Distributor Growth & GTM Strategy Lead

PepsiCo Inc.; Maluku; On-site; IDR 400,000,000 - 700,000,000; Full time

Job summary

PepsiCo Inc. is seeking a Lead role to drive Sales Operations, Distributor Development, and Go-to-Market strategy across Indonesia. You will build scalable distributor capabilities, optimize territory and salesforce structures, and ensure high-quality execution with distributors and field teams.

The role focuses on expanding store coverage, forecasting alignment, and continuous improvement of distributor performance to support market expansion and share growth.

Qualifications

• 8+ years of experience in FMCG, Sales Operations, Distributor Management, Route-to-Market, or Go-to-Market,
• Proven experience in distributor capability development and performance management.
• Strong GTM strategy, territory management, and distribution expansion experience.

Responsibilities

• Lead GTM strategies to accelerate market penetration and increase market share.
• Design scalable coverage and expansion models for faster penetration with cost efficiency.
• Align distributor forecasts with sales targets and market opportunities.
• Manage distributor performance, KPIs, and business reviews.
• Develop training and capability programs for salesforce productivity.

Skills

Go-to-Market strategy

Distributor management

Sales operations

Territory planning

Salesforce productivity

Job description

PepsiCo Inc. is seeking a Lead role to drive Sales Operations, Distributor Development, and Go-to-Market strategy across Indonesia. You will build scalable distributor capabilities, optimize territory and salesforce structures, and ensure high-quality execution with distributors and field teams.

The role focuses on expanding store coverage, forecasting alignment, and continuous improvement of distributor performance to support market expansion and share growth.