Title:  Key Account Manager

Job ID:  92974
Country:  Indonesia
City:  Jakarta
Professional area:  Marketing
Contract type:  Permanent
Professional level:  Experienced

Jakarta, JK, ID, 12430


We are JTI, Japan Tobacco International, and we are present in 130 countries. We have spent years innovating, creating new and better products for the consumers to choose from. This is our business. But not only. Our business is our people. Their talent. Their potential. We believe that when they are free to be themselves, and they are given the opportunity to grow, travel and develop, amazing things can happen.

That’s why our employees, from around the world, choose to be a part of JTI. It is why 80% of employees feel happy working at JTI. And why we’ve been awarded Global Top Employer status, ten years running

So when you’re ready to choose a career you’ll love, in a company you’ll love, feel free to #JoinTheIdea. 

Learn more: jti.com



What is this role about?

Accountable for developing and implementing key account plan and Modern Trade with assigned retailers, drive new business opportunities for expansion for achieving company's distribution, volume, and activation objectives number include managing trade relationships, implementing Joint Business Plan through pre-define cycle plan and also monitoring KPI achievement.


What will you do?

Key Account Strategy & Implementation

  • Develop and implement Key Account plan and Trading Term Strategy in achieving company's distribution & merchandising objectives.
  • Work in close collaboration with Head of Modern Trade and sales leadership in field area for managing trade relationships, implementing Joint Business Plan through pre-define cycle plan, and also monitoring KPI achievement to ensure alignment and integrated activities.
  • Effectively manage JTI's key accounts by ensuring their awareness of JTI's business objectives and performance standards, through KPI setting and periodically business reviews.
  • Develop quarterly report and re-negotiate if necessary to ensure that each key account has sufficient stock levels per SKU in every branch continuously.

Trade & Distribution

  • Responsible for target volume, outlet coverage/distribution, and facing share by SKU, OOS control and excellent POS communication (shelf positioning, facing share, and POSM placement) through the most effective and efficient utilisation of budgets and manpower.
  • Manage trade relationships, implement agreed cycle plans and development program including internal analysis, external relevant data and recommend necessary actions.
  • Responsible for maximum visibility of JTI GFB's through effective facing layout category, space management at POS and provide action plan needed.

Stakeholder Management

  • Build relationship with Head of Management in the respective key account to strengthen our business partnership.
  • Responsible for optimum terms and conditions with each key account regarding price, product range, distribution, prime time for promotional activities, implementation of in-store marketing programs and support and manage this process.
  • Perform regular field & KA visits to understand market trends, competitor practices and customer behaviour.

Modern Trade Strategy

  • Overall responsibility for driving market research and developing growth strategies based on key performance indicators that will inform proposition development for Modern Trade Business.
  • Monitor and evaluate modern trade promotions levels to achieve maximum results, prepare sku-wise moving forecast by channel to ensure the budget spending is on track.
  • Create and maximize strategic analysis based on business trends and changes in market and identifying partnership models.
  • Maintain an accurate, complete, up-to-date and insightful client business profile for data collaboration in Modern Trade enhancement plan.

Modern Trade Development

  • Responsible for sales and distribution plan for Modern Trade based on business strategy to achieve targeted and effective distribution.
  • Develop the channel plans at the store level, merchandising, drive field efficiencies at a national level and maintain key performance indicators for new business.
  • Responsible for monthly/quarterly and yearly customer plans for the product management (Availability, Listing, Merchandising, Shelf Share, Pricing).


Who are we looking for?

  • Bachelor Degree in Business Studies, Marketing or equivalent
  • Minimum 3-5 years relevant experience in sales, trade channel management, distribution and/or field trade marketing, preferably with multinational Cigarette and FMCG Company.
  • Experience in Key Account Management
  • Fluent in English (both speaking and writing)
  • Functional Skills:
    • Product Knowledge
    • Account Management
    • Promotion Effectiveness
    • Forecasting
    • Company and Business Knowledge
    • Financial Acumen
    • Effective Negotiation
    • Analyzing Data
    • Category and Space Management
    • Third Party Distributor Management


What are the next steps?
Thank you for applying! You will receive feedback within the next two weeks. 




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