Area Sales Manager (Medan)

Lactalis-Mainland Dairy; Kota Medan ᯔᯩᯑᯉ᯲; On-site; IDR 240,000,000 - 360,000,000; Full time

Job summary

Lactalis-Mainland Dairy is seeking a Sales Manager to lead distributor operations in Medan and surrounding areas. You will drive profitable growth, expand distribution, and strengthen market execution by guiding a high-performing sales team.

The role requires at least 3 years of FMCG sales management experience with distributors and teams, plus strong analytics, negotiation, and execution skills. Travel within North Sumatera is expected.

Qualifications

• Bachelor’s degree required.
• 3+ years FMCG sales experience managing distributors and teams.
• Strong knowledge of General Trade, wholesalers and local Modern Trade.
• Strong analytical, negotiation, coaching and execution capabilities.
• Dairy or food-category experience preferred.
• Familiarity with Medan and North Sumatera markets a plus.
• Willing to travel extensively within the territory.

Responsibilities

• Lead sales and distributor operations in Medan and assigned territories to deliver profitable growth.
• 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 distribution, calls, drop size and SKU penetration.
• Ensure strong in-store execution: availability, assortment, pricing, promotions and merchandising.
• Maintain healthy inventory and minimise out-of-stock, ageing stock and returns.
• Lead, coach and evaluate sales supervisors and distributor teams through field visits.
• Monitor competitors and identify growth opportunities across Manado and surroundings.
• Ensure accurate forecasting, reporting, credit management and Lactalis policies.

Skills

FMCG sales

Distributor management

Team leadership

Negotiation

Analytics

Execution

Education

Bachelor's degree in Business/Marketing

Job description

Job Purpose

Lead sales and distributor operations in Medan 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 Medan and North Sumatera markets is an advantage.
• Willing to travel extensively within the assigned territory.