Food Service Sales Manager

PT HORMEL PRONAS NUSANTARA; Jakarta Timur; On-site; IDR 360,000,000 - 480,000,000; Full time

Job summary

PT Hormel Pronas Nusantara is seeking an experienced Food Service Sales Manager to grow our processed-meat portfolio across Indonesia. You will develop the foodservice distribution network, engage with regional distributors, and target HORECA, catering, institutional, and B2B customers.

This role emphasizes profitable sales, route-to-market coverage, and field execution. Regular travel across Indonesia is required, with collaboration near the National Sales Manager to align on priorities and

Qualifications

• Degree in Business, Marketing, Management, Hospitality, or Food Technology.
• 8+ years of food or FMCG sales experience.
• 3+ years in Food Service channel management or multi-regional distributor sales leadership.
• Experience building foodservice distribution and acquiring HORECA/institutional customers.

Responsibilities

• Develop geographic and customer-segment priorities with the National Sales Manager.
• Identify target restaurants, hotels, caterers, institutions, and independent operators with suitable product applications.
• Assess prospective distributors for foodservice reach, sales capability, creditworthiness, and product handling readiness with relevant functions.
• Set approved sales, active customer, inventory, and coverage objectives and conduct regular business reviews.
• Train distributor sales teams and improve prospecting, productive calls, product selling, and repeat orders.
• Build a qualified pipeline and lead joint calls, sampling, quotations, and commercial follow-up.
• Work with Chef Manager on demonstrations and menu applications that address customer needs and usage economics.
• Develop repeat business through customer service, product availability, feedback, and regular account reviews.
• Implement market visits, call plans, distributor ride-alongs, and agreed sales activity routines; support local outlet rollout and issue resolution for national accounts.
• Submit realistic distributor, customer, and SKU forecasts; monitor sell-out, stock levels, and slow-moving products.

Skills

Sales leadership

Food service channel management

Distributor development

Forecasting & planning

English communication

Education

Bachelor's degree in Business, Marketing, Management, Hospitality, Food Technology, or a related discipline

Job description

PT Hormel Pronas Nusantara is seeking an experienced and commercially driven Food Service Sales Manager to support the growth of our processed-meat portfolio in Indonesia. Build and grow HPN's Food Service business through distributors and regional or independent HORECA, catering, institutional, and B2B customers across Indonesia. Deliver profitable sales, active customer growth, route-to-market coverage, and repeat product usage. Develop the foodservice distribution network and field execution model as HPN establishes its portfolio and prepares for local manufacturing. Strategic national chain accounts remain owned by the Food Service National Key Account Manager; this role supports agreed local execution and avoids duplicate account ownership.

Key responsibilities

• Develop geographic and customer-segment priorities with the National Sales Manager; recommend distributor coverage, service models, sales territories, and phased market expansion.
• Identify target restaurants, hotels, caterers, institutions, and independent operators with suitable product applications.
• Assess prospective distributors for foodservice reach, sales capability, creditworthiness, and product handling readiness with relevant functions.
• Set approved sales, active customer, inventory, and coverage objectives and conduct regular business reviews.
• Train distributor sales teams and improve prospecting, productive calls, product selling, and repeat orders.
• Build a qualified pipeline and lead joint calls, sampling, quotations, and commercial follow-up.
• Work with Chef Manager on demonstrations and menu applications that address customer needs and usage economics.
• Develop repeat business through customer service, product availability, feedback, and regular account reviews.
• Implement market visits, call plans, distributor ride-alongs, and agreed sales activity routines; support local outlet rollout and issue resolution for national accounts.
• Submit realistic distributor, customer, and SKU forecasts; monitor sell-out, stock levels, and slow-moving products.

About you

• Bachelor's degree in Business, Marketing, Management, Hospitality, Food Technology, or a related discipline.
• Minimum 8 years of food or FMCG sales experience, including at least 3 years in Food Service channel management or multi-regional distributor sales leadership.
• Demonstrated ability to build foodservice distribution, acquire HORECA or institutional customers, and drive distributor sell-out.
• Experience in processed meat, protein, chilled or frozen foods, culinary selling, or market development is strongly preferred.
• Foodservice channel development, distributor selection and management, HORECA and institutional sales, territory and call planning, consultative selling, pipeline management, sales forecasting, channel profitability, credit and inventory controls, and cold-chain awareness.
• Results orientation, entrepreneurial mindset, relationship building, field leadership, problem solving, collaboration, accountability, and integrity.
• Good English communication skills to support coordination with relevant stakeholders.
• Willing to undertake regular business travel throughout Indonesia.
• Comfortable working in a growing business and developing Food Service capabilities.

About us

PT Hormel Pronas Nusantara (HPN) is a joint venture between Hormel Foods Corporation (USA) and Pronas (Indonesia). HPN is developing a modern food manufacturing facility in Indonesia focused on producing high-quality processed meat and ready-to-eat products for domestic and international markets.