National Key Account Manager

5 days ago

Jakarta, Jakarta, Indonesia PEOPLE SEARCH INTERNATIONAL Full time 50,000,000 - 150,000,000 per year

The National Key Account Manager (NKAM) is responsible for developing and managing strategic partnerships with national key accounts to drive revenue growth, improve market share, and ensure excellent execution of sales and trade marketing programs. This role oversees negotiation, business planning, and performance management for modern trade channels and national retail groups, ensuring alignment with company objectives.

Key Responsibilities1. Key Account Management

  • Develop and execute strategic business plans for national accounts to achieve sales, profit, and market share targets.
  • Lead annual negotiations on trading terms, pricing, promotions, and joint business planning (JBP).
  • Manage and grow business with Modern Trade (Hypermarket, Supermarket, MTKA, MTI/MTL), e-Commerce, and other strategic national partners.
  • Ensure timely product listings, planogram compliance, and in-store visibility.

2. Sales Achievement & Performance Management

  • Deliver annual and monthly sales targets, including revenue, volume, margin, and profitability.
  • Monitor sell-in and sell-out performance, ensuring operational excellence across the account.
  • Conduct regular business reviews with key customers to optimize performance and resolve issues.

3. Trade Marketing & Promotion Execution

  • Collaborate with Trade Marketing to design and execute effective promotion programs.
  • Analyze program performance and recommend adjustments to maximize ROI.
  • Ensure alignment of national promotions with regional and store-level execution.

4. Cross-Functional Collaboration

  • Work closely with Supply Chain, Finance, Marketing, and Operations to ensure seamless execution.
  • Coordinate with field sales teams to ensure compliance with JBP and trade programs.
  • Provide actionable insights from customer data to internal stakeholders.

5. Data Management & Reporting

  • Track and analyze account performance, market trends, and competitor activities.
  • Prepare weekly/monthly sales reports, forecasting, and business dashboards.
  • Use insights to identify growth opportunities and mitigate business risks.

6. Relationship Development

  • Build strong and long-term partnerships with key buyers, category managers, and decision-makers.
  • Strengthen customer engagement through consistent communication and value-added activities.

Qualifications

  • Bachelor's degree in Business, Marketing, Management, or related field.
  • Minimum 5–8 years of experience in Key Account Management, preferably in FMCG, retail, or distribution.
  • Strong negotiation, analytical, and strategic planning skills.
  • Proven track record of achieving sales targets and managing large accounts.
  • Excellent communication, interpersonal, and presentation abilities.
  • Familiar with JBP, planogram management, and trade marketing concepts.
  • Ability to work independently and lead cross-functional initiatives.

Key Competencies

  • Strategic Thinking
  • Sales & Negotiation
  • Business Acumen
  • Data Analysis & Forecasting
  • Relationship Building
  • Problem-Solving
  • Leadership & Collaboration

Location : Bandung

Job Type: Full-time

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