Head of Key Accounts (FMCG)

Head of Key Accounts (FMCG) Salary: Competitive and based on experience Location: Jakarta Keywords: collaborative, strategic partnerships, team leadership, commercial execution, inclusive workplace, growth opportunities, supportive environment, flexible working opportunities

A leading organisation in the fast-moving consumer goods sector is seeking a Head of Key Accounts to spearhead their national strategy and drive exceptional results across modern trade, e-commerce, and key distributor channels. This pivotal role offers you the chance to shape business growth, nurture strategic relationships with top-tier customers, and lead a high-performing team dedicated to commercial excellence. You will be empowered to develop and execute innovative plans that deliver sustainable profitability while enjoying a supportive culture that values collaboration, knowledge sharing, and personal development. With flexible working opportunities and a commitment to employee wellbeing, this is an outstanding opportunity for someone passionate about making a significant impact in the FMCG industry.

• Take ownership of the national Key Account & E-Commerce strategy, driving sales growth and market share through collaborative planning and execution with priority customers.
• Lead a talented team of Key Account Managers, fostering an inclusive environment where coaching, capability building, and succession planning are at the forefront of organisational success.
• Enjoy flexible working arrangements and access to ongoing training opportunities within a company renowned for its commitment to employee wellbeing and professional development.

What you'll do:

As Head of Key Accounts Fast-Moving Consumer Goods based in Jakarta, you will play a central role in shaping the future direction of the organisation’s consumer sales division. Your day-to-day responsibilities will revolve around developing robust strategies for key accounts and e-commerce channels that drive measurable growth. You will collaborate closely with major customers on annual business plans that encompass everything from category management to joint promotional activities. Building strong relationships with senior stakeholders in modern trade and e-commerce will be essential as you negotiate contracts and trading terms that support mutual objectives. You’ll also oversee the execution of joint business plans while ensuring trade marketing programmes are delivered seamlessly across all channels. By monitoring sales performance regularly and taking proactive steps when needed, you’ll help maintain momentum towards achieving targets. Leading your team with empathy and vision will be crucial as you coach them towards high performance while nurturing talent for future leadership roles. Your analytical skills will come into play as you interpret complex data sets to inform strategic decisions presented to senior management.

• Develop and implement comprehensive strategies for key accounts and e-commerce channels to achieve ambitious sales targets and expand market presence.
• Build annual business plans with major customers, incorporating category management, pricing structures, promotional activities, trade terms, and joint business planning initiatives.
• Identify new avenues for long-term growth by analysing market trends and customer needs, ensuring the business remains ahead of industry developments.
• Establish and maintain senior-level relationships with top accounts in modern trade, e-commerce, and other strategic segments to foster trust and mutual success.
• Lead annual negotiations for contracts, trading terms, product listings, and collaborative programmes that benefit both the organisation and its partners.
• Ensure effective execution of Joint Business Plans (JBP) by monitoring progress against agreed targets and commitments across all key account channels.
• Oversee trade marketing programmes to guarantee product availability, visibility, pricing compliance, and promotional execution throughout customer networks.
• Monitor daily, weekly, and monthly sales performance metrics; take corrective actions when necessary to ensure consistent achievement of objectives.
• Guide the Key Account team through coaching, performance management, capability development initiatives, and succession planning to build a resilient organisation.
• Analyse sales performance data including margins, promotional ROI, and market trends; present insightful business reports and strategic recommendations to senior management.

What you bring:

To excel as Head of Key Accounts Fast-Moving Consumer Goods in Jakarta, your background should reflect substantial experience within key account management or category management roles—ideally gained in FMCG or retail environments. Your academic foundation will include a relevant bachelor’s degree complemented by extensive hands-on exposure leading teams through periods of change or growth. You bring deep expertise negotiating complex contracts with major clients while orchestrating joint business plans that deliver shared value. Your financial literacy enables you to manage budgets effectively while interpreting P&L statements for informed decision-making. Interpersonal skills are paramount; your ability to communicate clearly fosters strong connections both internally among colleagues and externally with strategic partners. Analytical prowess allows you to distil market data into actionable insights that guide commercial strategy. Adaptability is another hallmark—you thrive amid shifting priorities without losing sight of broader objectives. Above all else, your commitment to health & safety practices as well as food quality standards underscores your integrity as a leader who cares about people’s wellbeing.

• Bachelor’s Degree in Business Administration, Marketing or a related field is required for this position.
• A minimum of 8–12 years’ experience in Key Account Management or Category Management within FMCG or consumer goods sectors is essential.
• At least 3–5 years’ proven track record in a managerial capacity overseeing medium to large teams is highly desirable.
• Demonstrated expertise in managing large-scale contract negotiations and joint business planning with top-tier accounts is vital for success.
• Comprehensive understanding of commercial P&L statements along with financial management acumen is expected from candidates.
• Exceptional analytical abilities combined with clear communication skills enable you to present complex information effectively to diverse audiences.
• Outstanding stakeholder-management capabilities allow you to build trust-based relationships across internal teams as well as external partners.
• Strategic thinking paired with agility ensures you can adapt quickly within a dynamic marketplace while maintaining focus on long-term goals.
• Experience working under pressure while delivering results through collaborative teamwork is highly valued in this role.
• Commitment to upholding health & safety standards alongside food safety protocols demonstrates your dedication to responsible leadership.

What sets this company apart:

This organisation stands out as an employer committed to creating an inclusive workplace where every individual feels valued for their unique contributions. Employees benefit from flexible working opportunities designed to support work-life balance alongside generous training programmes that encourage continuous learning. The company places great emphasis on nurturing talent through supportive leadership practices—ensuring everyone has access to mentorship and career progression pathways tailored to their aspirations. Collaboration is woven into the fabric of daily operations; teams work together towards common goals while celebrating collective achievements. Sustainability is also at the heart of the company’s ethos: employees are encouraged not only to comply with environmental policies but actively contribute ideas that advance responsible business practices across supply chains. With a reputation for prioritising employee wellbeing through comprehensive health & safety measures plus transparent communication channels at all levels—this is an ideal environment for those seeking personal fulfilment alongside professional advancement.

What's next:

If you are ready to make a meaningful impact in the fast-moving consumer goods industry while advancing your career within a supportive environment—this opportunity awaits your application!

Apply today by clicking on the link provided below.

Due to the high volume of applications we are experiencing, our team will only be in touch with you if your application is shortlisted.