Group Key Account Manager, Indonesia

About the Role:

The Group Key Account Manager is responsible for driving sustainable business growth across assigned key accounts in Indonesia, with a focus on Minimarts.The role focuses on key account strategy, commercial execution, customer partnership, and in‑store excellence, working closely with internal teams and distributor partners.

Main Responsibilities:

• Develop and implement key account strategies aligned with overall commercial and growth objectives

• Build and execute customer‑specific business plans to accelerate off‑take, distribution growth, and market presence

• Define distribution and assortment targets by SKU for assigned key accounts

• Contribute to the Annual Operating Plan (volume, value, distribution, visibility, promotional activities, and trade spend)

• Partner with distributor teams to align key account objectives, strategies, and execution priorities

• Conduct regular performance reviews, including SWOT and gap analysis

• Monitor sales performance against targets and propose corrective actions where required

• Lead and support contract negotiations with key accounts in collaboration with distributors

• Define and negotiate promotional programs, visibility plans, and planogram execution in line with commercial guidelines

• Analyse key account performance and track sales, stock, and execution KPIs

• Act as the escalation point for national‑level customer topics when required

• Collaborate with Trade Marketing to develop sales arguments and visibility standards

• Manage trade spend within approved commercial policies and budgets, analyse trade investments to maximise ROI

• Act as first‑level approver for trade spend claims, ensuring governance and compliance

• Ensure clear communication of agreements, promotions, and visibility plans to distributor sales teams

• Monitor in‑store execution at national level and drive corrective actions where needed

• Ensure field execution aligns with agreed strategies, policies, and standards

About You:

• University degree in Business, Management or other relevant discipline

• Strong experience in key account management, sales, or commercial roles, ideally within FMCG

• Solid exposure to Modern Trade and Impulse / Minimarket channels

• Proven experience in key account planning and stakeholder management

• Ability to manage complexity, deliver results under pressure, and meet deadlines

• Strong analytical, commercial, and negotiation capabilities, P&L exposure

• Collaborative mindset with strong leadership and influencing skills

• Proficiency in Microsoft Office (Excel, PowerPoint); Power BI and Nielsen are an advantage

• Fluency in Bahasa Indonesia and English, written and spoken

Our Benefits & Perks:

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.