Distribution Manager (Jabodetabek)

PT Fonterra Brands Indonesia; Jakarta Utara; On-site; IDR 100.000.000 - 200.000.000; Full time

Job summary

A leading dairy nutrition company is seeking a Distribution Manager for its Foodservice division in Jabodetabek. This permanent role involves establishing the national distribution strategy and managing Non-Key Account customer relationships. The ideal candidate will have a strong record in foodservice sales, leadership capabilities, and experience in managing distributor networks. This position offers a great opportunity to drive growth in a dynamic environment within the foodservice sector and make a significant impact on operations.

Qualifications

• Proven track record of consistently delivering and exceeding foodservice sales targets.
• Strong leadership and people management skills.
• Experience in managing networks of foodservice businesses in Jabodetabek.
• Comprehensive understanding of distributor's operations and processes.
• Fluent in English with excellent presentation and communication abilities.

Responsibilities

• Drive clear priorities and accountability for distributor sales teams.
• Develop and implement growth strategies with Non-Key Account customers.
• Coordinate with the Key Account Manager and distributor for execution.
• Build strong relationships with customer key influencers.
• Monitor competitor activity and leverage insights for growth.

Job description

We are excited to announce a high-impact opportunity for aDistribution Manager (Foodservice)to join our team on a permanent basis inJabodetabek.

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 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

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 inJabodetabekwith 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 will be a strong advantage.
• Fluent in English with excellent presentation and communication abilities.

Fonterra is a global dairy nutrition company owned by 10,000 farmers and their families, united by a fundamental belief in the power of dairy to make a difference.

We’ve built our expertise on the legacy of the thousands of farmers who have made New Zealand a world leader in dairy.

With a can‑do attitude and a collaborative spirit, we're a world leading dairy exporter – shaping the industry in quality and innovation. We share the goodness of dairy nutrition with the world through our brands, farming and processing operations across four continents. Our shared values enable us to combine our personal strengths with those of others to make Fonterra stronger, more innovative and more successful.