Chinese-speaking Regional Sales Manager - East Java

MatchaTalent; Tangerang; On-site; IDR 800,000,000 - 1,200,000,000; Full time

Job summary

The Regional Sales Manager - East Java will lead regional sales strategy and distributor network development for an FMCG business in Surabaya, Indonesia. You will drive revenue, expansion, and trade partnerships across General Trade and traditional retail channels.

This role requires coaching Area Sales Managers and distributor teams, monitoring KPIs, and coordinating with Marketing, Supply Chain, and Finance to execute regional plans. Surabaya-based leadership travel is expected.

Qualifications

• Bachelor’s degree in Business Administration, Marketing, International Business, or related field.
• 8+ years sales experience in FMCG, food & beverage, frozen/chilled products, or perishable goods.
• Proven experience in Regional Sales/Area Sales leadership roles.
• Strong track record managing regional sales teams and distributor networks.
• Experience in market expansion, distributor acquisition, and GT/traditional retail coverage.
• Knowledge of FMCG distribution mechanics, promotions, pricing, inventory turnover, and field sales execution.
• Experience with cold-chain distribution preferred.
• Strong negotiation and distributor relationship skills.
• Proven ability to coach and manage sales teams and distributor sales forces.
• East Java GT experience preferred; other Java regions acceptable.

Responsibilities

• Develop regional sales strategies to hit revenue, volume, distribution, and market-share targets for East Java.
• Identify new territories, channels, and retail opportunities to expand regional coverage.
• Manage relationships with distributors, sub-distributors, wholesalers, and trade partners.
• Monitor distributor performance against targets, inventory turnover, and KPIs.
• Lead negotiations with distributors and key customers on pricing, terms, and promotions.
• Coach Area Sales Managers, Sales Executives, and distributor teams for high performance.
• Set KPIs, call plans, field execution standards, and monitoring processes.
• Conduct market visits, analyze competitor activity and pricing movements.
• Prepare regional forecasts, budgets, and business plans for senior management.
• Collaborate with Marketing, Supply Chain, Cold Chain, and Finance to execute plans.
• Monitor inventory levels and distribution efficiency across the network.
• Ensure pricing structures, promotions, merchandising, and brand visibility at POS.
• Monitor freezer placement and cold-chain execution where applicable.
• Identify underperforming territories and implement corrective actions.
• Support regional commercial strategies aligned with corporate goals.
• Act as a commercial bridge between regional ops, distributors, and leadership.

Skills

Regional Sales

FMCG

Distributor Network

GT Distribution

Trade Promotions

Negotiation

Forecasting

Leadership

Strategic Planning

Budgeting

Education

Bachelor's Degree

MBA beneficial

Tools

CRM systems

MS Excel

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.

Job Code: #901