General Trade GTM & Distributor Growth Lead

PepsiCo Inc.; Jakarta Selatan; On-site; IDR 500,000,000 - 1,000,000,000; Full time

Job summary

PepsiCo Inc. is seeking a senior leader to oversee Sales Operations, Distributor Management, and Go-to-Market strategy to accelerate market penetration and expand distribution across General Trade in Indonesia.

You will build scalable distributor capabilities, optimize territory and salesforce structures, and ensure high-quality execution across the market, working closely with Supply Chain, Finance, and Trade Marketing.

Qualifications

• 8+ years of experience in FMCG, Sales Operations, Distributor Management, Route-to-Market, Go-to-Market, or Field Sales especially in General Trade.
• Proven experience in distributor capability development and performance management.
• Strong experience in GTM strategy, territory management, market penetration, and distribution expansion.
• Proven ability to develop scalable store and salesforce expansion models especially in General Trade.
• Strong experience managing salesforce KPIs, productivity, training, and capability development.
• Experience working closely with Supply Chain on forecasting, inventory planning, and demand-supply alignment.
• Strong understanding of distributor-led FMCG business models and field execution.

Responsibilities

• Develop and execute Go-to-Market (GTM) strategies to accelerate market penetration and increase market share.
• Identify market white spaces, priority territories, customer segments, and store opportunities to unlock incremental growth especially in General Trade.
• Design scalable coverage and expansion models that enable faster penetration while maintaining salesforce productivity and cost efficiency.
• Translate market potential into actionable territory, distributor, and store expansion plans.
• Continuously evaluate GTM effectiveness and optimize channel, territory, coverage, and execution models based on market performance.
• Drive sustainable market share growth through stronger distribution, outlet penetration, availability, and execution.
• Ensure store execution level for General Trade across Indonesia.
• Lead Sales Operations with distributors to ensure commercial strategies are translated into effective field execution.
• Manage distributor performance, productivity, organizational capability, and operational effectiveness.
• Establish distributor KPIs covering sales, distribution, coverage, productivity, inventory, service level, and execution.
• Conduct regular distributor business reviews and drive corrective action plans to close performance gaps.
• Build long-term distributor partnerships focused on sustainable business growth and continuous capability improvement.
• Define clear salesman KPIs and productivity standards aligned with commercial objectives.
• Develop and conduct salesman and supervisor training covering selling skills, product knowledge, execution standards, territory management, and KPI achievement.
• Establish regular coaching, field observation, and performance review routines.
• Identify capability gaps and implement targeted development plans.
• Improve salesforce productivity through effective deployment, coaching, training, and performance management.
• Partner closely with Supply Chain to develop robust, realistic, and market-driven sales forecasts.
• Align distributor forecasts with sales targets, GTM expansion, promotional activities, NPD, distribution plans, and market opportunities.
• Establish structured forecasting and demand-review routines to continuously improve forecast accuracy.
• Ensure inventory levels support market expansion while minimizing stock-outs, excess inventory, dead stock, and working-capital risks.
• Create strong Sales–Supply Chain alignment between market demand, sales execution, inventory, and replenishment.
• Identify opportunities to improve distributor processes, sales operations, and field execution.
• Develop scalable tools, routines, and operating models that can be replicated across territories and distributors.
• Lead cross-functional initiatives to remove operational barriers to growth.
• Standardize successful practices and embed them into distributor ways of working.

Job description

PepsiCo Inc. is seeking a senior leader to oversee Sales Operations, Distributor Management, and Go-to-Market strategy to accelerate market penetration and expand distribution across General Trade in Indonesia.

You will build scalable distributor capabilities, optimize territory and salesforce structures, and ensure high-quality execution across the market, working closely with Supply Chain, Finance, and Trade Marketing.