Key Account Manager - Modern Trade (FMCG Sales)

Key Account Manager – Modern Trade (FMCG Sales)

Company: Everything Banana Chips (EBC)
Location: Jakarta, Indonesia

Everything Banana Chips (EBC) is one of Indonesia’s fastest-growing premium banana chip brands. We work directly with local farmers and produce high-quality snacks that are enjoyed across Indonesia, Singapore, and Malaysia.

As we continue to grow, we are looking for an energetic and commercially minded FMCG Account Manager to help expand our business and strengthen relationships with our customers.

About the Role

We are looking for an experienced Key Account Manager – Modern Trade to grow our presence across Indonesia’s leading retail chains. You will be responsible for managing strategic customer relationships, driving sales growth, executing trade plans, and ensuring excellent in-store execution.

This role requires someone who understands Modern Trade, enjoys building long-term partnerships with buyers, and is passionate about growing premium FMCG brands.

Key Responsibilities

Key Account Management

• Build and maintain strong relationships with buyers and category managers at key retail accounts such as Grand Lucky, AEON, Ranch Market and other Modern Trade customers.

• Serve as the primary contact for assigned accounts and ensure a high level of customer satisfaction.

• Conduct regular business reviews with customers to identify growth opportunities.

Sales Growth

• Achieve monthly, quarterly and annual sales targets.

• Develop and execute Joint Business Plans (JBPs) with key customers.

• Increase product listings, distribution and shelf presence across assigned accounts.

• Identify opportunities to expand product range and secure new listings.

Commercial Negotiation

• Lead commercial discussions including pricing, promotional activities, listing opportunities and annual trading terms.

• Negotiate win-win commercial agreements while protecting company profitability.

• Manage promotional calendars and ensure effective execution of agreed activities.

Trade Execution

• Ensure products are well displayed, adequately stocked and merchandised according to plan.

• Monitor stock availability and work closely with customers to minimise out-of-stock situations.

• Coordinate with distributors, merchandising teams and operations to ensure timely replenishment.

Market Intelligence

• Monitor competitor activities, pricing, promotions and new product launches.

• Provide insights and recommendations to strengthen EBC’s market position.

• Identify emerging consumer and retail trends within the Modern Trade channel.

Internal Collaboration

• Work closely with Sales, Marketing, Supply Chain and Finance teams to deliver excellent customer service.

• Coordinate new product launches and promotional campaigns with internal stakeholders.

• Ensure customer orders, forecasts and payment issues are managed efficiently.

Reporting & Analysis

• Prepare weekly sales reports and monthly business reviews.

• Analyse sales performance, promotional effectiveness and customer profitability.

• Maintain accurate sales forecasts and account plans.

Requirements

• Minimum 5 years’ experience in FMCG Key Account Management or Modern Trade Sales.

• Experience managing Modern Trade retailers in Indonesia.

• Strong negotiation, presentation and relationship management skills.

• Good commercial and analytical mindset.

• Proficient in Microsoft Excel and PowerPoint.

• Able to work independently and manage multiple priorities.

• Willing to travel within Jakarta and other cities when required.

• Pleasant personality, and a Team Player 

Key Performance Indicators (KPIs)

• Sales growth

• Achievement of sales targets

• New product listings

• Distribution and shelf availability

• Promotional execution

• Gross margin achievement

• Customer satisfaction

• Forecast accuracy

• Accounts receivable collection

• Growth of assigned Modern Trade accounts