National Sales Manager - Food Ingredients

We are looking for an experienced commercial leader to drive business growth and strengthen our market presence across Indonesia. The successful candidate will oversee national sales operations, develop strategic channel partnerships, expand the customer portfolio, and lead a focused sales team.

This role combines strategic planning with hands-on commercial execution, requiring someone who can identify new revenue streams, strengthen existing business relationships, and coordinate effectively across internal functions to deliver sustainable growth.

1. Commercial Strategy & Market Development

• Establish and execute market development plans to achieve revenue, profitability, and market penetration objectives.
• Assess industry developments, customer needs, competitor positioning, and market pricing to identify potential growth areas.
• Develop annual operating plans, sales projections, budgets, and performance indicators for the Indonesian business.
• Identify opportunities to improve commercial effectiveness and strengthen the company's competitive position.

2. Channel Strategy & Partner Development

• Oversee the effectiveness of the existing distribution structure and develop plans to improve channel coverage and productivity.
• Identify and establish relationships with prospective business partners to support expansion into new territories and customer segments.
• Set commercial expectations with distribution partners and monitor performance against agreed business objectives.
• Work closely with partners on sales development, product availability, inventory planning, and market activation.

3. Strategic Accounts & Revenue Generation

• Drive new customer acquisition by identifying prospective corporate clients, major accounts, and untapped market segments.
• Develop relationships with key decision-makers and build long-term partnerships that support recurring business.
• Lead commercial discussions covering pricing, proposals, contractual arrangements, and business terms.
• Identify opportunities to expand existing accounts and develop tailored solutions based on customer requirements.

4. Sales Leadership & Performance Management

• Lead and develop a lean sales team, ensuring clear priorities, accountability, and achievement of commercial targets.
• Establish regular performance reviews and provide coaching to improve selling capabilities and productivity.
• Monitor sales pipelines, customer activities, and opportunity conversion through effective CRM utilization.
• Build a proactive sales culture that balances new business development with long-term account growth.

5. Customer Engagement & Solution Development

• Lead customer-facing presentations, product trials, demonstrations, and technical workshops to communicate product value.
• Work alongside relevant internal teams to adapt sales materials and customer engagement approaches to local market needs.
• Translate product features into practical commercial applications that address customer challenges and support business development.
• Strengthen relationships with customers through consistent engagement and responsive commercial support.

6. Commercial Operations & Service Coordination

• Oversee the progress of customer orders, ensuring timely coordination from order confirmation through delivery and payment.
• Collaborate with supply chain, logistics, finance, and other relevant teams to address fulfilment issues and commercial risks.
• Monitor outstanding payments and coordinate the resolution of credit or collection concerns.
• Maintain strong service standards by addressing customer feedback and ensuring timely resolution of operational issues.

Requirements:

• Bachelor's degree in Business, Marketing, Engineering, or a related discipline.
• Significant experience in national sales, commercial management, or business development within a B2B environment.
• Demonstrated success in developing distribution channels, acquiring strategic accounts, and delivering revenue growth.
• Experience managing sales teams, commercial budgets, forecasting, and performance indicators.
• Strong negotiation, stakeholder management, and business planning capabilities.
• Comfortable engaging customers through product presentations, demonstrations, and solution-oriented discussions.
• Familiarity with CRM systems and cross-functional commercial operations.
• A proactive, commercially minded leader with the ability to translate market opportunities into measurable business results.
• Willingness to travel within Indonesia as required.