Head of Sales & Marketing

PT. Hatten Bali Tbk; Denpasar; On-site; IDR 1,800,000,000 - 2,800,000,000; Full time

Benefits offered by this job

Career development

Dynamic and collaborative work culture

Sustainable growth-focused company

Job summary

PT Hatten Bali Tbk seeks an experienced Head of Sales & Marketing (Commercial) to drive sustainable revenue across our sales channels. The role translates commercial direction into priorities, channel and area strategies, and strong distributor development.

The candidate will collaborate with Brand, Marketing, Experience & Loyalty, Supply Chain, and Finance to strengthen Hatten's position as a leading wine company in Indonesia. Based in Bali, you will lead a high-impact, cross-functional team.

Qualifications

• Bachelor's degree in Business, Marketing, Management, or related field.
• Minimum 15 years in commercial or sales roles, including at least 6 years in a senior leadership position.
• Proven experience managing national or multi-area sales, distributors, and key accounts.
• Strong exposure to Horeca, retail, modern trade, general trade, or premium consumer channels.
• Demonstrated responsibility for revenue, gross margin, sales forecasting, trade spending, and commercial performance.

Responsibilities

• Develop and execute commercial strategies to achieve revenue, volume, gross margin, and market-growth objectives (profit & loss responsibility).
• Lead national sales performance across Horeca, retail, key accounts, distributors, and priority market areas.
• Strengthen route-to-market, distributor effectiveness, outlet growth, and channel productivity.
• Build and maintain strategic relationships with key customers, partners, and distributors.
• Manage pricing, trade spend, promotions, commercial terms, and sales profitability.
• Improve sales forecasting, sell-in/sell-out visibility, inventory movement, and reporting.

Skills

Leadership

P&L management

Strategic thinking

Cross-functional collaboration

Negotiation

Education

Bachelor's degree in Business/Marketing

Job description

PT Hatten Bali Tbk is seeking an experienced Head of Sales & Marketing (Commercial) to lead sustainable revenue and profitable growth across our sales channels and market areas. This role is responsible for translating the company's commercial direction into sales priorities, channel and area strategies, distributor development, key-account growth, and disciplined commercial execution. The successful candidate will work closely with Brand, Marketing, Experience & Loyalty, Supply Chain, and Finance to strengthen Hatten's position as a leading wine company in Indonesia.

Key responsibilities

• Develop and execute commercial strategies to achieve revenue, volume, gross margin, and market-growth objectives (responsible for Profit & Loss).
• Lead national sales performance across HORECA, retail, key accounts, distributors/sub-distributors, and priority market areas.
• Strengthen route-to-market, distributor effectiveness, productive outlet growth, and channel productivity.
• Build and maintain strategic relationships with key customers, business partners, and distributors.
• Manage pricing implementation, trade spending, promotional investment, commercial terms, and sales profitability.
• Improve sales forecasting, sell-in and sell-out visibility, inventory movement, and commercial performance reporting.
• Evaluate market opportunities, customer trends, competitive activity, and regional performance to determine commercial priorities.
• Collaborate with Brand and Marketing to ensure commercial execution supports brand positioning and demand-generation priorities.
• Work closely with Supply Chain and Finance to align demand planning, product availability, revenue quality, and margin management.
• Lead, coach, and develop the commercial team while strengthening performance accountability and execution discipline.

About you

• Bachelor's degree in Business, Marketing, Management, or a related field.
• Minimum 15 years of experience in commercial or sales functions, including at least 6 years in a senior leadership role.
• Proven experience managing national or multi-area sales, distributors, and key accounts.
• Strong exposure to HORECA, retail, modern trade, general trade, or premium consumer channels.
• Demonstrated responsibility for revenue, gross margin, sales forecasting, trade spending, and commercial performance.
• Strong commercial judgement, negotiation, analytical thinking, and P&L orientation.
• Able to connect strategy with hands‑on execution in a growing organization.
• Strong leadership and cross‑functional collaboration skills.
• Proficient in Bahasa Indonesia and English.
• Willing to be based in Bali and comfortable working within the alcoholic beverage industry, specifically wine.

Hatten Wines, founded in 1994 in Bali, is a pioneer in tropical winemaking, known for crafting premium wines despite unique climate challenges.

As one of Indonesia’s leading wine producers, we supply a diverse portfolio of award‑winning wines to restaurants, retail, and specialty channels.

Our growth is driven by product quality, strong distribution, and a passionate, professional team.

Join us and be part of a dynamic company shaping the future of Indonesian wine

Hatten Wines, founded in 1994 in Bali, is a pioneer in tropical winemaking, known for crafting premium wines despite unique climate challenges.

As one of Indonesia’s leading wine producers, we supply a diverse portfolio of award‑winning wines to restaurants, retail, and specialty channels.

Our growth is driven by product quality, strong distribution, and a passionate, professional team.

Join us and be part of a dynamic company shaping the future of Indonesian wine

Perks and benefits Peluang karier dan pengembangan diri Lingkungan kerja yang dinamis dan kolaboratif Perusahaan yang terus bertumbuh dan berkelanjutan