Distributor Growth & Market Development Manager

Mars; Kota Pekanbaru; On-site; IDR 111,600,000 - 178,560,000; Full time

Job summary

Mars is seeking a results-driven sales professional to expand numeric distribution and develop distributor partnerships across large geographic areas in Indonesia. You will lead new customer recruitment, optimize distributor performance, and ensure timely, quality order-to-delivery processes.

The role emphasizes strong negotiation, stakeholder management, and cross-functional collaboration to grow Mars’ nutrition business with distributors and customers in a dynamic market.

Qualifications

• Bachelor’s degree in business, Marketing, Animal Science, or related field.
• Proven distributor management experience preferred.
• Experience in geographically large or remote areas is an advantage.
• Strong negotiation, influencing and stakeholder management abilities.
• 3–5 years in sales or business development in FMCG or distribution sectors.

Responsibilities

• Develop business growth through new customer recruitment and distributor development.
• Identify opportunities across direct customers and distributor accounts.
• Build and monitor distributor performance including targets and stock.
• Collaborate with distributors to ensure effective sell-in, sell-out and in-market execution.
• Engage customers and distributors to grow the Mars ecosystem.
• Transfer nutrition knowledge to customers, owners, and distributor teams.
• Work with Tele sales, Supply Chain, and internal stakeholders on orders to delivery.
• Ensure orders are collected and delivered with proper process and standards.
• Implement company pricing and promotional execution via distributors.
• Provide market analysis and insights for planning and distributor strategy.
• Address customer/distributor inquiries with timely solutions.

Skills

Negotiation

Influencing

Stakeholder management

Distributor management

Sales / business development

FMCG / nutrition knowledge

Ownership / resilience

Education

Bachelor's degree in business/marketing/animal science

Job description

Mars is seeking a results-driven sales professional to expand numeric distribution and develop distributor partnerships across large geographic areas in Indonesia. You will lead new customer recruitment, optimize distributor performance, and ensure timely, quality order-to-delivery processes.

The role emphasizes strong negotiation, stakeholder management, and cross-functional collaboration to grow Mars’ nutrition business with distributors and customers in a dynamic market.