Head of Direct Channel & Modern Trade

Pengiklan Anonim; Jakarta Utara; On-site; IDR 900,000,000 - 1,500,000,000; Full time

Job summary

Pengiklan Anonim is seeking a senior sales leader to drive Direct Channel growth in Indonesia across Modern Trade, Official Store, and E-commerce. You will own end-to-end profitability, channel strategy, and multichannel execution while building a strong franchise pipeline and managing key customer relationships.

The role requires a strategic mindset, leadership experience, and fluency in Bahasa Indonesia and English to coordinate with cross-functional teams and external partners.

Qualifications

• Bachelor's degree in business, Marketing, Management or related discipline.
• Minimum 10 years of relevant commercial, key account, retail or channel-management experience, including 4-5 years in a leadership or supervisory role.
• Experience in hardware, home improvement, building materials retail is an advantage.
• Proven experience managing Modern Trade key accounts.
• Practical understanding of e-commerce marketplaces, Official Store operations and omnichannel execution.
• Experience in franchise, store expansion or retail operations is an advantage.
• Good written and spoken Bahasa Indonesia and English.

Responsibilities

• Develop and execute the annual strategy, business plan aligned with Indonesia business objectives.
• Own channel revenue, margin, operating expenses, working capital and profitability
• Define account segmentation, channel coverage, assortment, price architecture and service model for each direct channel.
• Identify growth opportunities through new accounts, geographic coverage, store formats, digital platforms and partnership models, supported by clear business cases.
• Own joint business planning, commercial negotiations, and relationship management with key customers and partners.
• Drive sales growth and productivity through effective assortment management, promotions, visibility, pricing discipline, fulfilment, and customer experience
• Lead and optimize performance across Modern Trade, Official Store, and E-commerce channels to achieve sales and profitability targets.
• Build and manage a qualified pipeline of franchisees including commercial assessment, location evaluation, onboarding, store setup and ongoing operating support
• Ensure seamless omnichannel execution by aligning online activity and physical retail to enhance customer experience and prevent channel conflict.
• Partner with Supply Chain to drive demand planning, inventory health, product availability, and stock optimization
• Collaborate with Marketing and Product teams on launches, campaigns, assortment, merchandising tools and product training.
• Partnership with finance to ensure customer collections in line with approved credit terms while balancing inventory, service levels, and receivables to maintain healthy cash flow
• Lead, coach, and develop the sales team by setting clear objectives, monitoring performance, building capabilities, fostering a high-performance culture, and addressing resource and talent gaps through development or recruitment plans.

Skills

Leadership

Strategic thinking

Channel management

Sales & negotiations

Team coaching

Bilingual Indonesian & English

Education

Bachelor's degree in business/Marketing/Management

Job description

Lead the Direct Channel business in Indonesia, with end-to-end accountability for directly supplied Modern Trade accounts, Official Store & E-Commerce. The role is responsible for profitable sales growth, account strategy, commercial execution, sell-in and sell-out performance, channel expansion, customer experience, working capital discipline and team effectiveness.

Role Responsibilities:

Develop and execute the annual strategy, business plan aligned with Indonesia business objectives.

Own channel revenue, margin, operating expenses, working capital and profitability

Define account segmentation, channel coverage, assortment, price architecture and service model for each direct channel.

Identify growth opportunities through new accounts, geographic coverage, store formats, digital platforms and partnership models, supported by clear business cases.

Own joint business planning, commercial negotiations, and relationship management with key customers and partners.

Drive sales growth and productivity through effective assortment management, promotions, visibility, pricing discipline, fulfilment, and customer experience

Lead and optimize performance across Modern Trade, Official Store, and E-commerce channels to achieve sales and profitability targets.

Build and manage a qualified pipeline of franchisees including commercial assessment, location evaluation, onboarding, store setup and ongoing operating support

Ensure seamless omnichannel execution by aligning online activity and physical retail to enhance customer experience and prevent channel conflict.

Partner with Supply Chain to drive demand planning, inventory health, product availability, and stock optimization

Collaborate with Marketing and Product teams on launches, campaigns, assortment, merchandising tools and product training.

Partnership with finance to ensure customer collections in line with approved credit terms while balancing inventory, service levels, and receivables to maintain healthy cash flow

Lead, coach, and develop the sales team by setting clear objectives, monitoring performance, building capabilities, fostering a high-performance culture, and addressing resource and talent gaps through development or recruitment plans.

Requirements:

Bachelor's degree in business, Marketing, Management or related discipline.

Minimum 10 years of relevant commercial, key account, retail or channel-management experience, including at least 4-5 years in a leadership or supervisory role.

Experience in hardware, home improvement, building materials retail is an advantage

Proven experience managing Modern Trade key accounts.

Practical understanding of e-commerce marketplaces, Official Store operations and omnichannel execution.

Experience in franchise, store expansion or retail operations is an advantage.

Good written and spoken Bahasa Indonesia and English.