Distributor Management & Development Manager

Bridgestone Asia Pacific; Karawang Barat; On-site; IDR 728,730,000 - 1,275,278,000; Full time

Job summary

Bridgestone Asia Pacific in Indonesia seeks an experienced Distributor Management & Development Manager to strengthen our distributor network and drive sustainable sales growth. You will translate business strategies into distributor execution, aiming for sales targets with a sell-out mindset while coordinating with Consumer, Commercial, Sales Administration and Supply Chain teams.

You will lead distributor performance development, expand the network, and govern standards, monitoring payments

Qualifications

• Bachelor's degree in Business Management or related discipline.
• More than 10 years of relevant experience in distributor/dealer/channel management or sales.
• Strong understanding of sales planning, budgeting and forecasting.
• Analytical skills to translate market data into actions.
• Excellent communication, negotiation and stakeholder management.
• Demonstrated leadership and people development capability.
• Good command of English, written and spoken.
• Independent and cross-functional collaboration capability.

Responsibilities

• Drive monthly distributor order collection and sell-in against targets.
• Monitor distributor sell-out, inventory and overall performance.
• Lead regular distributor performance reviews (monthly, quarterly, half-year).
• Collaborate with Consumer and Commercial teams to develop campaigns.

Skills

Distributor management

Sales forecasting

Budgeting

Analytical skills

Stakeholder management

Leadership

English proficiency

Education

Bachelor's in Business Management

Job description

Job description:

Job Summary

We are looking for an experienced Distributor Management & Development Manager to strengthen our distributor network and drive sustainable sales growth across Indonesia.

This role will be responsible for translating business and area strategies into distributor-level execution, ensuring achievement of sales targets while maintaining a strong sell-out oriented mindset. The role works closely with Consumer, Commercial, Sales Administration, and Supply Chain teams while directly managing and developing distributor performance and capabilities.

Responsibilities

Sales & Distributor Performance

• Drive monthly distributor order collection and sell-in achievement against business targets.
• Monitor distributor sell-out, inventory, and overall business performance to identify risks and opportunities.
• Conduct regular monthly, quarterly, and half-year distributor performance reviews.
• Collaborate with Consumer and Commercial teams to develop effective sales and campaign programs.

Distributor Development & Network Expansion

• Assess distributor performance and develop improvement plans based on area potential.
• Identify opportunities to expand distribution into underserved or high-potential markets.
• Evaluate the need and business case for appointing new distributors.
• Strengthen distributor organizations, salesforces, infrastructure, warehouses, and supporting systems.
• Support retail network expansion through BOSS/TOMO/BTTC and other potential retail channels.

Distributor Governance

• Establish minimum operating standards covering infrastructure, organization, and distributor activities.
• Develop fair and transparent distributor evaluation mechanisms combining quantitative and qualitative measures.
• Ensure distributors comply with relevant legal requirements.
• Monitor payment, distributor financial limits, and product delivery.

Team Leadership

• Lead, coach, and develop team members.
• Build strong collaboration, accountability, and performance within the team.
• Work effectively across Sales, Marketing, Supply Chain and other internal stakeholders.

Requirements

• Bachelor's degree in Business Management or a related discipline.
• More than 10 years of relevant experience, ideally involving distributor/dealer/channel management or sales.
• Solid understanding of sales planning, budgeting and forecasting.
• Strong analytical capability and ability to translate market and distributor data into commercial actions.
• Strong communication, negotiation, stakeholder management and coordination skills.
• Demonstrated leadership and people-development capability.
• Good command of English, both spoken and written.
• Comfortable working independently and collaboratively across functions

Skills

Local contract terms only