Area Sales Manager (Manado)

Lactalis-Mainland Dairy; Manado; On-site; IDR 167,400,000 - 390,600,000; Full time

Job summary

Lactalis-Mainland Dairy in Manado seeks a dynamic Sales Manager to lead sales and distributor operations across Manado and nearby territories, driving profitable growth, expanding distribution, and building a high-performing sales team.

You will develop area plans, manage distributor performance, improve in-store execution, forecast and report, and ensure adherence to Lactalis policies while traveling extensively in the region.

Qualifications

• Bachelor’s degree in Business, Marketing, or a related field.
• Minimum 3 years 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 Manado and North Sulawesi markets is an advantage.
• Willing to travel extensively within the assigned territory.

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 minimise 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.

Skills

FMCG sales

Distributor management

Team leadership

Negotiation

Analytical skills

Coaching

Execution

Travel willingness

Education

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

Job description

Job Purpose

Lead sales and distributor operations in Manado 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 minimise 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

• Sales achievement
• 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 Manado and North Sulawesi markets is an advantage.
• Willing to travel extensively within the assigned territory.