National Key Account Manager

Location: Jakarta, Indonesia
Industry: Retail Manufacturing

Position Overview:

The National Key Account Manager (NKAM) will be responsible for managing and expanding key retail partnerships across Indonesia, both offline and online. This includes leading commercial relationships with major department stores and lifestyle retailers, as well as driving the growth of the companys e-commerce presence on Shopee, Lazada, and Tokopedia. The ideal candidate brings strong expertise in account management, digital commerce, and a solid background in the consumer goods industry.

Key Responsibilities:

• Manage and develop strong relationships with major offline retail accounts, including department stores, electronics retailers, and travel retail partners
• Lead annual business planning, negotiations of commercial terms, and execution of new product listings
• Drive retail growth through assortment expansion, promotions, and category visibility.
• Spearhead e-commerce strategy and operations on Shopee, Lazada, and Tokopedia.
• Manage online store setup, optimization, campaigns, logistics coordination, and customer experience
• Plan and execute promotional activities based on platform calendars and brand objectives
• Analyze sales performance, conversion rates, and ad spend effectiveness to continually improve ROI.
• Identify and onboard new distribution channels in both offline and online segments
• Build a strong sales pipeline and identify opportunities to scale the brand in emerging channels.
• Monitor competitor activity and market trends to inform growth strategy.
• Collaborate with supply chain and warehouse teams to manage inventory planning and replenishment
• Ensure timely and accurate stock availability across both physical and digital touchpoints.
• Work with marketing teams and agencies to activate brand campaigns and visibility initiatives, both in-store and online.
• Ensure consistency in brand messaging across all retail and digital platforms
• Deliver monthly performance reviews for each key account and marketplace channel.
• Track and analyze KPIs including sell-in/sell-through, traffic, sales conversion, and campaign ROI.

Qualifications & Requirements:

• Bachelors degree in Business, Marketing, or a related field.
• Minimum 5 years of experience in Key Account Management, preferably in consumer goods or lifestyle products.
• Proven experience in managing modern trade and leading e-commerce platforms in Indonesia (Shopee, Lazada, Tokopedia)
• Strong commercial acumen, negotiation skills, and analytical mindset
  
• Excellent communication in Bahasa Indonesia and English.
• Proficient in MS Excel, marketplace analytics tools, and e-commerce dashboards.
• Willing to travel for account visits and trade events as needed.

Nice to Have:

• Experience with consumer electronics, travel accessories, or personal care products
• Background in managing e-commerce ads (CPM, CPC, affiliate programs)
• Hands-on experience working with e-commerce enablers or digital marketing agencies.