Key Account Manager - QSR - Finding Jobs In Indonesia - Job Agency Indonesia

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(Manager level)
(Consumer Goods - Candy/ Confectionary)
DKI Jakarta, Indonesia
Mar 20, 2018 - Advertise Date
Jun 18, 2018 - Expired Date

Company Descriptions

Our client is an international group with a full range of innovative products and application expertise in the bakery, patisserie and chocolate sectors. Products and services are available in more than 100 countries around the world, and in many cases actually produced there by their subsidiaries. Their clients are artisans, industry, retailers and food service. They aim to be ‘reliable partners in innovation’ wherever they are in the world, and so help their customers deliver nutritious, tasty food for the communities they live in. Their head office is in Groot-Bijgaarden, near Brussels in Belgium.Through their long experience in bakery, they are able to design and manufacture every component of theirr products themselves:

    Bread improvers
    Modular ingredient solution enhancing one functionality
    Bread flavours and sourdoughs
    Active bakery component for an authentic taste: O-tentic
    Bread mixes
    Margarines and specialty fats
    Enzymes and emulsifiers
    And many other products

  • Academic background minimum diploma degree in any major. Min GPA 2.75
  • Experience : minimum 4 years in related field
  • Experience: Proven track record in Retail Sales and Key Account Management (preferably in the Food industry)
  • Experience in Category Management
  • Experience : in presenting benefits of the products and services to the customer
  • Skill : Strong interpersonal skills : establishes easily contacts
  • Skill : Leadership : able to develop a vision and communicate / motivate a team to realize it
  • Skill : Strong at coaching and managing a team of sales team nationwide
  • Skill : Solid sales and negotiation skills
  • Skill : Capable of communicating fluently in English with international colleagues and customers.
  • Skill : Field sales, Trade marketing or consumer marketing experience is a plus.
  • Broad view on business with a multifunctional perspective
  • Team player, animator and leader
  • Strategic thinker
  • Business & result driven
  • Good sales and negotiation skills
  • Travelling days 20 – 40 days per year


  • The Key Account Manager is responsible for the definition and implementation of the strategy for the large account channels. He/She will manage all sales activities related to the large account channels in order develop sales. The sales approach is direct to ISB/commissary as well as in a triangular approach - to reach the profitability objectives. The large account channels consists of Supermarket, Industry, and QSR (Quick Service Restaurants).



  • Market Intelligence for the large account channels – and the Bakery segment in particular
  1. Be up to date with the latest developments in large account – in general.
  2. Develop solid understanding of the current situation and trends for the Bakery department in large account - in particular for the defimed Key Accounts and Key Development Accounts
  • Strategic Planning : Develop and implement the channel strategy
  1. Yearly sales plans formalized for the long term in the form of a Long Range Plan and for the short term in the form of yearly budgets to achieve the channel objectives in direct and triangular sales.
  2. Develop with the Key Account Managers a yearly Key Account Plan for the selected Key Accounts (KA) and Key Development Accounts (KDA)
  3. Assist the GM in the development of the yearly Budget and LRP
  • Business Management:
  1. Monitor channel and account sales and profitability results versus budget and make sure corrective actions are defined and implemented in case of deviations versus objectives
  2. Manage all PBE/OPEX costs related to the channel – in line with budgeted targets
  3. Responsible and accountable for managing and controlling all account related budgets/rebates/conditions etc that have an impact on customer profitability
  4. Responsible to set up and manage product pricing to customers, including the approval for prices and price adaptations – together with the concerned departments eg Finance, Marketing, R&D, Pricing, GM.
  5. Organize with Marketing, R&D, Operations etc the necessary coordination meetings in order to ensure an aligned execution of the planned commercial activities for the large accounts.
  • Customer Relationship Management :
  1. Build multi level relationships with key persons in KA & KDA large account organisations ; General Management, Category Director, Buyer, Merchandising department , Store operations,
  2. Assure regular contact to develop current and new business.
  3. Set up regular business reviews with the Key Accounts and Key development Accounts
  • HR : Recruit, train, coach, manage and motivate the key account, field sales team and technical support staff in order to build a well performing solid team. Identify competence gaps and assure development of the team
  • Tools & Techniques :
  1. Implement the necessary tools and techniques in order to work efficiently and professionally. Examples; Sales Process, Project Management, CRM, Channel and Account Profitability measurements, …
  2. Develop the Category Management approach – in close collaboration with (Trade) Marketing and Key Account Management teams. Make sure structure is in place, training is given and projects are set up with selected KA/KDA. Monitor progress and results and be present at progress discussions with customers.
  3. Keep an open eye for new tools and techniques and implement in order to continuously improve our performance



  • Scope Point
  1. Lob Key Account : Supermarket (modern channel), Industry, Semi-industry (SI), convenience store and QSR
Length of Experience
4 - 6 years
Employment Type
Work Location
DKI Jakarta, Indonesia
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