Chinese-Speaking Regional Sales Manager - East Java

MatchaTalent; Surabaya ꦱꦸꦫꦧꦪ; On-site; IDR 900,000,000 - 1,300,000,000; Full time

Job summary

MatchaTalent is seeking a Chinese-speaking Regional Sales Manager for East Java, based in Surabaya. The role leads regional sales strategy, distributor development, and commercial execution across General Trade and traditional channels, coordinating with Marketing, Supply Chain, and Finance to drive revenue growth.

Strong leadership and GT distribution experience are essential. The ideal candidate will have 8+ years in FMCG sales, fluency in Mandarin and Bahasa Indonesia, plus business English.

Qualifications

• Bachelor's degree in a business-related field.
• Minimum 8 years of progressive sales experience in FMCG, food & beverage, frozen or chilled perishable goods.
• Proven experience in Regional Sales Management or equivalent leadership role.
• Strong track record leading regional sales teams and multi-site distributor networks.
• Experience with GT and traditional distribution and distributor relationships.

Responsibilities

• Develop and execute regional sales strategies to achieve revenue, volume, distribution, and market share targets in East Java.
• Identify and develop new territories, distribution channels, and retail opportunities.
• Manage and strengthen relationships with key distributors, sub-distributors, wholesalers, and trade partners.
• Lead, coach, and develop Area Sales Managers, Sales Executives, and distributor teams.
• Monitor distributor performance against targets, inventory turnover, and KPIs.
• Lead commercial negotiations with distributors and key customers, including pricing and trade terms.
• Collaborate with Marketing, Supply Chain, and Finance to ensure effective execution of regional plans.
• Travel extensively across East Java to cover distributor locations and GT channels.

Skills

Mandarin Chinese

Bahasa Indonesia

English

Regional Sales Leadership

FMCG

Education

Bachelor's Degree in Business Administration, Marketing, International Business, or related field

Job description

Chinese-speaking Regional Sales Manager - East Java (FMCG - Perishable Goods)

Posted 8 days ago

Job Description

The candidate required to work at Surabaya, Indonesia.

Client Overview

Our client is a rapidly growing FMCG company specializing in frozen and chilled consumer products, with a strong presence across Indonesia and the wider Southeast Asian market.

The company operates an integrated business covering food manufacturing, cold-chain distribution, distributor networks, and General Trade channels, supported by a growing portfolio of consumer products designed for different market segments.

With continued expansion across Indonesia, the organization is strengthening its regional commercial leadership team and seeking an experienced sales leader to accelerate market penetration, strengthen distributor performance, and build a high‑performing sales organization across East Java.

Job Role

The Regional Sales Manager – East Java will lead regional sales strategy, distributor network development, and commercial execution across East Java.

This is a strategic and hands‑on leadership position responsible for driving revenue growth, expanding distribution coverage, strengthening relationships with key distributors and trade partners, and improving sales execution across General Trade and traditional retail channels.

The role will lead and coach Area Sales Managers, Sales Executives, and distributor sales teams while working closely with Marketing, Supply Chain, Finance, and senior management. The ideal candidate is a highly target‑oriented commercial leader with strong experience in FMCG, General Trade, traditional distribution, and regional market expansion, particularly within food, frozen, or chilled products.

Key Responsibilities

• Develop and execute regional sales strategies to achieve revenue, volume, distribution, and market share targets across East Java.
• Identify and develop new territories, distribution channels, and retail opportunities to expand regional market coverage.
• Establish, manage, and strengthen relationships with key distributors, sub‑distributors, wholesalers, and strategic trade partners.
• Monitor distributor performance against sales targets, inventory turnover, distribution coverage, and commercial KPIs.
• Lead commercial negotiations with distributors and key customers, including pricing, trade terms, promotions, and business development opportunities.
• Lead, coach, and develop Area Sales Managers, Sales Executives, and distributor sales teams to build a disciplined and high‑performing regional organization.
• Establish clear sales KPIs, call plans, field execution standards, and performance monitoring mechanisms.
• Conduct regular market visits and analyze competitor activity, consumer trends, pricing movements, distribution gaps, and market opportunities.
• Prepare regional sales forecasts, budgets, business plans, and performance reports for senior management.
• Work closely with Marketing, Supply Chain, Cold Chain Logistics, and Finance teams to ensure effective execution of regional sales plans.
• Monitor inventory levels, product movement, turnover, and distribution efficiency across the regional distributor network.
• Ensure effective execution of pricing structures, trade promotions, merchandising standards, and brand visibility across points of sale.
• Monitor freezer placement and cold‑chain execution where applicable to ensure product availability and quality.
• Identify underperforming territories or distributors and implement corrective action plans.
• Support the development and implementation of regional commercial strategies in alignment with company objectives and broader corporate direction.
• Act as a key commercial bridge between regional operations, distributor partners, and senior leadership.

Candidate Requirements

• Bachelor's Degree in Business Administration, Marketing, International Business, or a related field.
• Minimum 8 years of progressive sales experience, preferably within FMCG, Food & Beverage, frozen food, chilled products, or other perishable consumer goods.
• Proven experience in a Regional Sales Manager, Area Sales Manager, National Sales, or equivalent commercial leadership position.
• Strong track record managing regional sales teams and multi‑site distributor networks.
• Proven experience in market expansion, new territory development, distributor acquisition, and retail coverage expansion.
• Strong hands‑on experience managing General Trade (GT), traditional distribution, wholesalers, sub‑distributors, and traditional retail networks.
• Strong understanding of FMCG distribution mechanics, trade promotions, pricing structures, inventory turnover, and field sales execution.
• Experience with cold‑chain distribution, freezer placement, chilled/frozen products, or other temperature‑sensitive consumer goods is strongly preferred.
• Strong commercial negotiation and distributor relationship management skills.
• Proven ability to develop, coach, and manage sales teams and distributor sales forces.
• Strong analytical skills with the ability to interpret sales performance, market data, forecasts, and regional KPIs.
• East Java General Trade experience is strongly preferred; candidates with strong GT distribution experience across Central Java, West Java, or broader Eastern Indonesia may also be considered.
• Fluent Mandarin Chinese proficiency, both spoken and written, is mandatory for direct communication with Chinese executive leadership and HQ stakeholders.
• Fluent Bahasa Indonesia is mandatory, with good business English proficiency preferred.
• Highly target‑oriented, proactive, resilient, and commercially driven.
• Strong negotiation, leadership, communication, and cross‑cultural stakeholder management skills.
• Willing to travel extensively across East Java, including secondary and tertiary cities and distributor locations.

Additional Information

Job Number:

Job Category: Sales & Marketing

Location: Jalan Embong Malang 85-89, Surabaya Jawa 60261, Indonesia

Position Type: Management

Employee Type: Full Time

Is located remotely? No

VIEW ON MAP ( Full Time

Job Summary

The position is accountable for proactively soliciting and handling sales opportunities. Ensures business is turned over properly and in a timely fashion for proper service delivery. Assists in leading all day-to-day activities related to sales with a focus on building long‑term, value‑based customer relationships that enable achievement of sales objectives. Achieves personal sales goals.

Candidate Profile

Education and Experience

- 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 3 years experience in the sales and marketing or related professional area.

- 4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 1 year experience in the sales and marketing or related professional area.

CORE WORK ACTIVITIES

Building Successful Relationships that Generate Sales Opportunities

- Works collaboratively with off-property sales channels to ensure sales efforts are coordinated, complementary and not duplicative.

- Builds and strengthens relationships with existing and new customers to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc.

- Develops relationships within community to strengthen and expand customer base for sales opportunities.

- Manages and develops relationships with key internal and external stakeholders.

- Provides accurate, complete and effective turnover to Event Management.

Managing Sales Activities

- Participates in sales calls with members of sales team to acquire new business and/or close on business.

- Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).

Using Knowledge of Market Trends and Target Customer Information to Maximize Revenue

- Identifies new business to achieve personal and location revenue goals.

- Understands the overall market - competitors' strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.

- Closes the best opportunities for the location based on market conditions and location needs.

- Gains understanding of the location's primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution.

Providing Exceptional Customer Service

- Supports the company's service and relationship strategy, driving customer loyalty by delivering service excellence throughout each customer experience.

- Services our customers in order to grow share of the account.

- Executes and supports the company's customer service standards.

- Provides excellent customer service consistent with the daily service basics of the company.

- Sets a positive example for guest relations.

- Interacts with guests to obtain feedback on product quality and service levels.