Distributor Growth & GTM Lead

PepsiCo Inc.; Jakarta Pusat; Vor Ort; IDR 380.000.000 - 700.000.000; Vollzeit

Zusammenfassung

PepsiCo Inc. in Jakarta is seeking a senior leader to drive Sales Operations, Distributor Development and Go-to-Market strategy across General Trade.

You will design scalable distributor capabilities, optimize territory and store coverage, and align demand with supply to accelerate market penetration. You will partner with Supply Chain, Finance and Trade Marketing to translate growth objectives into actionable models, establish KPIs, and drive performance reviews.

Qualifikationen

• 8+ years of experience in FMCG, Sales Operations, Distributor Management, Route-to-Market, Go-to-Market, or Field Sales especially in General Trade
• Proven experience in distributor capability development and performance management
• Strong experience in GTM strategy, territory management, market penetration, and distribution expansion
• Proven ability to develop scalable store and salesforce expansion models especially in General Trade
• Strong experience managing salesforce KPIs, productivity, training, and capability development
• Experience working closely with Supply Chain on forecasting, inventory planning, and demand-supply alignment
• Strong understanding of distributor-led FMCG business models and field execution

Aufgaben

• Develop and execute Go-to-Market (GTM) strategies to accelerate market penetration and increase market share.
• Identify market white spaces, priority territories, customer segments, and store opportunities to unlock incremental growth especially in General Trade
• Design scalable coverage and expansion models that enable faster penetration while maintaining salesforce productivity and cost efficiency.
• Translate market potential into actionable territory, distributor, and store expansion plans.
• Continuously evaluate GTM effectiveness and optimize channel, territory, coverage, and execution models based on market performance.
• Drive sustainable market share growth through stronger distribution, outlet penetration, availability, and execution.
• Ensure store execution level for General Trade across Indonesia
• Lead Sales Operations with distributors to ensure commercial strategies are translated into effective field execution.
• Manage distributor performance, productivity, organizational capability, and operational effectiveness.
• Establish distributor KPIs covering sales, distribution, coverage, productivity, inventory, service level, and execution.
• Conduct regular distributor business reviews and drive corrective action plans to close performance gaps.
• Build long-term distributor partnerships focused on sustainable business growth and continuous capability improvement.

Kenntnisse

FMCG experience

Sales Operations

Distributor management

Go-to-Market strategy

Territory management

Salesforce KPIs

Forecasting collaboration

Cross-functional collaboration

Jobbeschreibung

PepsiCo Inc. in Jakarta is seeking a senior leader to drive Sales Operations, Distributor Development and Go-to-Market strategy across General Trade.

You will design scalable distributor capabilities, optimize territory and store coverage, and align demand with supply to accelerate market penetration. You will partner with Supply Chain, Finance and Trade Marketing to translate growth objectives into actionable models, establish KPIs, and drive performance reviews.