General Manager (Retail)

Monroe Consulting Group; Kota Medan ᯔᯩᯑᯉ᯲; On-site; IDR 900,000,000 - 1,400,000,000; Full time

Job summary

Monroe Consulting Group Indonesia is recruiting on behalf of a leading consumer retail company in Medan, North Sumatra. The General Manager will lead the overall business, overseeing P&L performance, commercial strategy, operations, network expansion, capital investment, and organisational development.

The successful candidate will translate strategic priorities into sustainable growth and operational excellence, with responsibility for governance, stakeholder management, and a high-performance,

Qualifications

• Bachelor's degree in Business, Retail Management, Finance, Operations or a related discipline.
• Postgraduate qualification is advantageous.
• At least 12 years of progressive leadership experience in multi-site retail, convenience, grocery, FMCG or related consumer business, including at least 5 years in a senior enterprise or regional leadership role.
• Proven accountability for sizeable profit and loss, annual budgeting, capital decisions and profitable growth.
• Strong Board-level communication, stakeholder management and negotiation capability.
• Fluent in Bahasa Indonesia and professionally proficient in English.

Responsibilities

• Develop and execute the three-year strategic roadmap and annual business plan, translating Board priorities into clear commercial, operational, expansion, people, and investment objectives.
• Establish an effective management cadence through weekly operating reviews, monthly performance reviews, and structured Board reporting.
• Own overall business sales, gross margin, and market-position objectives, ensuring the customer proposition remains relevant across locations and store formats.
• Lead merchandising, pricing, promotion, category, and supplier strategies using customer insights, competitor intelligence, and store-level economics.
• Drive network expansion and capital delivery, including market prioritisation, site pipeline, store formats, opening schedules, and robust business cases.
• Own the annual budget, rolling forecast, P&L, cash performance, and capital allocation for the convenience store business.

Skills

Leadership

Strategic thinking

Financial acumen

Stakeholder management

Education

Bachelor's degree in Business/ Retail/ Finance/ Operations

Postgraduate qualification advantageous

Job description

Executive recruitment company Monroe Consulting Group Indonesia is recruiting on behalf of a leading consumer retail company. With an ambitious expansion agenda across Sumatra, our client is seeking a strategic and commercially driven General Manager to lead the overall business, overseeing P&L performance, commercial strategy, operations, network expansion, capital investment, and organisational development. The successful candidate will play a critical role in translating the company's strategic priorities into sustainable business growth and operational excellence. The role is based in Medan, North Sumatra, Indonesia.

Key Responsibilities

Strategy, Governance & Board Partnership

• Develop and execute the three-year strategic roadmap and annual business plan, translating Board priorities into clear commercial, operational, expansion, people, and investment objectives.
• Establish an effective management cadence through weekly operating reviews, monthly performance reviews, and structured Board reporting.
• Provide the Board with transparent analysis of business performance, forecasts, risks, major decisions, and capital requirements, while proactively escalating issues and recommending practical actions.
• Maintain clear decision rights, policies, and internal controls to enable agile decision-making while ensuring strong governance and accountability.

Commercial Growth & Customer Proposition

• Own overall business sales, gross margin, and market-position objectives, ensuring the customer proposition remains relevant across locations and store formats.
• Lead merchandising, pricing, promotion, category, and supplier strategies using customer insights, competitor intelligence, and store-level economics.
• Drive business-development initiatives, strategic partnerships, new channels, and service innovations to strengthen revenue, customer loyalty, and market differentiation.
• Establish disciplined test-and-learn approaches to evaluate new concepts before scaling them across the network.

Operational Excellence & Customer Experience

• Hold the Operations Lead accountable for consistent store, distribution centre, and logistics performance across the network.
• Set and maintain standards for product availability, customer service, food safety, store presentation, inventory accuracy, loss prevention, cost control, and regulatory compliance.
• Conduct regular visits to stores and operational facilities to validate reported performance, understand customer and employee realities, and remove execution barriers.
• Sponsor continuous improvement initiatives and appropriate technology adoption to simplify processes, strengthen controls, and enhance customer experience.

Network Expansion & Capital Delivery

• Lead the Sumatra network expansion strategy together with the Operations and Store Development Leads, including market prioritisation, site pipeline development, store format selection, and opening schedules.
• Review and approve robust business cases for new stores, relocations, refurbishments, and major capital expenditure, including sales forecasts, investment returns, and downside risks.
• Ensure cross-functional readiness for every new opening, covering permits, construction, systems, people, assortment, inventory, distribution, marketing, and operational handover.
• Review post-opening performance against the original investment case and apply lessons learned to future network development decisions.

Financial Performance & Resource Allocation

• Own the annual budget, rolling forecast, P&L, cash performance, and capital allocation for the convenience store business.
• Monitor key financial and operational metrics including sales, margin, payroll, occupancy, logistics, shrinkage, inventory, overhead, and capital expenditure.
• Ensure timely corrective action plans are implemented whenever performance deviates from targets.
• Balance growth investment with profitability and liquidity, directing resources toward the highest-return strategic priorities.
• Partner closely with Finance to strengthen management information, business cases, internal controls, and scenario planning.

Organisation, Leadership & Culture

• Lead, align, and develop functional heads, establishing clear objectives, decision rights, and performance expectations.
• Build a strong succession pipeline and management bench to support an expanding store network, addressing capability gaps through targeted recruitment, coaching, and development.
• Foster a culture of ownership, collaboration, customer focus, integrity, and fact-based decision-making across head office, distribution centres, and stores.
• Ensure organisation design, workforce planning, incentive structures, and internal communication support business priorities and sustainable growth.

Risk, Stakeholders & Reputation

• Maintain oversight of material legal, licensing, health and safety, food safety, employment, data, security, and other business risks.
• Build and maintain constructive relationships with shareholders, suppliers, landlords, logistics partners, regulators, and community stakeholders.
• Protect the company's reputation through ethical conduct, disciplined crisis management, and consistent standards across the network.
• Ensure material supplier and partner commitments are commercially sound, properly documented, and effectively monitored

Qualifications & Experience

• Bachelor's degree in Business, Retail Management, Finance, Operations or a related discipline; a postgraduate qualification is advantageous.
• At least 12 years of progressive leadership experience in multi-site retail, convenience, grocery, FMCG or a closely related consumer business, including at least 5 years in a senior enterprise or regional leadership role.
• Demonstrated accountability for a sizeable profit and loss, annual budgeting, capital decisions and delivery of profitable growth.
• Proven success leading multi-functional teams and a distributed operating network through expansion, performance improvement or organisational change.
• Strong command of retail economics, operations, merchandising, inventory, supply chain, store development and customer experience.
• Excellent analytical and commercial judgement, with the ability to interpret complex performance data, test assumptions, evaluate investments and make timely decisions.
• Mature people leader who sets high standards, develops senior managers and creates accountability without becoming a bottleneck.
• Strong Board-level communication, stakeholder management and negotiation capability.
• Fluent in Bahasa Indonesia and professionally proficient in English.
• Based in Medan and willing to travel frequently across Sumatra and other relevant markets.