Business Development Manager (Dairies)

PT Yoke Food Industries Indonesia; Tangerang; On-site; IDR 800,000,000 - 1,200,000,000; Full time

Job summary

PT Yoke Food Industries Indonesia is seeking a seasoned Business Development Manager (Dairies) to drive sales growth, expand markets, and improve profitability across assigned territories. You will lead end-to-end commercial efforts, work with distributors and key accounts, and translate strategy into actionable plans.

The role demands 10–15 years in FMCG commercial leadership, a Bachelor’s degree, and fluency in English.

Qualifications

• Must have experience in Dairies.
• Bachelor's degree in business, Finance, or related discipline.
• 10–15 years in commercial or sales roles, FMCG preferred.
• Proven P&L ownership and revenue growth experience.
• Fluent in English.

Responsibilities

• Identify and secure new business opportunities, distributors, customers, and key accounts within assigned territories.
• Develop and execute business development strategies to achieve sales, revenue, and profitability targets.
• Drive market penetration and expansion initiatives to increase product availability and market share.
• Develop and maintain strong business relationships with distributors and modern trade customers.
• Negotiate commercial agreements, trading terms, and annual business plans with distributors and customers.
• Monitor distributor performance and ensure achievement of sales, coverage, and execution objectives.
• Achieve agreed sales volume, revenue, gross profit, and market share objectives.
• Develop annual sales forecasts, budgets, and business plans for assigned markets.
• Monitor market trends, consumer preferences, competitor activities, and industry developments.
• Prepare weekly, monthly, and quarterly sales and business performance reports.
• Develop and strengthen route-to-market capabilities across assigned markets.
• Work closely with distributors and sales teams to enhance distribution coverage and execution excellence.
• Identify gaps in market coverage and implement initiatives to improve product availability and visibility.
• Monitor sales budgets and commercial expenditures to ensure optimal return on investment.

Skills

Dairies experience

Distributor management

P&L ownership

Sales leadership

Market expansion

Education

Bachelor's in business

Job description

The Business Development Manager (Dairies) is responsible for driving sales growth, market expansion, and profitability for the company's dairy product portfolio across assigned markets. The role focuses on developing new business opportunities, managing distributors and key accounts, strengthening route-to-market strategies, and executing commercial plans to achieve revenue and market share targets. The position works closely with distributors, customers, and internal stakeholders to ensure sustainable business growth and effective market execution.

Key responsibilities

• Identify and secure new business opportunities, distributors, customers, and key accounts within assigned territories
• Develop and execute business development strategies to achieve sales, revenue, and profitability targets
• Drive market penetration and expansion initiatives to increase product availability and market share
• Develop and maintain strong business relationships with distributors and modern trade customers
• Negotiate commercial agreements, trading terms, and annual business plans with distributors and customers
• Monitor distributor performance and ensure achievement of sales, coverage, and execution objectives
• Achieve agreed sales volume, revenue, gross profit, and market share objectives
• Develop annual sales forecasts, budgets, and business plans for assigned markets
• Monitor market trends, consumer preferences, competitor activities, and industry developments
• Prepare weekly, monthly, and quarterly sales and business performance reports
• Develop and strengthen route-to-market capabilities across assigned markets
• Work closely with distributors and sales teams to enhance distribution coverage and execution excellence
• Identify gaps in market coverage and implement initiatives to improve product availability and visibility
• Monitor sales budgets and commercial expenditures to ensure optimal return on investment

Requirements

• Must have experience in Dairies
• Bachelor's degree in business, Finance, or a related discipline
• Minimum 10–15 years of relevant experience in commercial or sales roles, preferably within FMCG or related industries
• Proven experience in leading end-to-end commercial functions, including sales, distribution, and revenue growth management
• Demonstrated track record in owning and delivering P&L performance (revenue, margins, profitability)
• Experience in developing market expansion strategies, distributor management, and driving market share growth
• Strong commercial acumen with ability to drive growth, profitability, and pricing strategies
• Proven ability to translate strategy into execution and deliver business results
• Experience in leading sales teams and managing distributors
• Strong financial and analytical skills to manage budgets and performance
• Fluent in English, with strong verbal and written communication skills

PT Yoke Food Industries Indonesia (“PT YFI”) was incorporated in March 2007 and is a subsidiary of Yoke Food Industries Sdn Bhd (a member of the Fraser and Neave Group*).

Yoke Food Industries Sdn Bhd (“YFI”) is a Malaysia-based company that manufactures, markets and distributes canned beverages in Malaysia, as well as exports to Singapore, Indonesia and Indochina. YFI’s production capacity in the fast-growing non-carbonated beverages segment offers an increased opportunity for the distribution and marketing of our brands in Southeast Asia. Southeast Asia region remains the focal point of F&N’s march towards becoming a leading F&B player in ASEAN and Indonesia is one of the key markets

PT Yoke Food Industries Indonesia (“PT YFI”) was incorporated in March 2007 and is a subsidiary of Yoke Food Industries Sdn Bhd (a member of the Fraser and Neave Group*).

Yoke Food Industries Sdn Bhd (“YFI”) is a Malaysia-based company that manufactures, markets and distributes canned beverages in Malaysia, as well as exports to Singapore, Indonesia and Indochina. YFI’s production capacity in the fast-growing non-carbonated beverages segment offers an increased opportunity for the distribution and marketing of our brands in Southeast Asia. Southeast Asia region remains the focal point of F&N’s march towards becoming a leading F&B player in ASEAN and Indonesia is one of the key markets