We are seeking a highly strategic and results-driven Head of Modern Trade Independent (MTI) to lead nationwide commercial performance across Indonesia.
This role will take full ownership of the Modern Trade Independent channel, managing regional Account Executives and driving national growth through strong retail partnerships, disciplined execution, and expansion strategies.
The successful candidate will play a critical role in accelerating market penetration, strengthening distribution, and ensuring best-in-class in-store execution across regions.
Key Responsibilities:
Strategic & Commercial Leadership
- Define and lead the national MTI strategy aligned with company growth objectives.
- Own full P&L responsibility for the Modern Trade Independent channel.
- Develop and execute national sales plans, pricing strategies, and trade terms.
- Lead annual negotiations, JBPs (Joint Business Plans), and quarterly business reviews with key accounts.
- Identify white space opportunities and drive expansion into underpenetrated cities and regions.
Team Leadership & Execution
- Lead, coach, and develop a nationwide team of Regional Account Executives.
- Translate national strategy into strong regional execution plans.
- Set KPIs, monitor performance, and conduct regular field visits.
- Build a high-performance, execution-focused sales culture.
- Ensure consistent implementation of distribution, visibility, and promotional programs.
Operational Excellence
- Ensure optimal product availability, planogram compliance, and in-store visibility.
- Collaborate closely with Trade Marketing on promotion planning and execution.
- Monitor ROI on trade investments and promotional budgets.
- Track competitor activity, pricing dynamics, and channel trends to refine go-to-market strategy.
Qualifications:
- Bachelor's Degree in Business, Marketing, or any related field
- Minimum 810 years of experience in FMCG, Beauty, or Personal Care.
- Strong exposure to Modern Trade Independent (MTI) at national level.
- Fluent in English (spoken and written).
- Proven experience leading regional/multi-level sales teams.
- Strong negotiation and key account management experience.
- Deep understanding of Indonesia's MTI landscape and distribution structure.
- Strong analytical, commercial, and leadership capabilities.
- Willing to travel extensively across Indonesia.
What We're Looking For
- Strategic thinker with strong execution discipline.
- Commercially sharp with strong P&L ownership mindset.
- Strong leadership presence with ability to influence multiple stakeholders.
- Growth-driven and hands-on in driving national expansion.
