Business Development Manager (Surabaya)

Mars; Surabaya ꦱꦸꦫꦧꦪ; On-site; IDR 223,200,000 - 390,600,000; Full time

Job summary

Mars is seeking a Sales and Market Development professional to drive sustainable growth in Indonesia by building strong distributor partnerships, expanding numeric distribution, and educating customers and distributors on Royal Canin nutrition.

You will work cross‑functionally with Telesales and Supply Chain to ensure smooth order‑to‑delivery processes, monitor distributor performance, and provide market insights to shape business planning and strategy.

Qualifications

• Bachelor’s degree in Business, Marketing, Animal Science, or related field.
• Proven distributor management experience preferred.
• Experience in FMCG, nutrition, or distribution-based business.

Responsibilities

• Develop business growth through new customer recruitment, numeric distribution, and distributor development in assigned area.
• Identify and maximize business potential and opportunities across direct customers and distributor-managed accounts.
• Build, manage, and monitor distributor performance, including target setting, coverage, stock management, and execution quality.
• Collaborate closely with distributors to ensure effective sell-in, sell-out, and in-market execution.
• Build strong and sustainable engagement with customers and distributors to grow the Royal Canin ecosystem.

Skills

Negotiation

Influencing

Stakeholder management

Sales

Business development

Adaptability

Resilience

Education

Bachelor's degree

Job description

Job Purpose/Overview

• Develop sustainable business growth by building strong customer and distributor partnerships through effective market development, education and distribution expansion
• The role exists to drive sales performance, expand numeric distribution, and ensure successful distributor execution aligned with company strategy..

Responsibilities

• Develop business growth through new customer recruitment, numeric distribution, and distributor development in assigned area
• Identify and maximize business potential and opportunities across direct customers and distributor-managed accounts
• Build, manage, and monitor distributor performance, including target setting, coverage, stock management, and execution quality
• Collaborate closely with distributors to ensure effective sell-in, sell-out, and in-market execution
• Build strong and sustainable engagement with customers and distributors to grow the Royal Canin ecosystem

Context and Scope

• Transfer Royal Canin Nutrition knowledge through structured and sustainable education to customers, pet owners, and distributor teams
• Work cross-functionally with Telesales, Supply Chain, and internal stakeholders to ensure smooth order-to-delivery processes
• Ensure all the proses from collect order to delivered goods in proper and perfect
• Ensure proper implementation of company standards, pricing, and promotional execution via distributors
• Provide regular market analysis and insights to support business planning and distributor strategy
• Manage customer and distributor objections or complaints by providing effective and timely solutions

Qualifications

• Bachelor’s degree in Business, Marketing, Animal Science, or related field
• Proven experience working with or managing distributors is highly preferred
• Experience covering geographically large or remote areas (e.g., Eastern Indonesia) is an advantage
• Strong negotiation, influencing, and stakeholder management skills
• Minimum 3–5 years of experience in sales or business development, preferably in FMCG, nutrition, or distribution-based business
• Strong business development and distributor management capability
• Solid understanding of distributor operating model (coverage, stock, margin, execution)
• High level of ownership, resilience, and adaptability in a dynamic market environment