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National Sales Strategy & Business Growth

Develop and execute the national sales strategy in line with the company’s business objectives, brand priorities, and profitability targets.
Translate annual business objectives into national, regional, channel, customer, distributor, and sales-team targets.
Identify new markets, territories, customers, channels, and strategic business opportunities across Indonesia.
Provide market intelligence, competitor analysis, and commercial recommendations to the Director and management team.
Lead commercial preparation and execution for new product launches.

Revenue & Profitability Management

Deliver national sales volume, net sales revenue, gross margin, and contribution targets.
Monitor sales performance by region, channel, customer, distributor, and product category.
Manage pricing, discounts, rebates, trade spending, and promotional investments within approved guidelines.
Monitor customer, channel, and product profitability and initiate corrective actions when required.
Prepare and manage the national sales budget effectively.

Channel & Key Customer Management

Develop sales strategies for General Trade, Modern Trade, HORECA/Food Service, B2B, and other strategic channels.
Build and maintain strong relationships with national and regional key customers.
Lead annual trading-term negotiations and joint business planning with key accounts and distributors.
Ensure excellent product availability, visibility, distribution, and promotional execution.
Drive customer acquisition, retention, and long-term business development.

Distributor & Route-to-Market Management

Develop and continuously improve the company’s national route-to-market strategy.
Identify, appoint, manage, develop, and evaluate national and regional distributors.
Establish clear distributor performance standards, sales targets, coverage expectations, and review mechanisms.
Drive numeric distribution, weighted distribution, outlet coverage, productive calls, and secondary sales growth.
Monitor distributor inventory, sell-in, sell-out, service levels, and overall business performance.

Sales Forecasting & Cross-Functional Coordination

Prepare reliable sales forecasts and actively participate in the Sales & Operations Planning (S&OP) process.
Collaborate with Supply Chain and Manufacturing to align customer demand, inventory, production planning, and product availability.
Work closely with Marketing on brand strategy, consumer promotions, trade programs, and product launches.
Coordinate with R&D and Food Safety & Quality teams regarding customer requirements, product specifications, and market feedback.
Collaborate with Finance to manage customer credit, trade spending, pricing, and sales profitability.

Sales Execution & Performance Management

Establish national sales policies, sales procedures, call cycles, reporting standards, and performance-management routines.
Drive disciplined use of CRM, sales automation, distributor management systems, and sales analytics.
Conduct regular business reviews with the sales team, distributors, and key customers.
Ensure all sales and commercial activities comply with company policies, contracts, ethical standards, and delegated authority limits.

Team Leadership

Build, lead, coach, and develop a high-performing national sales organization.
Set clear individual and team targets and regularly review performance.
Develop the capabilities of regional, channel, and key-account sales leaders.
Establish succession plans for critical positions within the Sales organization.
Promote a culture of accountability, integrity, collaboration, customer focus, and continuous improvement.

Bachelor’s degree in Business Administration, Marketing, Management, Economics, Food Technology, or a related discipline.
A Master’s degree will be an advantage.
Minimum 10 years of progressive sales experience in FMCG, food, processed food, or consumer products.
Minimum 5 years of experience in a senior sales leadership role with national or multi-regional responsibility.
Proven experience managing multiple sales channels, including General Trade, Modern Trade, HORECA/Food Service, B2B, and distributors.
Demonstrated success in achieving sales growth, developing new markets, managing national customers, and improving business profitability.
Strong experience in developing or improving route-to-market and distributor-management systems.
Experience in building a sales organization, launching new products, or scaling a growing business is highly preferred.
Sales experience in the meat processing industry will be a strong advantage.
Experience handling processed-meat products such as sausages, luncheon meat, ham, bacon, meatballs, or other chilled and frozen meat products will be highly preferred.
Candidates from poultry processing, frozen food, dairy, seafood, or other temperature-controlled food categories may also be considered.
Understanding of cold-chain distribution, product shelf life, inventory rotation, and the commercial management of chilled or frozen products will be an advantage.