Key Account Manager

About the role

PT Hoki Distribusi Niaga is looking for a commercially driven and analytical Key Account Manager (KAM) to manage and grow our Modern Trade (MT) and National Key Account (NKA) business. This role is responsible for end-to-end account ownership, covering account strategy, sales performance, commercial negotiations, distribution, product availability, promotional effectiveness, and account profitability. The KAM is expected to identify business opportunities, translate account data into actionable business plans, and drive sustainable, profitable growth across assigned accounts. This is an individual contributor role that works closely with the National Sales Manager and the wider sales team, Modern Trade customers and stores, as well as appointed national distributors with whom the company has established partnerships.

Key responsibilities

• Take ownership of the overall business performance of assigned Modern Trade and NKA accounts.
• Develop account strategies, annual and periodic business plans, and Joint Business Plans (JBP) aligned with company objectives and customer priorities.
• Monitor account performance against sales targets, business plans, and agreed commercial objectives.
• Identify performance gaps, growth opportunities, and key business challenges, then develop actionable improvement plans.
• Drive sales growth and achievement of assigned account targets while maintaining healthy account profitability.
• Analyze sales trends, product performance, account contribution, and business gaps to identify opportunities for improvement.
• Manage business relationships and day-to-day account coordination with Modern Trade and National Key Account customers, including relevant buyers and store-level stakeholders.
• Lead commercial discussions and negotiations with customers within the company's established policies and approval framework.
• Develop and coordinate account promotional plans with customers and relevant internal teams.
• Prepare and maintain account sales forecasts based on historical performance, customer demand, promotional plans, and market developments.

About you

• Bachelor's degree in Business Administration, Marketing, Management, or a related field.
• Minimum 3–5 years of experience in Key Account Management, Account Management, or Sales, preferably within FMCG, consumer goods, or a related industry.
• Experience handling Modern Trade and/or National Key Accounts is strongly preferred.
• Proven ability to manage account performance, develop business plans, and identify opportunities for profitable growth.
• Strong commercial negotiation skills, including experience with pricing, trading terms, promotional investments, and other commercial arrangements.
• Strong analytical skills with the ability to interpret sales data, identify performance gaps, and translate insights into actionable plans.
• Proficient in Microsoft Excel and PowerPoint for data analysis, business planning, and reporting.
• Strong communication, presentation, stakeholder management, and problem-solving skills.
• Self-driven, accountable, detail-oriented, and comfortable working independently while collaborating with cross-functional teams.