Position: Head of Regional Sales – Jabodetabek, Sumatra, Indonesia.

Role Purpose

Lead the development and execution of the General Trade business in Jabodetabek, driving sales growth, distribution expansion, operating discipline, distributor performance and field execution quality.

Key Responsibilities

Develop and lead the implementation of sales strategies and business plans to achieve volume, revenue, distribution and profitability targets in Jabodetabek.
Evaluate distributor performance, establish Joint Business Plans (JBP), and drive execution excellence across coverage, distribution, visibility, merchandising and sales force productivity.
Set sales KPIs, track performance, identify gaps, resolve business issues and implement corrective actions to ensure target achievement.
Lead, coach and motivate Principal and Distributor sales teams, building a high-performance sales culture.
Analyze market trends, competitor activities and customer behavior to identify opportunities and convert them into actionable sales plans.
Ensure effective execution of trade programs, visibility initiatives and route-to-market strategies.
Manage compliance with company policies, consumer programs, trade programs and business processes.
Own regional business performance, including trade spend, sales force productivity and go-to-market expansion.
Coordinate key business activities including new product launches, distributor meetings, customer events, sales conferences and channel development projects.
Perform ad-hoc duties and other assignments as required by the direct supervisor or senior management.

Requirements

Bachelor's Degree in Business, Marketing or related disciplines.
Minimum 10 years of FMCG sales experience with at least 3 years in regional leadership roles.
Strong knowledge of General Trade channels and route-to-market dynamics in Jabodetabek.
Proven track record of delivering sales growth, market expansion and distribution development.
Strong distributor management experience, including Joint Business Planning and execution follow-up.
Advanced Excel and sales data analysis capability for forecasting, coverage analysis, productivity tracking and trade spend evaluation.
Strong planning, negotiation, communication and problem-solving skills.
Hands-on leadership style with strong field execution mindset.
Energetic, ambitious, committed and result-oriented.
Good command of written and spoken English.
Willing to travel extensively within assigned territory.

Preferred Qualifications

Experience in beverage, dairy, food or confectionery categories.
Experience launching new brands or building distribution from a low base.
Familiarity with distributor management systems and sales automation tools.
Experience managing trade investment, field incentives and commercial budgets.

Ideal Candidate Profile

A strong field leader who can translate strategy into daily execution, manage distributor relationships firmly, read sales data quickly, and build discipline across General Trade teams in a highly competitive market.

Head of Regional Sales Jabodetabek, Sumatra, Indonesia