Senior Trade Marketing and Commercial Spesialist

JOB DESCRIPTION :

1. Channel Planning

• Develop trade marketing proposals tailored to Modern Trade, beauty specialty retailers, distributors, and General Trade.
• Analyze channel, account, store, and SKU performance to identify growth opportunities.
• Prepare promotional calendars aligned with sales targets, product launches, and approved budgets.
• Recommend trade investment allocation based on sales potential and profitability.

2. Commercial Terms & Negotiation Support

• Evaluate retailer margins, discounts, rebates, listing fees, payment terms, returns, and promotional contributions.
• Calculate the financial impact of proposed terms and recommend negotiation priorities.
• Prepare commercial proposals and participate in retailer negotiations together with the Sales team
• Track agreed terms and coordinate with Sales and Finance to verify deductions, claims, and implementation
• Submit recommendations for approval before committing pricing, spending, or commercial term.

3. Promotion Development & CoordinationDesign account-specific promotions, including discounts, bundles, gifts with purchase, and in-store activities

• Define participating SKUs, promotional pricing, volume forecasts, budgets, and expected returns
• Support discussions with retailers on promotional placement, visibility, and cost sharing
• Coordinate stock readiness, promotional materials, and execution with relevant teams
• Conduct post-promotion reviews and recommend improvements

4. P&L Analysis & Cost ControlIndependently build and maintain account, channel, and promotion P&L models

• Calculate gross-to-net sales, COGS, retailer deductions, promotional spending, BA costs, logistics, and other relevant expenses
• Conduct break-even and scenario analyses to assess proposed promotions and trading terms
• Compare actual results against forecasts and explain sales, spending, and margin variances
• Identify margin leakage, unexpected charges, and opportunities to improve profitability

5. Reporting & Performance Tracking

• Monitor sell-in, sell-out, sell-through, stock availability, and aging inventory
• Assess incremental sales and contribution generated by promotions
• Maintain accurate promotion budgets, spending trackers, and commercial records
• Prepare regular reports with actionable recommendations for the Sales team and management

REQUIREMENTS :

1. Bachelor’s degree in Business, Marketing, Finance, or a related field.
2. At least 3 years of relevant experience in Trade Marketing, Customer Marketing, Commercial Planning, or Key Account Management.
3. Experience in an established FMCG or beauty company is strongly preferred.
4. Good understanding of Indonesian offline retail channels, particularly Modern Trade and beauty specialty retail.
5. Experience with Guardian, Watsons, Sociolla, or similar retailers is an advantage.
6. Hands-on experience evaluating commercial terms and supporting retailer negotiations.
7. Proven ability to independently prepare account and promotion P&L calculations.
8. Strong Excel skills, including financial modeling, pivot tables, and scenario analysis.
9. Strong analytical skills, commercial judgment, attention to detail, and follow-through.
10. Comfortable handling both analysis and day-to-day execution in a growing business.
11. Fluent in Bahasa Indonesia with working proficiency in English.