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.