Head of Distribution Channel

Evermos; Kota Bandung; On-site; IDR 300.000.000 - 500.000.000; Full time

Job summary

A leading distribution company in Indonesia is looking for a Head of Distribution Channel to develop and execute strategies for optimizing product availability and sales across all channels. The role requires extensive FMCG sales experience, strong leadership, and analytical skills. Responsibilities include managing distribution strategies, overseeing operations, and collaborating with sales and supply chain teams.

Qualifications

• Minimum 15 years of experience in FMCG sales or distribution.
• At least 8 years in a leadership role.
• Proven track record in managing GT and MT channels.

Responsibilities

• Develop and lead distribution strategies across General Trade and Modern Trade.
• Oversee channel operations and distributor management.
• Build relationships with distribution partners and negotiate contracts.

Skills

Analytical skills

Leadership

Negotiation

Interpersonal skills

Education

Bachelor’s degree in Business, Marketing, or related fields

Master’s degree

Tools

Sales automation tools

Distributor management systems

Job description

Head of Distribution Channel is responsible for developing and executing strategies to ensure optimal product availability and sales execution across all distribution channels. This role drives performance through partner network optimization, channel development, sales operations excellence, and effective collaboration with commercial and supply chain teams to meet market demand and business objectives.

Key Responsibilities

List key responsibilities of this position that are required daily.

1. Develop and lead distribution strategies across General Trade, Modern Trade, and emerging channels to drive product availability and market penetration.
2. Oversee channel operations, including distributor management, route-to-market (RTM) effectiveness, and trade coverage.
3. Build strong relationships with distribution partners, negotiate contracts, and ensure alignment with business targets.
4. Analyze channel performance and implement corrective actions to achieve sales and distribution KPIs.
5. Collaborate with Sales, Marketing, and Supply Chain to ensure timely execution of product launches, trade promotions, and inventory readiness.
6. Lead capability development initiatives for distributor teams and internal field force.
7. Optimize sales operations infrastructure, including digital tools and salesforce effectiveness tracking.
8. Ensure compliance with trade policies, pricing structures, and regulatory requirements.

Required Qualifications

• Bachelor’s degree in Business, Marketing, or related fields. Master’s degree is a plus.
• Minimum 15 years’ experience in FMCG sales, distribution, or channel management, including at least 8 years in a leadership role.
• Proven track record in managing GT and MT channels across various geographies.
• Strong analytical skills and ability to use data to drive decisions.
• Excellent leadership, negotiation, and interpersonal skills.
• Experience in leading change and managing large distribution networks.
• Familiarity with sales automation tools and distributor management systems.