National Sales Manager

PT HORMEL PRONAS NUSANTARA; Jakarta Utara; On-site; IDR 950,000,000 - 1,900,000,000; Full time

Job summary

PT Hormel Pronas Nusantara seeks an experienced National Sales Manager to design and execute our national sales strategy across Indonesia. You will drive revenue, volume, and profitability through General Trade, Modern Trade, HORECA, B2B, and distributor channels.

Lead the development of a national sales organization, enhance distributor networks, and optimize route-to-market and commercial processes to support growth of processed meat products. Prior experience in meat/food sectors is preferred.

Qualifications

• Bachelor’s degree required in business-related field; Master’s preferred.
• Minimum 10 years of progressive sales experience in FMCG/food/consumer products.
• Minimum 5 years in a senior sales leadership role with national/multi-regional responsibility.
• Proven track record across General Trade, Modern Trade, HORECA/Food Service, B2B, and distributors.

Responsibilities

• Develop and execute the national sales strategy aligned with business objectives and profitability targets.
• Translate objectives into national, regional, channel, customer, and distributor targets.
• Lead annual pricing, trade spend, and promotional investments within guidelines.
• Manage channel strategies for General Trade, Modern Trade, HORECA/Food Service, and B2B; drive distribution and availability.
• Negotiate with key accounts and distributors; build and maintain national customer relationships.
• Drive Route-to-Market improvements and distributor performance; oversee S&OP processes.

Skills

National sales strategy

Channel management

Distributor management

CRM & analytics

Negotiation

Education

Bachelor’s degree in Business Admin/Marketing/Management/Economics/Food Tech

Master’s degree (advantage)

Tools

CRM systems

Sales analytics tools

S&OP process

Job description

Work Location: Jakarta
Reporting To: Director
Employment Type: Full-Time

About the Role

PT Hormel Pronas Nusantara is seeking an experienced, strategic, and commercially driven National Sales Manager to develop and execute our national sales strategy across Indonesia.

The National Sales Manager will be responsible for achieving revenue, volume, profitability, distribution, and market-share objectives across General Trade, Modern Trade, HORECA/Food Service, B2B, and distributor channels.

This position will also play a key role in building the company’s national sales organization, distributor network, route-to-market capabilities, and commercial processes to support the growth of our processed-meat product portfolio.

Candidates with sales experience in the meat processing, processed food, chilled food, or frozen food industries will be strongly preferred.

Key Responsibilities

National Sales Strategy & Business Growth

Develop and execute the national sales strategy in line with the company’s business objectives, brand priorities, and profitability targets.

Translate annual business objectives into national, regional, channel, customer, distributor, and sales-team targets.

Identify new markets, territories, customers, channels, and strategic business opportunities across Indonesia.

Provide market intelligence, competitor analysis, and commercial recommendations to the Director and management team.

Lead commercial preparation and execution for new product launches.

Revenue & Profitability Management

Deliver national sales volume, net sales revenue, gross margin, and contribution targets.

Monitor sales performance by region, channel, customer, distributor, and product category.

Manage pricing, discounts, rebates, trade spending, and promotional investments within approved guidelines.

Monitor customer, channel, and product profitability and initiate corrective actions when required.

Prepare and manage the national sales budget effectively.

Channel & Key Customer Management

Develop sales strategies for General Trade, Modern Trade, HORECA/Food Service, B2B, and other strategic channels.

Build and maintain strong relationships with national and regional key customers.

Lead annual trading-term negotiations and joint business planning with key accounts and distributors.

Ensure excellent product availability, visibility, distribution, and promotional execution.

Drive customer acquisition, retention, and long-term business development.

Distributor & Route-to-Market Management

Develop and continuously improve the company’s national route-to-market strategy.

Identify, appoint, manage, develop, and evaluate national and regional distributors.

Establish clear distributor performance standards, sales targets, coverage expectations, and review mechanisms.

Drive numeric distribution, weighted distribution, outlet coverage, productive calls, and secondary sales growth.

Monitor distributor inventory, sell-in, sell-out, service levels, and overall business performance.

Prepare reliable sales forecasts and actively participate in the Sales & Operations Planning (S&OP) process.

Collaborate with Supply Chain and Manufacturing to align customer demand, inventory, production planning, and product availability.

Work closely with Marketing on brand strategy, consumer promotions, trade programs, and product launches.

Coordinate with R&D and Food Safety & Quality teams regarding customer requirements, product specifications, and market feedback.

Collaborate with Finance to manage customer credit, trade spending, pricing, and sales profitability.

Establish national sales policies, sales procedures, call cycles, reporting standards, and performance-management routines.

Drive disciplined use of CRM, sales automation, distributor management systems, and sales analytics.

Conduct regular business reviews with the sales team, distributors, and key customers.

Ensure all sales and commercial activities comply with company policies, contracts, ethical standards, and delegated authority limits.

Build, lead, coach, and develop a high-performing national sales organization.

Set clear individual and team targets and regularly review performance.

Develop the capabilities of regional, channel, and key-account sales leaders.

Establish succession plans for critical positions within the Sales organization.

Promote a culture of accountability, integrity, collaboration, customer focus, and continuous improvement.

Qualifications

Education

Bachelor’s degree in Business Administration, Marketing, Management, Economics, Food Technology, or a related discipline.

A Master’s degree will be an advantage.

Professional Experience

Minimum 10 years of progressive sales experience in FMCG, food, processed food, or consumer products.

Minimum 5 years of experience in a senior sales leadership role with national or multi-regional responsibility.

Proven experience managing multiple sales channels, including General Trade, Modern Trade, HORECA/Food Service, B2B, and distributors.

Demonstrated success in achieving sales growth, developing new markets, managing national customers, and improving business profitability.

Strong experience in developing or improving route-to-market and distributor-management systems.

Experience in building a sales organization, launching new products, or scaling a growing business is highly preferred.

Preferred Industry Background

Sales experience in the meat processing industry will be a strong advantage.

Experience handling processed-meat products such as sausages, luncheon meat, ham, bacon, meatballs, or other chilled and frozen meat products will be highly preferred.

Candidates from poultry processing, frozen food, dairy, seafood, or other temperature-controlled food categories may also be considered.

Understanding of cold-chain distribution, product shelf life, inventory rotation, and the commercial management of chilled or frozen products will be an advantage.

What can I earn as a National Sales Manager