Job Description

Responsible for business growth and achievement of sales objectives within targeted profitability

• Grow sales (volume & value mix), market share by group channel.
• Drive Kraft Heinz strategic commercial plans including but not limited to: direct-to-consumer, new product launches, cross-category promotions, in-store space acquisitions, trade engagement/loyalty, promotion adherence, etc. Build integrated business plans to drive sales within scope and engage all stakeholders for execution.
• Optimize portfolio strategy (SKU/channel/area mix) to attain maximum value creation.
• Take full accountability of P&L (revenues and costs) within scope.
• Anticipate and respond to market changes and competitors’ moves in full alignment with Kraft Heinz central sales teams. Drive local/tactical initiatives and propose new projects with prepared business plans.

Responsible for Manage D&A Spending and utilize for the effective promotion

• Manage KAM to create promo plan in quarterly basis
• Create promotion by maintain SKU Mix to maximize D&A by each products line
• Review D&A by monthly
• Ensure full scope implementation of sales & distribution routines: KPI/goal settings, morning briefing, daily/weekly/monthly reviews and all required reporting activities.
• Review promo effectiveness and efficiency in order to have the best promotion result

Developing Business Plan with Customers Modern Trade by channel

• Negotiate trading term with customers to get our company objectives
• Develop annual joint business plan with customers to align each business strategies
• Business review in quarterly basis

Build Networking profesional relationship with Customers Modern Trade

• Service level to respons customer 1x24 hours
• Reguler visit to customer 1x in a week
• Built relationship with top management and related department

Accountable of sales forecasts and service level synchronization within scope.

• Making forecast quarterly base on average sales, stock level and promotion
• Be strategic contributor to monthly S&OP (Sales & Operation Planning) process. Take full accountability of forecasts by SKU, channel, distributor
• Ensure optimum flows to minimize product returns/defects and expired. Implement FIFO/FEFO models at distributors. In collaboration with central SC team, synchronize distributors’ SC processes with Kraft Heinz’s.

Inspire, develop, manage and lead team

• Recruit, retain and grow top talents. Recruit only from the best talent pools, identify required capabilities in team and propose/implement initiatives to address competency gaps. Coach/mentor team members to propel individual growth.
• Inspire people for performance and ensure implementation of highest standards/ meritocracy culture. Ensure that top-performers are recognized and poor performance is addressed. Engage distributors’ team to carry same values.
• Ensure maximum implementation of incentive schemes linked to performance, both at Kraft Heinz and distributors.
• Engage in meaningful career conversations with key talents in-sync with Kraft Heinz Sales Career Development Map.

Establish effective relationships and collaborations with other departments (Marketing, Trade Marketing, Finance, Supply Chain, Distributors etc ) to address Key Business issues and opportunities.

• Regular Meeting with other department to coordination for any issues and opportunities
• Follow up all key issue from other department related modern market

JOB REQUIREMENTS

• Bachelor’s Degree minimum, master’s degree an advantage from any major
• 3 years’ minimum work experience in a similar role or minimum 12+ years working experience in Modern Trade environment in a FMCG companies
• Superior capability in leading and managing top tier Key Account Modern Trade Independent
• Strong leadership capabilities and people-performance management
• Strong drive & high energy (get jobs done attitude), hands on and pragmatic, independent and proactive.
• Strong analytical thinking and passionate for results, with abundant passion/curiosity for learning.
• Comfortable working in changing environments, highly adaptable and of high endurance.
• A team player, effective communicator, strong interpersonal skills and ownership behavior.

Location(s)

Menara Mandiri

Kraft Heinz is an Equal Opportunity Employer – Underrepresented Ethnic Minority Groups/Women/Veterans/Individuals with Disabilities/Sexual Orientation/Gender Identity and other protected classes.