Job Description
Job Title:
Distributor Management & Development Manager
Posting Start Date:
12/11/2026
Job Description:
Job Summary
We are looking for an experienced Distributor Management & Development Manager to strengthen our distributor network and drive sustainable sales growth across Indonesia.
This role will be responsible for translating business and area strategies into distributor-level execution, ensuring achievement of sales targets while maintaining a strong sell-out oriented mindset. The role works closely with Consumer, Commercial, Sales Administration, and Supply Chain teams while directly managing and developing distributor performance and capabilities.
Responsibilities
Sales & Distributor Performance
- Drive monthly distributor order collection and sell-in achievement against business targets.
- Monitor distributor sell-out, inventory, and overall business performance to identify risks and opportunities.
- Conduct regular monthly, quarterly, and half-year distributor performance reviews.
- Collaborate with Consumer and Commercial teams to develop effective sales and campaign programs.
Distributor Development & Network Expansion
- Assess distributor performance and develop improvement plans based on area potential.
- Identify opportunities to expand distribution into underserved or high-potential markets.
- Evaluate the need and business case for appointing new distributors.
- Strengthen distributor organizations, salesforces, infrastructure, warehouses, and supporting systems.
- Support retail network expansion through BOSS/TOMO/BTTC and other potential retail channels.
Distributor Governance
- Establish minimum operating standards covering infrastructure, organization, and distributor activities.
- Develop fair and transparent distributor evaluation mechanisms combining quantitative and qualitative measures.
- Ensure distributors comply with relevant legal requirements.
- Monitor payment, distributor financial limits, and product delivery.
Team Leadership
- Lead, coach, and develop team members.
- Build strong collaboration, accountability, and performance within the team.
- Work effectively across Sales, Marketing, Supply Chain and other internal stakeholders.
Requirements
- Bachelor's degree in Business Management or a related discipline.
- More than 10 years of relevant experience, ideally involving distributor/dealer/channel management or sales.
- Solid understanding of sales planning, budgeting and forecasting.
- Strong analytical capability and ability to translate market and distributor data into commercial actions.
- Strong communication, negotiation, stakeholder management and coordination skills.
- Demonstrated leadership and people-development capability.
- Good command of English, both spoken and written.
- Comfortable working independently and collaboratively across functions