Key Account Operations
7 days ago
Overview
The
Key Account Operations - East Indonesia
role is responsible for managing PepsiCo's key customer partnerships across the East 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
You will be responsible for:
- Deliver sales, revenue, and profit targets for assigned key accounts in East 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.
- Leverage insights and analytics (shopper, POS, Nielsen) to identify growth opportunities, competitive threats, and category expansion areas.
- Strengthen customer relationships by acting as the primary interface for East Indonesia key accounts, building long-term partnerships that drive mutual growth.
- Resolve operational issues including supply disruptions, claims, and compliance matters by coordinating with Supply Chain and Finance teams.
- Collaborate cross-functionally with Marketing, Supply Chain, and Finance to ensure flawless execution of account plans and launches.
- Ensure governance and compliance in customer contracts, pricing, and promotional practices, maintaining integrity in business operations.
Qualifications
You will need to have:
- Strong strategic and analytical skills with the ability to interpret shopper, customer, and market data (POS, Nielsen, retail audits) to drive fact-based decisions.
- Excellent negotiation and influencing skills, with proven success in managing trade terms, contracts, and joint business planning with key accounts.
- Solid commercial and financial acumen, including understanding of P&L drivers, trade spend ROI, and budget management.
- Strong relationship management skills to build long-term partnerships with customers and cross-functional teams.
- High collaboration and leadership ability to align with Marketing, Trade Marketing, Supply Chain, and Finance.
- Effective communication and presentation skills to influence stakeholders at multiple levels.
- Proficiency with category management and sales systems (e.g., Nielsen, CRM/SFA tools).
- Bachelor's degree in Business, Marketing, or related field.
- 5-7 years of FMCG experience in Sales, Key Account Management, or Commercial roles.
The following critical experiences are inherent in the position:
- Managing Joint Business Planning (JBP) with large modern trade/key account customers.
- End-to-end account management including sales delivery, negotiation, and trade execution.
- Cross-functional collaboration with Marketing, Trade Marketing, Supply Chain, and Finance.
- Application of shopper/market insights to identify growth opportunities.
- Trade spend management and ROI optimization in FMCG environments.
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