Senior Key Account Manager

Persyaratan Umum

Deskripsi Pekerjaan

Role Overview The Senior Key Account Manager will lead the Modern Trade commercial team and be fully accountable for revenue growth, profitability, and strategic account development across national key retailers. This role combines commercial strategy, financial ownership, and people leadership, ensuring both top-line acceleration and bottom-line sustainability. The position will directly lead Key Account Managers and Key Account Executives to deliver strong execution and business results. Key Responsibilities Commercial Leadership Lead, coach, and develop the Key Account Manager and Key Account Executive team Set clear targets, KPIs, and performance objectives aligned with company goals Build a high-performance, results-driven commercial culture Provide guidance in negotiation strategy, account planning, and execution excellence Conduct regular business reviews and performance evaluations Account & Business Management Oversee national Modern Trade accounts (Health & Beauty) Develop and drive annual Joint Business Plans (JBP) with key retailers Lead high-level negotiations on trading terms, contracts, and annual agreements Ensure achievement of revenue targets, distribution expansion, and category growth Monitor sell-in, sell-out, stock health, and demand forecasting accuracy Financial & Profitability Ownership Own full account P&L and ensure sustainable profitability Drive gross margin improvement and trade investment optimization Evaluate promotional mechanics, rebates, and commercial schemes to ensure positive ROI Manage budgeting, accruals, and financial forecasting Balance volume growth with disciplined margin control Strategic & Cross-Functional Collaboration Work closely with Marketing on activation strategy and new product launches Partner with Supply Chain to ensure inventory alignment and service level Collaborate with Finance on budget control and financial performance tracking Align field sales teams to ensure excellence in-store execution and compliance Qualifications & Experience Bachelor’s degree in Business, Marketing, Finance, or related field 6-9+ years of experience in Modern Trade Key Account Management within FMCG Proven experience leading commercial teams (KAM & KAE level) Strong financial acumen and P&L management capability Demonstrated track record in revenue growth and margin improvement Strong negotiation and stakeholder management skills Strategic mindset with strong analytical and leadership capability High ownership, resilience, and results orientation

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