Head of Sales

YSQ International; Tangerang; Presencial; IDR 500.000.000 - 850.000.000; Jornada completa

Descripción de la vacante

YSQ International seeks a Head of Sales for Indonesia to lead aggressive expansion of its brands nationwide. You will set the Indonesia business strategy with Singapore HQ and local teams, directing regional growth, channel expansion, and distributor partnerships.

As an entrepreneurial leader, you will define where and how to grow—regions, channels, and key accounts—while aligning with regulatory and pricing considerations.

Formación

• Bachelor’s degree in Business, Marketing, Economics or related field; MBA is an advantage.
• Minimum 10 years in FMCG sales and commercial roles, with 3–5 years leading business development, distribution expansion or national sales strategy in Indonesia.
• Proven track record in growing distribution and building a distributor/agent network in Indonesia.
• Tobacco industry experience strongly preferred; FMCG candidates with a distribution-expansion record will be considered.
• Indonesia Key Account experience with national modern-trade / key-account relationships preferred.
• Strong understanding of the Indonesian market landscape — consumer segments, trade structure, excise and regulatory dynamics.
• Existing network with Indonesian distributors, key accounts and trade partners would be helpful.
• Strategic and commercially astute; able to build business cases, forecasts and investment plans with ROI focus.
• Excellent communication, negotiation, and influencing skills; fluent English; Korean preferred; Bahasa Indonesia an advantage.

Responsabilidades

• Define Indonesia business strategy and multi-year growth roadmap with HQ; set ambitious annual and quarterly targets for volume, revenue, distribution and market share.
• Drive aggressive distribution expansion: identify, appoint and onboard new distributors, agents and wholesalers; open new regions and territories; grow distribution.
• Build and lead key-account and strategic partnerships with national minimarket chains, wholesalers and major trade partners; develop joint business plans.
• Design and evolve the route-to-market model (distributor structure, coverage, terms) to support rapid, profitable scale-up; direct the Manager, Sales & Operation on execution.
• Shape portfolio, pricing and launch strategy for Indonesia with HQ Marketing, including excise-tier positioning and regulatory activation.
• Own the Indonesia growth business case and investment plan: forecast volumes, size resources and trade spend; secure HQ funding.
• Lead demand and supply alignment with HQ Supply Planning to ensure excise-stamp allocations and stock.
• Build Indonesia market and competitor intelligence; identify new growth opportunities for HQ.
• Set growth KPIs and governance for the sales organisation; develop the team to deliver expansion.
• Report progress to HQ and General Manager, Country; handle ad-hoc assignments as required.

Conocimientos

Strategic leadership

Negotiation & influencing

English proficiency

Relationship building

FMCG industry knowledge

Educación

Bachelor’s degree in Business/Marketing/Economics

MBA (advantage)

Descripción del empleo

Incumbent is the Head of Sales for the Indonesia end market, with a primary mandate to drive aggressive business expansion for the Group’s brands in Indonesia. Working closely with Singapore HQ and the local teams, he/she sets the overall Indonesia business strategy and leads its growth – opening new regions, channels and distributor partnerships and rapidly expanding distribution reach – and is accountable for the market’s volume, revenue, distribution and market-share growth.

Incumbent defines where and how the business expands – geographic and channel priorities, distributor and key-account partnerships, portfolio and pricing positioning, and the investment required – and secures HQ alignment and resources behind the plan. Day-to-day sales operations are led by the Manager, Sales & Operation, whom the incumbent directs and supports. The role is the primary commercial link between HQ and the Indonesian market, alongside the General Manager, Country.

He/she is an entrepreneurial, commercially astute leader who thinks strategically, builds relationships quickly and is energised by scaling a business. Success means a step-change in distribution footprint, a strong network of distributors and key accounts behind the Group’s brands, and a business plan that HQ trusts and funds.

Responsibilities:

• Define the Indonesia business strategy and multi-year growth roadmap with HQ – where to play (regions, channels, segments, brands/SKUs) and how to win – and set ambitious annual and quarterly targets for volume, revenue, distribution and market share.
• Drive aggressive distribution expansion: identify, appoint and onboard new distributors, agents and wholesalers; open new regions and territories; and grow numeric and weighted distribution across general trade and modern trade.
• Build and lead key-account and strategic partnerships – national minimarket chains, wholesalers and major trade partners – including joint business plans that accelerate the Group’s brands.
• Design and evolve the route-to-market model (distributor structure, coverage, trading terms, trade investment) to support rapid, profitable scale-up, and direct the Manager, Sales & Operation on its execution.
• Shape portfolio, pricing and launch strategy for Indonesia with HQ Marketing, including excise-tier positioning and activation within Indonesian tobacco-control regulations (including GR 28/2024).
• Own the Indonesia growth business case and investment plan: forecast volumes, size the resources and trade spend required, link spend to measurable ROI, and secure HQ approval and funding.
• Lead demand and supply alignment with HQ Supply Planning so that excise-stamp (pita cukai) allocations and stock are in place to support expansion.
• Build the Indonesia market and competitor intelligence base (low-price players; pricing and excise dynamics) and identify new growth opportunities for HQ.
• Set the growth KPIs and governance for the sales organisation, and develop the Manager, Sales & Operation and the field teams to deliver the expansion plan.
• Report regularly to HQ and the General Manager, Country on expansion progress, performance and strategy; other ad-hoc assignments by the reporting superior or HQ Sales.

Requirements:

• A Bachelor’s Degree in Business, Marketing, Economics or a related field; an MBA is an advantage.
• Minimum of 10 years in FMCG sales and commercial roles, of which at least 3–5 years leading business development, distribution expansion or national sales strategy in Indonesia.
• Proven track record in aggressively growing distribution and building a business – appointing and developing distributor/agent networks, opening new regions and channels, and scaling sales in Indonesia.
• Tobacco industry experience in an established company is strongly preferred; FMCG candidates with a strong Indonesian distribution-expansion record will be considered.
• Strongly preferred: Indonesia Key Account experience – managing national modern-trade / key-account relationships (e.g. minimarket chains and wholesalers) and joint business planning.
• Strong understanding of the Indonesian market landscape – consumer segments, trade structure, excise and regulatory dynamics and the competitive set.
• An existing network of contacts with Indonesian distributors, key accounts and trade partners would be greatly helpful.
• Strategic and commercially astute, able to build business cases, forecasts and investment plans and to work with ROI and metric-driven models; knowledge of Indonesian excise (cukai) and tobacco regulations.
• Excellent communication, negotiation and influencing skills, comfortable presenting to HQ senior management. Proficient in English; Korean language ability is strongly preferred; Bahasa Indonesia is an advantage but not compulsory.
• Entrepreneurial, self-driven and high integrity; able to operate independently in a lean, fast-moving entity.