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Associate Manager, Retail Account Management (Modern Trade)

Jakarta, Indonesia Job ID 1426
Job Number1426


Develop and manage SCJ business in the assigned MTI and MTKA in area and achieving annual objectives of volume, profit, and growth for the accounts within provided budget. Manage implementation of MTI and MT activities for Jabodetabek area.

Essential Duties and Responsibilities:

Identifying Opportunities for Profitable Growth in the Short and Medium Term

  • Develop yearly Top Account in the area, Account Profile and measurements (sales volume, budgeting, shared growth, space management, promotion activity, strategy execution, and time line)
  • Conduct quarterly Business Review Meeting, arrange Meeting with top accounts to update them on the status of the business and identify opportunity areas/ necessary action steps
  • Develop strategic partnership and build goodwill with assigned customers that result in a comprehensive understanding of the customers’ position in the marketplace, business objectives, needs, organization and operational processes
  • Support RSM and ASM in planning and execution for MTI and MTKA in the area

Gaining and Maintaining Distribution

  • Sell volume and distribution by ensuring all MTI and MTKA in the area carry all appropriate SCJ brands and sizes; effectively manage accounts’ inventory levels by establishing minimum stock levels and selling sufficient volume to prevent stock outs
  • Maintain a high degree of customer service through regular coverage and effective monitoring of accounts’ orders, ensuring that these are delivered within the established lead-time, at the correct prices and with the least amount of cancellations
  • Regularly inspect SCJ products on display and in the accounts’ warehouses for defects and/or to minimize damages that maybe brought about by improper handling
  • Execute all promotion activities, new product introductions and line extensions, as well as providing trade insights in the forecast process
  • Manage the execution of New Product Development (NPD) listing process; ensure budgeting, promotion activity and product allocation by Regional Distributor
  • Effectively manage the customer’s inventory, ensuring stock availability within the framework of turnover selling while contributing to the reduction of /maintenance of a low percentage of trade returns

Planning/conducting/implementing custom-made trade and consumer-oriented in-store promotions

  • Effectively execute trading term and in-store promotions fund and evaluate the results of all in-store or trade activities
  • Implement Sales or Customer Marketing plans that will increase the brands’ participation
  • Implementing category management and securing effective shelf and in-store presence
  • Effective management of budget and ensure compliance in terms of administration
  • Monitor Trade Spending (Consumer Promo, Trade Promo, Account Specific Program, Fix Rebate, Conditional Rebate, Common Assortment Fee, and Others program) on monthly basis

Required Skills / Experience / Competencies:

  • Minimum Bachelor’s Degree from any discipline with GPA ≥3.00 from reputable university
  • Minimum 7 years experiences in Sales of which 3 years in managerial level
  • MTI and MTKA knowledge

Preferred Skills / Experience / Competencies:

Technical skills:

  • Presentation & Negotiation Skill
  • Strategic business planning
  • Financial competency
  • Problem Solving (Opportunity, Analysis, Planning)
  • Time management

Behavioral skills:

  • Strong cross functional skill & strong analytical skills
  • Practical judgment of business situation
  • Strong in coordinate and delegation
  • Good sense for important topics
  • Diligent and self-motivated person


  • Annual Target (Selling in to Account)
  • Volume growth vs previous year
  • Management of Trade Spend within objectives
  • Numeric & Weighted Distribution for key SKUs
  • Service Level (National Key Account Management in area)
  • Shelf merchandising (Share of space growth, on shelf and out of shelf)

Job Requirements:

  • Permanent - Full time job

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