Head of Modern Trade & E-Commerce

Overview The Head of Modern Trade and E-Commerce role will be assigned to lead and drive the full P&L performance of the Modern Trade channel, with primary accountability for the company’s largest revenue segment—Minimarkets (Indomaret & Alfamart)—while accelerating the growth of E-Commerce. The role defines channel strategy, governs trade and digital investment, leads national-level negotiations, and ensures sustainable revenue, profitability, and market share growth across MT & E-Commerce. Responsibilities What you will be responsible for: Own Modern Trade performance, revenue growth, margin delivery, and market share, , with primary accountability for Minimarket (Indomaret & Alfamart). Define and execute channel strategy for Minimarket and E-Commerce, aligning portfolio, pricing, and promotional architecture to maximize scale and profitability. Lead Annual Operating Plan (AOP) for MT & E-Commerce, including revenue, distribution, assortment, and trade investment governance. Lead strategic negotiations and long-term Joint Business Plans with Indomaret, Alfamart, and key digital platforms. Govern trade investment and promotional funding across major MT accounts, ensuring ROI discipline and margin optimization. Drive E-Commerce growth strategy across marketplaces and omni-channel partners, building scalable digital capabilities. Lead and develop GKAMs and E-Commerce teams, building strong commercial and digital leadership bench strength. Represent MT & E-Commerce in commercial leadership forums and contribute to overall company growth strategy. Qualifications What you will need to have: Key Skills/Experience Required (Mandatory) 12–15+ years of progressive FMCG commercial experience, with significant exposure to Modern Trade leadership roles. Proven track record of owning and managing large-scale channel or national key account P&L, including revenue and margin accountability. Extensive experience leading strategic negotiations with top-tier minimarket chains (e.g., Indomaret, Alfamart) and managing complex annual trade agreements. Strong financial acumen, including trade investment governance, pricing strategy, margin optimization, and ROI management. Demonstrated ability to lead multi-layered commercial teams and develop senior account leaders. Deep understanding of Modern Trade dynamics, shopper behavior, and promotional architecture. Experience driving omni-channel or E-Commerce initiatives, including marketplace management and digital growth levers. Strong strategic thinking capability with the ability to translate insights into scalable commercial growth plans. Executive presence and ability to influence cross-functional stakeholders at senior leadership level. Differentiating Competencies Required Strategic Enterprise Mindset - Ability to think beyond channel performance and shape integrated commercial strategies that balance short-term delivery with long-term, sustainable growth across Modern Trade and E-Commerce. Advanced Negotiation & Influence - Exceptional ability to lead complex, high-stakes negotiations with top-tier partners, influencing outcomes in ambiguous and high-pressure situations while protecting company profitability. Commercial Judgment & Decision Quality - Strong ability to make data-driven yet pragmatic decisions on pricing, trade investments, and portfolio strategy, balancing growth, margin, and competitive dynamics. Stakeholder Influence & Executive Presence - Capability to influence senior internal and external stakeholders, including C-level counterparts, and represent the organization effectively in critical business forums. People Leadership & Talent Development - Strong coaching mindset with the ability to build, inspire, and develop high-performing, multi-layered teams, including future commercial leaders. Resilience & Performance Under Pressure - Demonstrated ability to operate effectively in highly demanding environments, managing trade-offs, uncertainties, and aggressive growth expectations. Customer & Shopper-Centric Thinking - Deep understanding of customer and shopper behavior, with the ability to translate insights into winning commercial strategies and execution.