National Sales Manager - General Trade


Jakarta
Permanent
Negotiable
Sales and Trading
PR/543977_1747731404
National Sales Manager - General Trade

Key Responsibilities

Go-to-Market Strategy & Planning

  • Design and implement the GT strategy and execution roadmap.

  • Identify key market opportunities across regions and build route-to-market plans to expand numeric and weighted distribution.

  • Lead annual and monthly business planning, including sales forecasting and target setting.

Sales Team Leadership

  • Recruit, lead, and coach a team of Regional Sales Managers, Area Sales Managers, and Sales Supervisors.

  • Establish a high-performance culture through structured training, performance management, and clear KPIs.

Distributor Network Management

  • Appoint and manage GT distributors, ensuring optimal coverage, inventory control, and ROI.

  • Implement distributor scorecards to track and improve performance metrics.

Market Execution Excellence

  • Ensure strong on-ground execution of availability, visibility, and product freshness.

  • Drive off-take through well-orchestrated trade initiatives, promotions, and regional activations.

  • Monitor market activities and competitor performance to refine field strategies.

Cross-functional Collaboration

  • Collaborate with marketing, trade marketing, supply chain, and finance teams to align on GT priorities.

  • Provide market intelligence to support decisions on pricing, packaging, and commercial innovations.


Qualifications & Experience

  • 8-10 years of progressive experience in FMCG sales, with 3-5 years in a leadership capacity managing General Trade operations.

  • Proven track record of setting up or significantly scaling GT operations.

  • Strong network of local distributors and a deep understanding of trade structures.

  • Experience in building scalable processes, SOPs, and training systems to drive sales effectiveness.

  • Comfortable working in a fast-paced, entrepreneurial setting with high levels of ownership.

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