Head of Modern Trade (FMCG)
Salary: Competitive and based on experience
Location: Jakarta
Keywords: national sales strategy, modern trade leadership, FMCG market expertise, team development, market share growth, cross-functional collaboration, sales performance management, key account expansion
A leading player in the fast-moving consumer goods sector is seeking a Head of Modern Trade to drive national sales success and elevate product performance across Indonesia. This pivotal role offers you the opportunity to shape and execute impactful sales strategies, lead a high-performing team, and expand market presence through innovative modern trade initiatives. You will be empowered to make strategic decisions, collaborate with cross-functional teams, and ensure that products are not only available but also highly visible in key accounts nationwide. If you are passionate about developing people, building strong relationships with distributors and retailers, and making a tangible impact on business growth, this is your chance to join an organisation that values flexibility, professional development, and a supportive work environment.
- Take charge of national modern trade sales operations, setting ambitious targets and ensuring consistent achievement across all regions in Indonesia.
- Enjoy the autonomy to design and implement effective sales strategies while collaborating closely with marketing, logistics, finance, and external partners for holistic business growth.
- Benefit from a culture that prioritises training opportunities, knowledge sharing, and supportive leadership to help you and your team reach new heights.
What you'll do:
As Head of Modern Trade (FMCG), you will play a central role in shaping the company's presence within Indonesia's dynamic retail landscape. Your day-to-day responsibilities will involve setting ambitious yet achievable targets for both distributors and key accounts while preparing detailed budgets that underpin all modern trade initiatives. You will be instrumental in evaluating performance metrics across multiple channels, ensuring that every member of your team is equipped with the skills they need to succeed through robust recruitment processes and tailored training sessions. By overseeing product launches, maintaining pricing integrity, guaranteeing stock availability, expanding into new markets, conducting thorough business reviews, analysing competitors' moves, and fostering close collaboration between departments such as marketing and logistics, you will ensure that every aspect of the modern trade operation runs smoothly. Your ability to inspire others while driving operational excellence will be crucial in achieving sustained growth for both your team and the wider organisation.
- Set clear sales targets for both distributors and key accounts at the national level to ensure alignment with overall business objectives.
- Prepare comprehensive budgets for modern trade initiatives, carefully monitoring expenses to maximise efficiency and profitability.
- Evaluate distributor and key account performance regularly, providing actionable feedback to drive continuous improvement.
- Develop the capability of the sales team through recruitment, structured training programmes, and ongoing professional development initiatives.
- Oversee the successful launch of new products by coordinating with internal teams and ensuring seamless execution in the marketplace.
- Maintain accurate retail base pricing (RBP) and cost base pricing (CBP), ensuring compliance with company policies and market competitiveness.
- Ensure optimal stock availability at distributor and account levels to prevent out-of-stock situations and support uninterrupted sales flow.
- Expand into new accounts by identifying opportunities for growth and executing targeted promotional activities in collaboration with partners.
- Conduct regular business reviews with internal stakeholders as well as distributors or accounts to assess progress against KPIs and refine strategies as needed.
- Analyse competitor activities thoroughly, providing insightful recommendations that inform future sales tactics and strengthen market positioning.
What you bring:
To excel as Head of Modern Trade (FMCG), your background should reflect significant experience managing large-scale sales operations within the fast-moving consumer goods industry. Your academic credentials—ideally including postgraduate qualifications—will complement your hands-on expertise in crafting national strategies that deliver real results. You bring a proven ability to nurture talent within your team through thoughtful recruitment practices combined with ongoing coaching designed to unlock each individual’s potential. Your analytical mindset allows you to interpret complex data sets quickly while remaining attuned to shifting market dynamics so you can adapt plans accordingly. Building trust-based relationships comes naturally to you whether working internally or externally; your interpersonal skills enable seamless collaboration across functions. Above all else, your commitment to shared success ensures that everyone around you feels supported on their journey towards collective achievement.
- Minimum Bachelor’s degree in a relevant field is required; a Master’s degree in Management or Marketing would be highly regarded for this position.
- At least 5–8 years’ experience in sales roles within the FMCG industry at a managerial level such as Sales Manager or Area Sales Manager overseeing national operations.
- Demonstrated success in developing and executing national sales strategies that have resulted in measurable revenue growth and increased market share.
- Proven track record of leading large sales teams including recruitment, training delivery, mentoring, and supporting career progression within a collaborative environment.
- Experience preparing detailed sales budgets coupled with strong analytical skills for cost analysis aimed at optimising operational efficiency.
- Advanced ability to analyse complex sales data sets alongside market trends and consumer behaviour insights to inform strategic decision-making processes.
- Exceptional relationship-building skills enabling you to foster long-term partnerships with distributors, retailers, agencies, and other key customers across diverse markets.
- Comprehensive understanding of effective distribution strategies specific to the Indonesian FMCG sector including planning promotional campaigns aligned with revenue goals.
- Excellent communication skills facilitating productive interactions with internal teams such as marketing, logistics, finance as well as external partners like distributor teams or retailers.
What sets this company apart:
This organisation stands out as one of Indonesia’s most respected names in fast-moving consumer goods thanks to its unwavering commitment to quality products enjoyed by millions nationwide. Employees benefit from an inclusive culture where teamwork is celebrated at every level—whether it’s through cross-departmental projects or regular knowledge-sharing sessions designed to foster personal growth. The company places great emphasis on professional development by offering access to ongoing training opportunities tailored specifically for those eager to advance their careers within FMCG. Flexible working arrangements are encouraged wherever possible so employees can maintain a healthy balance between their professional ambitions and personal commitments. With supportive leadership focused on nurturing talent rather than simply managing it—and a reputation built on trustworthiness among partners—this is an ideal environment for anyone looking to make a meaningful impact while enjoying long-term stability.
What's next:
If you are ready to take on this exciting challenge where your expertise will shape the future of modern trade sales across Indonesia’s vibrant FMCG sector, we encourage you to apply now!
Apply today by clicking on the link provided—your next career milestone awaits!
Due to the high volume of applications we are experiencing, our team will only be in touch with you if your application is shortlisted.
