Main Purpose of the Job:
Drive Ovaltine and Twinings business leadership in East Indonesia (FLA area coverage, including Sulawesi, Kalimantan (excluding West Kalimantan), Maluku, and Papua).
Scope of Responsibilities
Channel Development Strategy & Promotion
- Translate and implement national strategies into relevant strategies/tactics for the coverage area to meet objectives.
- Monitor and regularly review competitor activities and initiatives to understand potential impacts and recommend mitigation actions.
- Identify new channel opportunities for our brands and develop plans and tools for market entry.
- Plan and roll out model stores/perfect store execution with distributors, especially for key channels/customers.
- Guide and collaborate with distributors to create localized trade promotions focused on driving product off-take.
Trade Execution & Control
- Forecast monthly demand by channel and SKU in coordination with distributors.
- Oversee trade plan execution through distributors and task forces.
- Monitor the effectiveness of trade plans against set objectives and KPIs.
- Manage monthly and year-to-date trade spending budget.
- Source and develop relevant premiums and POS materials to support channel plans.
- Coordinate with distributors to complete a monthly rolling forecast on time.
- Monitor competitor activities and adjust activity plans as necessary.
Distributor Management
- Provide trade execution direction to distributors.
- Collaborate with consumer marketing teams to launch new products in trade channels, including setting sales and distribution criteria, in-store activities, and trade presentation kits.
- Conduct monthly reviews with distributors and provide corrective action plans as needed.
- Conduct regular market visits to monitor brand and distributor performance, ensuring the effectiveness of sales and marketing campaigns.
- Track and control trade spending by channel against the total budget.
- Train and motivate sales teams to achieve optimal results.
Qualifications, Skills, & Experience
- Education: - Bachelor's degree or higher in any business-related field.
- 5+ years of field sales experience in East Indonesia, with a strong network and relationships with key customers.
- 3-5 years of experience in a sales management position.
- Understanding of MT, GT, sub-distributors, and HoReCa/institutional business channels.
- Strong analytical skills
- Solid leadership and people management skills
- Action-oriented
- Strong interpersonal skills
- Sound decision-making abilities.
- Mature and able to work independently.
- Willingness to travel
- Team player
- Passionate about sales
- Strong verbal and written English skills.
