Direct Channel & Modern Trade Lead, Indonesia Growth

Pengiklan Anonim; Jakarta Utara; On-site; IDR 900,000,000 - 1,500,000,000; Full time

Job summary

Pengiklan Anonim is seeking a senior sales leader to drive Direct Channel growth in Indonesia across Modern Trade, Official Store, and E-commerce. You will own end-to-end profitability, channel strategy, and multichannel execution while building a strong franchise pipeline and managing key customer relationships.

The role requires a strategic mindset, leadership experience, and fluency in Bahasa Indonesia and English to coordinate with cross-functional teams and external partners.

Qualifications

• Bachelor's degree in business, Marketing, Management or related discipline.
• Minimum 10 years of relevant commercial, key account, retail or channel-management experience, including 4-5 years in a leadership or supervisory role.
• Experience in hardware, home improvement, building materials retail is an advantage.
• Proven experience managing Modern Trade key accounts.
• Practical understanding of e-commerce marketplaces, Official Store operations and omnichannel execution.
• Experience in franchise, store expansion or retail operations is an advantage.
• Good written and spoken Bahasa Indonesia and English.

Responsibilities

• Develop and execute the annual strategy, business plan aligned with Indonesia business objectives.
• Own channel revenue, margin, operating expenses, working capital and profitability
• Define account segmentation, channel coverage, assortment, price architecture and service model for each direct channel.
• Identify growth opportunities through new accounts, geographic coverage, store formats, digital platforms and partnership models, supported by clear business cases.
• Own joint business planning, commercial negotiations, and relationship management with key customers and partners.
• Drive sales growth and productivity through effective assortment management, promotions, visibility, pricing discipline, fulfilment, and customer experience
• Lead and optimize performance across Modern Trade, Official Store, and E-commerce channels to achieve sales and profitability targets.
• Build and manage a qualified pipeline of franchisees including commercial assessment, location evaluation, onboarding, store setup and ongoing operating support
• Ensure seamless omnichannel execution by aligning online activity and physical retail to enhance customer experience and prevent channel conflict.
• Partner with Supply Chain to drive demand planning, inventory health, product availability, and stock optimization
• Collaborate with Marketing and Product teams on launches, campaigns, assortment, merchandising tools and product training.
• Partnership with finance to ensure customer collections in line with approved credit terms while balancing inventory, service levels, and receivables to maintain healthy cash flow
• Lead, coach, and develop the sales team by setting clear objectives, monitoring performance, building capabilities, fostering a high-performance culture, and addressing resource and talent gaps through development or recruitment plans.

Skills

Leadership

Strategic thinking

Channel management

Sales & negotiations

Team coaching

Bilingual Indonesian & English

Education

Bachelor's degree in business/Marketing/Management

Job description

Pengiklan Anonim is seeking a senior sales leader to drive Direct Channel growth in Indonesia across Modern Trade, Official Store, and E-commerce. You will own end-to-end profitability, channel strategy, and multichannel execution while building a strong franchise pipeline and managing key customer relationships.

The role requires a strategic mindset, leadership experience, and fluency in Bahasa Indonesia and English to coordinate with cross-functional teams and external partners.