Area Business Lead AFH West Java

Mondelēz International; Pontianak; On-site; IDR 180,000,000 - 300,000,000; Full time

Job summary

Mondelēz International is seeking a Field Sales professional to manage a Horeca-focused portfolio in Indonesia. You will build lasting relationships with restaurants, hotels, and large catering firms, drive sales, and expand product penetration.

You will negotiate commercial terms, collaborate with product and supply teams, and monitor trends to stay ahead in a competitive market. Regular field visits and performance tracking are expected.

Qualifications

• Ideally with experience managing key Horeca accounts.
• Strong relationship-building with restaurant chains and hotels.
• Ability to negotiate contracts and align with cross-functional teams.

Responsibilities

• Client Portfolio Management: Build and maintain relationships with key accounts (restaurant chains, hotels, large catering companies).
• Sales Target Achievement: Design strategies to meet revenue and volume targets.
• Business Development: Identify and acquire new Horeca clients to grow market share.
• Contract Negotiation: Handle pricing, terms, partnerships, and promos for major accounts.
• Market & Trend Analysis: Monitor culinary trends and competitor moves to inform strategy.
• Cross-Divisional Coordination: Work with Supply Chain, Product Development, and Logistics for service delivery.
• Accounts Receivable Management: Ensure timely payments per credit terms.

Skills

Portfolio management

Sales strategy

Business development

Contract negotiation

Market analysis

Cross-divisional coordination

Accounts receivable management

Job description

Job Description

Are You Ready to Make It Happen at Mondelēz International?

Join our Mission to Lead the Future of Snacking. Make It With Pride.

Responsible for managing, maintaining, and growing a portfolio of large clients (key accounts) in the Food Service/AFH (Away From Home) industry. This position focuses on building long-term client relationships, achieving sales targets, and expanding product penetration in the Horeca sector.

Key Responsibilities

• Client Portfolio Management: Build and maintain strong relationships with key accounts (restaurant chains, 5-star hotels, large-scale catering companies, and franchise cafés).
• Sales Target Achievement: Design effective sales strategies to meet the company's revenue and sales volume targets.
• Business Development: Identify and acquire potential new clients in the Horeca sector to expand market share.
• Contract Negotiation: Handle price negotiations, commercial terms, partnership agreements, and special promotional programs for major accounts.
• Market & Trend Analysis: Monitor current culinary trends, competitor movements, and Food Service market needs to provide strategic input to the product/marketing team.
• Cross-Divisional Coordination: Collaborate with the Supply Chain, Product Development (Corporate Chef), and Logistics teams to ensure product availability and excellent service delivery to clients.
• Accounts Receivable (Collection) Management: Monitor and ensure client payments are processed on time in accordance with the agreed credit terms.

No Relocation support available

Business Unit Summary

Mondelēz International in Southeast Asia is in five countries serving 19 markets with more than 18 nationalities and 7,500 employees. This group is emerging as one of the fastest growing regions in Asia, the Middle East and Africa, and we are proud of consistently producing high quality products in nine manufacturing sites. We set the benchmark in being a responsible business and contributing to the communities in which we operate. We are market leaders in key snacking categories, making and selling brands like Oreo and Tiger biscuits, Kinh Do mooncakes, Jacob's crackers, Cadbury Dairy Milk chocolate, Tang powdered beverage, Halls candy and Eden cheese. We set the benchmark in being a responsible business and contributing to the communities in which we operate.

Mondelēz International is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation or preference, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.

Job Type

• Regular
• Field Sales
• Sales