Head of Modern Trade (FMCG)

Head of Modern Trade (FMCG) Salary: Competitive and based on experience Location: Jakarta Keywords: collaborative, commercial growth, inclusive leadership, marketplace expansion, strategic negotiation, supportive team development, channel strategy, digital transformation, customer-centricity, sustainable revenue

A leading global consumer goods organisation is seeking a Head of Modern Trade and E-Commerce to oversee the largest revenue segment in Indonesia, with primary accountability for minimarkets and accelerating digital commerce. This pivotal role offers you the opportunity to shape channel strategy, govern trade and digital investment, and lead national-level negotiations that drive sustainable revenue, profitability, and market share growth. You will be empowered to build scalable digital capabilities, develop high-performing teams, and contribute to the overall commercial growth strategy. The organisation values flexibility, inclusive leadership, and provides a supportive environment where your expertise in modern trade and e-commerce can truly make an impact.

• Take ownership of the largest revenue segment in Indonesia’s FMCG landscape, focusing on minimarkets and e-commerce acceleration.
• Shape channel strategy and lead national-level negotiations with top-tier partners, ensuring sustainable growth across modern trade and digital channels.
• Enjoy a collaborative culture that supports talent development, flexible working opportunities, and empowers you to influence commercial direction at senior levels.

What you'll do:

As Head of Modern Trade and E-Commerce you will play a central role in shaping the future of Indonesia’s consumer goods market. Your day-to-day responsibilities involve overseeing the full P&L performance of modern trade channels—especially minimarkets—and accelerating e-commerce growth through strategic planning, negotiation, and execution. You’ll collaborate closely with cross-functional teams to align portfolio management with market needs while governing trade investments for optimal returns. By leading annual operating plans, developing joint business strategies with key partners, managing promotional funding discipline, and building scalable digital capabilities across marketplaces, you’ll ensure sustainable revenue growth. Your ability to foster talent development within GKAMs and e-commerce teams will be crucial for building a strong commercial bench. Representing these channels in leadership forums allows you to influence broader company strategy while embedding customer-centric thinking into every initiative. Success in this role requires balancing short-term delivery with long-term sustainable growth through collaborative teamwork, strategic insight, stakeholder influence, and nurturing leadership.

• You will own the performance of Modern Trade channels, driving revenue growth, margin delivery, and market share with a focus on minimarkets such as Indomaret and Alfamart.
• You will define and execute channel strategies for both Minimarket and E-Commerce segments, aligning portfolio management, pricing architecture, and promotional plans to maximise scale and profitability.
• You will lead the Annual Operating Plan for Modern Trade and E-Commerce, including governance over revenue targets, distribution expansion, assortment optimisation, and trade investment discipline.
• You will spearhead strategic negotiations and long-term Joint Business Plans with key minimarket chains and digital platforms to secure mutually beneficial outcomes.
• You will manage trade investment allocation and promotional funding across major accounts, ensuring disciplined ROI analysis and margin optimisation.
• You will drive e-commerce growth strategies across marketplaces and omni-channel partners by building scalable digital capabilities that support business expansion.
• You will lead and develop General Key Account Managers (GKAMs) as well as e-commerce teams, fostering strong commercial acumen and digital leadership within your group.
• You will represent Modern Trade & E-Commerce in commercial leadership forums, contributing insights to shape company-wide growth strategies.
• You will ensure customer- and shopper-centric thinking is embedded in all commercial initiatives to translate insights into winning execution plans.
• You will nurture a collaborative environment that encourages knowledge sharing, talent development, and inter-personal support among team members.

What you bring:

The ideal candidate for Head of Modern Trade & E-Commerce brings substantial experience from fast-moving consumer goods environments where they have managed large-scale channel operations or national key accounts. Your expertise spans not only traditional modern trade but also digital commerce initiatives—enabling you to bridge offline retail with online marketplace expansion seamlessly. You are adept at navigating complex negotiations with major partners while maintaining disciplined financial oversight on trade investments. Your interpersonal skills shine when developing high-performing teams through coaching approaches that foster collaboration, empathy, loyalty, trustworthiness, sensitivity to individual needs, and communal support. You understand how customer behaviour drives commercial success—and use these insights to inform actionable strategies that deliver results. Your executive presence ensures you can represent your function effectively in critical business forums while influencing senior stakeholders toward shared goals. Resilience under pressure is second nature as you manage uncertainties inherent in aggressive growth environments without compromising on nurturing relationships or supporting colleagues.

• You bring 12–15+ years of progressive experience in FMCG commercial roles with significant exposure to modern trade leadership positions.
• Your proven track record includes owning large-scale channel or national key account P&L responsibility encompassing revenue growth and margin delivery.
• You have extensive experience leading strategic negotiations with top-tier minimarket chains such as Indomaret or Alfamart as well as managing complex annual trade agreements.
• Your strong financial acumen covers trade investment governance, pricing strategy formulation, margin optimisation techniques, and ROI management practices.
• You demonstrate exceptional ability to lead multi-layered commercial teams while developing senior account leaders through coaching mindset.
• Your deep understanding of modern trade dynamics includes shopper behaviour analysis and promotional architecture design.
• You have successfully driven omni-channel or e-commerce initiatives including marketplace management and leveraging digital growth levers.
• Your strategic thinking capability enables you to translate market insights into scalable commercial growth plans that balance short- and long-term objectives.
• Your executive presence allows you to influence cross-functional stakeholders at senior leadership level both internally and externally.
• Mandatory: Strategic enterprise mindset; advanced negotiation & influence skills; commercial judgement & decision quality; stakeholder influence & executive presence; people leadership & talent development; resilience under pressure; customer & shopper-centric thinking.

What sets this company apart:

This organisation stands out for its commitment to nurturing talent within a collaborative culture that values inclusivity, flexibility in working arrangements, generous training opportunities for professional development, knowledge sharing among peers, dependable support networks across functions, supportive leadership styles focused on team wellbeing rather than hierarchy or competition. Employees are encouraged to grow their careers through ongoing learning programmes tailored for both commercial specialists and aspiring leaders alike. The company’s approach emphasises empathy-driven management practices—ensuring everyone feels valued regardless of background or experience level—and actively promotes diversity by welcoming candidates from under-represented groups who bring fresh perspectives into the workplace. With a clear focus on sustainable business practices alongside ambitious commercial goals this is an environment where your contributions are recognised not just for immediate impact but also for their lasting value within the wider community.

What's next:

If you are ready to take your career forward by shaping Indonesia’s largest FMCG revenue segment through collaborative leadership in modern trade & e-commerce then this is your moment!

Apply today by clicking on the link provided—your next step towards making a meaningful impact awaits.

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