Area Sales Manager (Bandung)

Lactalis-Mainland Dairy; Kota Bandung; On-site; IDR 450,000,000 - 650,000,000; Full time

Job summary

Lactalis-Mainland Dairy Bandung seeks a results-driven Head of Sales to lead distributor operations across Bandung and surrounding territories, driving profitable growth and expanding distribution. You will coach sales teams, optimize route to market, monitor KPIs, and ensure strong in-store execution while maintaining inventory health and adhering to company policies.

Travel is required to cover the assigned territory and collaborate with partners to achieve objectives.

Qualifications

• Bachelor's degree in business, marketing or related field.
• Minimum 3 years FMCG sales management with distributor and team leadership.
• Strong knowledge of General Trade, wholesalers, and local Modern Trade.
• Analytical, negotiation, coaching and execution capabilities.

Responsibilities

• Lead sales and distributor operations in Bandung to deliver monthly distribution and sales performance.
• Develop area plans by distributor, channel, territory, brand, and priority SKU.
• Manage distributor performance including sales investment, working capital, inventory, service level, and profitability.
• Expand active outlets, improve numeric distribution, calls, drop size, and SKU penetration.
• Ensure strong in-store execution: availability, assortment, pricing, promotions, visibility and merchandising.
• Maintain healthy inventory, minimize out-of-stock, ageing stock, near-expiry products, returns, and bad stock.
• Lead, coach, and evaluate sales supervisors and distributor teams via field visits.
• Monitor competitors and identify growth opportunities across Manado and surrounding territories.
• Ensure accurate forecasting, reporting, credit management, and adherence to Lactalis policies.

Skills

Leadership

Distributor management

Sales coaching

Forecasting

Market analysis

Negotiation

People management

Education

Bachelor's degree in Business/Marketing

Tools

CRM software

Microsoft Excel

Job description

Lead sales and distributor operations in Bandung and assigned territories to deliver profitable growth, expand distribution, strengthen market execution, and develop a high-performing sales team.

Key Responsibilities

• Deliver monthly distribution, and sales performance


• Develop area plans by distributor, channel, territory, brand, and priority SKU.


• Manage distributor performance, including sales investment, working capital, inventory, service level, and profitability.


• Expand active outlets and improve numeric distribution, effective calls, drop size, and SKU penetration.


• Ensure strong in-store execution: availability, assortment, pricing, promotions, visibility, and merchandising.


• Maintain healthy inventory and minimize out-of-stock, ageing stock, near-expiry products, returns, and bad stock.


• Lead, coach, and evaluate sales supervisors and distributor sales teams through regular field visits.


• Monitor competitors and identify growth opportunities across Manado and surrounding territories.


• Ensure accurate forecasting, reporting, credit management, and adherence to Lactalis policies.

Key KPIs

• Active outlets and numeric distribution


• Productivity sales force


• Service level and product availability


• Bad stock and return percentage


• Promotion compliance

Requirements

• Bachelor’s degree in Business, Marketing, or a related field.


• Minimum 3 years of FMCG sales experience in manager, including distributor and team management.


• Strong knowledge of General Trade, wholesalers, and local Modern Trade.


• Strong analytical, negotiation, coaching, and execution capabilities.


• Dairy or food-category experience is preferred.


• Familiarity with Bandung and West Java markets is an advantage.


• Willing to travel extensively within the assigned territory.