Group Key Account Manager, Indonesia (HMSM)

About the Role:

The role of the Group Key Account Manager (Hypermarket, Supermarket) is responsible for driving sustainable business growth across assigned key customers by developing strategic partnerships, delivering sales objectives, and executing customer-focused commercial plans. Working closely with distributor partners and cross-functional teams, the role translates business strategies into impactful customer plans, leads commercial negotiations, optimizes trade investments, and ensures excellence in market execution. This role plays a critical part in strengthening Ferrero presence within the Indonesian Modern Trade channel.

Main Responsibilities:

• Develop and implement customer strategies aligned with business growth objectives
• Identify opportunities to increase distribution, visibility, and sales performance across assigned key accounts
• Build and maintain strong partnerships with customers and key stakeholders
• Recommend account plans, trade terms, and commercial initiatives that support sustainable growth
• Contribute to annual business planning, including volume, value, distribution, visibility, promotional activities, and trade investment planning
• Continuously monitor business performance against agreed objectives
• Identify risks and opportunities and develop action plans to deliver targets
• Track key performance indicators and provide recommendations to improve results
• Conduct customer performance reviews and commercial analyses to identify growth opportunities
• Develop customer-specific action plans based on business needs and performance gaps
• Collaborate with distributor teams to align priorities and execution plans
• Ensure customer proposals are aligned with commercial policies and business objectives
• Lead negotiations of customer agreements and annual business plans
• Partner with Trade Marketing teams to develop impactful promotional and visibility initiatives
• Negotiate promotional programs, merchandising opportunities, and in-store visibility plans
• Support the execution of category, assortment, and visibility strategies to maximize business performance
• Manage trade investments in accordance with company policies and commercial guidelines
• Review and approve trade spending claims while ensuring appropriate governance and compliance
• Evaluate the effectiveness of customer investments and promotional activities to maximize return on investment
• Ensure effective communication of customer agreements and action plans to distributor sales teams and internal stakeholders
• Collaborate closely with Sales, Trade Marketing, Marketing, Customer Service & Logistics, and Business Planning teams
• Monitor implementation and in-store execution to ensure alignment with agreed plans
• Resolve commercial and operational issues to support customer satisfaction and business continuity

About You:

• University degree in Business, Marketing, Commerce, or a related discipline
• Proven experience in Key Account Management, Sales, or Commercial roles within FMCG or consumer goods industries
• Strong understanding of Indonesia's Modern Trade and Minimarket channels
• Experience in customer planning, commercial negotiations, trade investment management, and sales execution
• Strong commercial and analytical mindset
• Excellent stakeholder management and relationship-building skills
• Ability to lead through collaboration and work effectively across cross-functional teams
• Strong negotiation and influencing capabilities
• Proactive, adaptable, and results-oriented approach
• Proficiency in Microsoft Excel and PowerPoint; experience with Power BI and Nielsen is an advantage
• Fluency in English and Bahasa Indonesia is required

What We Offer:

Careers with caring built in - discover our benefits here.

About Ferrero:

Ferrero began its journey in the small town of Alba in Piedmont, Italy, in 1946. Today, it is one of the world’s largest sweet-packaged food companies, with many iconic brands sold in countries all over the world. Find out more about Ferrero at ferrero.com.

DE&I at Ferrero:

Ferrero is committed to building a diverse and inclusive culture in which all employees feel welcomed and appreciated and have the same opportunities. We believe all our people are equally talented in their own way. In nurturing the curiosity and natural abilities of our employees, we provide them, generation after generation, the means to succeed personally and professionally, enabling them to craft their journey at Ferrero. The diversity of our talents is what makes our work environment multicultural, innovative, and highly rewarding.
Find out more here.