with key customers.
• Negotiate trade terms, contracts, pricing, and promotional agreements.
• Execute portfolio and category plans effectively.
• Track account performance vs KPIs and provide reporting.

Skills

Key Account Management

Sales Operations

Negotiation

Data Analysis

Interpersonal Skills

Collaboration

Microsoft Excel

Microsoft PowerPoint

Fluent in English and Bahasa Indonesia

Education

Bachelor's degree in Business, Marketing, Management, or related field

MBA preferred

Tools

Sales Analytics Tools

CRM Platforms

Job description

Overview

The Key Account Operations role is responsible for managing PepsiCo's key customer partnerships across the West Indonesia region. The position ensures execution of joint business plans, delivers sales and profit targets, and optimizes portfolio performance within modern trade and key account channels. Leveraging shopper insights, category strategies, and strong customer collaboration, the role drives distribution, visibility, and activation excellence. Acting as the frontline interface with customers, this role is critical to sustaining PepsiCo's growth ambitions in Indonesia.

Responsibilities

What you will need to have:

• Deliver sales, revenue, and profit targets for assigned key accounts in West Indonesia, ensuring alignment with overall business objectives.
• Lead Joint Business Planning (JBP) with key customers, aligning on category growth initiatives, promotional calendars, and investment priorities.
• Negotiate trade terms, contracts, pricing, and promotional agreements to maximize ROI while ensuring compliance with PepsiCo policies and legal requirements.
• Execute portfolio and category plans including assortment, visibility, and in-store activation to deliver best-in-class execution and shopper conversion.
• Track account performance vs KPIs (sales, distribution, share, ROI) and provide timely reporting with recommendations for corrective actions.
• Strengthen customer relationships by acting as the primary interface for West Indonesia key accounts, building long-term partnerships that drive mutual growth.

Qualifications

What you will need to have:

• Minimum a bachelor's degree in a related field
• Minimum 5 years of experience in Key Account Management, Modern Trade, or Sales Operations within FMCG or retail industry.
• Proven ability to lead Joint Business Plans, negotiate contracts, and influence senior customer stakeholders to achieve win-win outcomes.
• Skilled in interpreting sales, distribution, and shopper data (e.g., Nielsen, retailer POS) to drive fact-based decisions and performance improvements.
• Demonstrated capability to deliver flawless in-store execution and implement category and visibility plans effectively across key accounts.
• Excellent interpersonal and cross-functional collaboration skills; able to align Sales, Marketing, Supply Chain, and Finance to deliver integrated business results.
• Proficient in Microsoft Excel and PowerPoint; familiarity with sales analytics tools and CRM platforms is an advantage.
• Willing to travel regularly within the assigned region (West Indonesia).
• Strong understanding of P&L, trade investment, pricing strategy, and promotion effectiveness to ensure sustainable growth and profitability.
• Bachelor’s degree in Business, Marketing, Management, or related field; MBA preferred.
• Fluent in English and Bahasa Indonesia, both written and verbal.