Key Account Manager - Modern Trade
Core
Drive sales execution and commercial performance for key Modern Trade accounts (Indomaret, Alfamart, Hyper/Supermarkets) by deploying Joint Business Plans and managing customer relationships.
Role type
Senior Key Account Manager (Modern Trade)
Builds
Sales targets, Joint Business Plans, and account-level trade investments
Domain
FMCG / Retail
Required skills
Sales target delivery, Joint Business Plan execution, customer relationship management, account performance analysis, demand planning coordination, trade investment management, planogram compliance
Preferred skills
Modern Trade channel exposure, financial acumen, Microsoft Excel and PowerPoint proficiency
Responsibilities
Deliver monthly and annual sales targets (NSV, volume, distribution, and profitability) across assigned Modern Trade accounts, ensuring strong sell-in and execution excellence. Execute Joint Business Plan (JBP) 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 (Indomaret, Alfamart, Hyper/Super). Build and maintain effective relationships with customers (buyers and operations), supporting day-to-day coordination and negotiations on promotions, placements, and activities. Monitor and analyze account performance (sell-in, sell-out, promotion effectiveness, and competitive activity) and propose data-driven improvements. Coordinate forecasting and demand planning with Supply Chain to ensure optimal stock availability and service level during key commercial periods. Track and manage trade investments at account level, supporting evaluation of ROI and identifying opportunities to optimize spend efficiency. Collaborate with Field Sales and Merchandising teams (when needed) to ensure compliance with planograms, pricing, visibility, and Perfect Store standards, while driving corrective actions.