Key Account Operations

3 days ago

Jakarta, Jakarta, Indonesia PepsiCo Full time
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.

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