Distribution Manager (Foodservice) - Palembang (Southern Sumatra)

Fonterra; Palembang; On-site; IDR 100.000.000 - 200.000.000; Full time

Job summary

A global dairy co-operative seeks a Distribution Manager in Palembang, Southern Sumatra. This role involves establishing a national distribution strategy, managing distributor networks, and leading teams for successful execution in the foodservice industry. The ideal candidate will have strong leadership skills, a proven sales record, and an understanding of the local market. Join us to drive growth in a dynamic environment with flexible working options.

Benefits

Fair and equitable pay

Health and well-being programs

Professional development opportunities

Flexible/hybrid working options

Qualifications

• Proven experience in managing foodservice networks in Sumatra.
• Ability to build strong partnerships and lead distributor networks.
• Comprehensive understanding of foodservice business.

Responsibilities

• Establish national distribution and sales strategy.
• Build relationships with key influencers in foodservice.
• Lead distributor teams to execute annual business plans.

Skills

Proven track record in foodservice sales

Strong leadership skills

Understanding of distributor operations

Cross-functional commercial insight

Fluent in English

Job description

Overview

Ata whakaarohia tō āpōpō | Imagine Tomorrow with Us

For more than 150 years, Fonterra farming families have brought the goodness of natural dairy to people all over the world. We're a farmer-owned Co-operative based in Aotearoa New Zealand. Made up of thousands of farming families and employees all working together for better. As a Co-operative we know the value of coming together to achieve a common purpose. We want to be the source of the world’s most valued dairy, working with our farmer shareholders and customers to provide trusted, high-quality dairy nutrition for generations to come.

Here at Fonterra, we are committed to growing our people. We value you and your career progression and are excited that you are taking this next step in your career journey with us. We are proud to offer a wide variety of roles across the Co-op, ensuring that no matter what business unit or stage of life you're in, there's a good chance we've got something to suit.

About us

He kupu mō mātou | About us

Fonterra in Indonesia is part of our global Foodservice business, delivering high-quality dairy solutions to customers across the region. With a strong presence in Sumatra, our team is focused on driving growth in key industry channels such as Asian bakery, Hotel and full-service restaurants.

About the opportunity

Mō tēnei tūranga | About the opportunity

We are excited to announce a high-impact opportunity for a Distribution Manager (Foodservice) to join our team on a permanent basis in Palembang, Southern Sumatra.

Reporting to the Regional Sales Manager (Foodservice), this role is responsible for establishing the national distribution and sales strategy, developing a network of distributors, and enabling the delivery of our Foodservice growth aspirations.

You’ll lead distributor teams and collaborate closely with internal stakeholders to ensure excellence in execution, customer service, and operational standards.

Key responsibilities

Key Responsibilities Include:

• Drive clear priorities and accountability for distributor sales teams through consistent execution and effective control.
• Develop and implement value-added growth strategies with Non-Key Account (NKA) customers in the Foodservice channel, including the following:
• In the context of Foodservice, NKA refers to Non-Key Account customers, while KA refers to Key Account customers.
• The Distribution Manager will be responsible for managing NKA customers directly.
• For KA customers, the Distribution Manager will coordinate with the Key Account Manager (KAM) and the distributor to ensure effective execution within their designated area.
• Build strong relationships with Customer key influencers and decision-makers.
• Monitor competitor activity and leverage insights to shape growth initiatives.
• Lead the execution of annual business plans to exceed revenue, volume, and EBIT targets.
• Champion customer service excellence and align expectations between Fonterra and its customers.
• Represent customer demand plans in business forums and ensure operational support for growth.
• Forecast accuracy will be a key capability and performance indicator (KPI).

About you

Mōu | About you

You are a strategic and hands-on leader with a passion for driving results and building strong partnerships. Your ability to manage distributor networks and lead teams will be key to your success.

Other key attributes include:

• Proven track record of consistently delivering and exceeding foodservice sales targets, with strong commercial acumen.
• Strong leadership and people management skills
• Proven experience in managing networks of foodservice businesses in Sumatra with a strong record of engaging with foodservice stakeholders across the area — this will be a significant advantage.
• Comprehensive understanding of distributor's operations and processes.
• Extensive cross-functional commercial insight, with deep and comprehensive knowledge of the foodservices business.
• Exposure to digital technologies, especially AI — valuable in Sumatra’s fast-paced, tech-driven environment.
• Fluent in English with excellent presentation and communication abilities

Our values

Ngā Uara | Our Values

We live our values every day—Good Together, Better Every Day, and Every Drop Counts. They are for everyone and guide how we show up for each other, our farmers, and our communities.

Take our Values Quiz to reflect on how your values align with ours. [Click here]

Our commitment to you

Tā mātou oati | Our Commitment to You

We care for our people globally. Our comprehensive benefits support your well-being, development, and work-life balance:

• Fair and equitable pay
• Health and well-being programs
• Professional development opportunities
• Career growth support
• Flexible/hybrid working options
• Employee recognition
• Support for community involvement and cultural connection

To learn more, visit Fonterra Careers

Career opportunities

Ngā Mahi | A Career of Opportunities

At Te Mātāpuna Fonterra, we are inspired by purpose and guided by our principles and values. Together, we create goodness for generations and make a global impact at a local level.

Join us

Tātou Tātou | Join Us

Does this sound good to you? Come join our whānau—bring your whole self, and let\'s solve for better together. You, me, us together, Tātou, tātou.

Inclusion

He Wāhi mō te Katoa | Together, we\'re shaping a future of inclusion

Inclusion is key to our Co-operative. We\'re building a team that reflects the diverse world we live in, believing it drives better decisions and innovation.

We welcome applications from all backgrounds. Even if you don\'t meet every requirement listed, we encourage you to apply; we value potential and growth.

If you face accessibility issues or need accommodations during the process, please contact your recruiter.

Applications close at midnight on 20 October 2025.