Distributor Management & Development Manager

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.

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.

• 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