Monroe Consulting Group Indonesia is currently partnering with a leading multinational company in the FMCG / consumer goods industry to recruit a senior commercial leader for the role of Head of Modern Trade.
This role will be responsible for leading the company's Modern Trade and Key Account Management function across Mini Market, MTI, Hypermarket, and Supermarket channels. The main focus of the role is to strengthen modern trade performance, manage strategic retailer relationships, optimize trading terms, and drive sustainable growth with strong commercial discipline.
Job Scope
- Lead the overall Key Account Management function across Mini Market, MTI, Hypermarket, and Supermarket channels.
- Manage strategic modern trade accounts, including key retailers such as Indomaret, Alfagroup, Circle K, Lawson, Yogya, and Hyper/Supermarket accounts.
- Lead customer negotiations, particularly related to trading terms, annual agreements, promotional plans, and commercial investments.
- Identify opportunities to optimize and improve trading terms while maintaining strong customer relationships.
- Manage trade investment, promotional spending, and customer profitability.
- Strengthen relationships with key decision makers across major modern trade customers.
- Develop and execute modern trade strategies to drive sales growth, profitability, and market share.
- Lead a team of 3 direct-report Managers covering Modern Trade accounts and data/reporting functions.
- Ensure strong performance tracking, sales analysis, account development, and reporting discipline.
- Work closely with internal stakeholders to ensure alignment between sales strategy, customer planning, and business objectives.
Requirements
- Minimum 10 years of experience in Modern Trade / Key Account Management, preferably within FMCG, tobacco, consumer goods, or other relevant industries.
- Strong experience managing major modern trade customers, including minimarket, MTI, hypermarket, and supermarket accounts.
- Proven track record in handling customer negotiations, trading terms, promotional programs, and commercial agreements.
- Well-connected within the modern market ecosystem, with strong relationships across key retailers.
- Experience working in companies that operate through a direct distributor / own distribution network is required.
- Strong commercial acumen with the ability to balance sales growth, profitability, and trade investment efficiency.
- Proven leadership experience in managing teams or managers.
- Strong analytical capability and comfortable using data to support account planning and commercial decisions.
- Open to candidates from FMCG, tobacco, or other relevant consumer goods industries.
- Tobacco industry background is preferred but not mandatory.
