Select Headhunter is partnering with a leading FMCG organization to find an exceptional National Key Account Manager to lead their Key Account and E-Commerce strategy across Indonesia. This is a senior leadership role offering the opportunity to shape commercial strategy, build strong partnerships with major retail and e-commerce platforms, and drive sustainable business growth in a dynamic market.
Job Responsibilities
Develop and execute the national Key Account & E-Commerce strategy to achieve sales, growth, and market share targets
Build and manage annual business plans with key customers, including category management, pricing, promotions, and joint business planning
Establish and maintain senior-level relationships with top accounts including modern trade, e-commerce platforms, and strategic distributors
Lead annual negotiations for contracts, trading terms, listings, and collaboration programs
Ensure effective execution of trade marketing programs across all key account channels
Monitor sales performance and product availability, taking corrective actions as needed
Lead, coach, and develop the Key Account team to build a high-performing organization
Analyze sales performance, margins, promotional ROI, and market trends for strategic decision-making
Manage key account P&L, including advertising and promotional investment and profitability
Present business reports and strategic recommendations to senior management
Job Requirements
Bachelor's Degree in Business, Marketing, or related field
8–12 years of experience in Key Account Management and Category Management
At least 3–5 years in a managerial or leadership role
Strong background in FMCG, Consumer Goods, Retail, or Modern Trade
Proven success in large-scale contract and Joint Business Plan negotiations with major accounts
Experience leading medium to large teams
Strong understanding of commercial P&L and financial management
Excellent analytical, communication, and stakeholder management skills
Strategic thinker with the ability to work effectively under pressure
Demonstrated agility in adapting to changing market conditions
If you're a strategic commercial leader ready to take on a pivotal role with significant impact, we'd love to hear from you. This position offers the chance to work with a respected organization, lead a talented team, and drive meaningful results in Indonesia's vibrant FMCG sector. To apply in confidence, please submit your CV and a brief cover letter outlining your relevant experience.