National Account Manager (MTI)

Confidential; Jakarta Pusat; On-site; IDR 90,000,000 - 130,000,000; Full time

Job summary

Confidential is seeking a highly strategic National Account Manager for the Modern Trade Independent channel. You will own MTI strategy, manage regional Account Executives, and drive national growth through retail partnerships and disciplined execution across Indonesia.

This role accelerates market penetration, strengthens distribution, and ensures best-in-class in-store execution with travel across the country.

Qualifications

• Bachelor’s Degree in Business, Marketing, or related field.
• 8–10 years experience in FMCG, Beauty, or Personal Care.
• Strong exposure to Modern Trade Independent (MTI) at national level.
• Fluent in English (spoken and written).
• Proven experience leading regional/multi-level sales teams.
• Strong negotiation and key account management experience.
• Deep understanding of Indonesia’s MTI landscape and distribution structure.
• Strong analytical, commercial, and leadership capabilities.
• Willing to travel extensively across Indonesia.

Responsibilities

• Define and lead the national MTI strategy aligned with company growth objectives.
• Own full P&L for Modern Trade Independent channel.
• Develop and execute national sales plans, pricing strategies, and trade terms.
• Lead annual negotiations, JBPs, and quarterly business reviews with key accounts.
• Identify white space opportunities and expand into underpenetrated cities and regions.
• Lead, coach, and develop a nationwide team of Regional Account Executives.
• Translate national strategy into regional execution plans.
• Set KPIs, monitor performance, and conduct regular field visits.
• Build a high-performance, execution-focused sales culture.
• Ensure distribution, visibility, and promotional programs are consistently implemented.
• Collaborate with Trade Marketing on promotion planning and execution.
• Monitor ROI on trade investments and promotional budgets.
• Track competitor activity, pricing dynamics, and channel trends to refine go-to-market strategy.

Skills

Strategic thinking

Leadership

Negotiation

P&L ownership

Travel willingness

Analytical skills

Team leadership

English fluency

Education

Bachelor's degree in Business/Marketing/related field

Job description

We are seeking a highly strategic and results-driven National Account Manager (Modern Trade Independent). This role will take full ownership of the Modern Trade Independent channel, managing regional Account Executives and driving national growth through strong retail partnerships, disciplined execution, and expansion strategies.

The successful candidate will play a critical role in accelerating market penetration, strengthening distribution, and ensuring best-in-class in-store execution across regions.

Key Responsibilities:

Strategic & Commercial Leadership

• Define and lead the national MTI strategy aligned with company growth objectives.
• Own full P&L responsibility for the Modern Trade Independent channel.
• Develop and execute national sales plans, pricing strategies, and trade terms.
• Lead annual negotiations, JBPs (Joint Business Plans), and quarterly business reviews with key accounts.
• Identify white space opportunities and drive expansion into underpenetrated cities and regions.
• Lead, coach, and develop a nationwide team of Regional Account Executives.
• Translate national strategy into strong regional execution plans.
• Set KPIs, monitor performance, and conduct regular field visits.
• Build a high-performance, execution-focused sales culture.
• Ensure consistent implementation of distribution, visibility, and promotional programs.

Operational Excellence

• Ensure optimal product availability, planogram compliance, and in-store visibility.
• Collaborate closely with Trade Marketing on promotion planning and execution.
• Monitor ROI on trade investments and promotional budgets.
• Track competitor activity, pricing dynamics, and channel trends to refine go-to-market strategy.

Qualifications:

• Bachelor’s Degree in Business, Marketing, or any related field
• Minimum 8–10 years of experience in FMCG, Beauty, or Personal Care.
• Strong exposure to Modern Trade Independent (MTI) at national level.
• Fluent in English (spoken and written).
• Proven experience leading regional/multi-level sales teams.
• Strong negotiation and key account management experience.
• Deep understanding of Indonesia’s MTI landscape and distribution structure.
• Strong analytical, commercial, and leadership capabilities.
• Willing to travel extensively across Indonesia.

What We’re Looking For

• Strategic thinker with strong execution discipline.
• Commercially sharp with strong P&L ownership mindset.
• Strong leadership presence with ability to influence multiple stakeholders.
• Growth-driven and hands-on in driving national expansion.