National Sales Manager

PT OTWOO Cosmetic Indonesia; Jakarta Utara; On-site; IDR 900,000,000 - 1,900,000,000; Full time

Job summary

PT OTWOO Cosmetic Indonesia is seeking a National Sales Manager to lead nationwide sales across General Trade, Modern Trade, E-Commerce, and Distributor channels in Indonesia.

You will define strategies, targets, and budgets, while building and coaching a high-performing sales team. Collaboration with marketing, supply chain, and finance is essential to optimize pricing, margins, and execution. Willingness to travel extensively is required.

Qualifications

• Bachelor's degree in Business, Marketing, Management, or a related field.
• Minimum 10 years of sales experience, with at least 5 years in a senior sales leadership role.
• Proven experience managing nationwide sales operations in FMCG, Cosmetics, Beauty, Consumer Goods, or Retail.

Responsibilities

• Provide strategic leadership to develop national sales strategies across GT, MT, E-Commerce, and distributors.
• Set annual targets, budgets, and growth initiatives; monitor performance and implement corrective actions.
• Lead, coach, and manage sales teams including NSMs, KAMs, ASMs, and Sales Supervisors.
• Collaborate with Marketing, Supply Chain, Finance, and HR to drive promotions, product launches, forecasting, and talent development.
• Establish KPIs, conduct performance reviews, and plan succession for leadership roles.
• Prepare sales budgets, monitor expenses, and optimize pricing, trade investments, and sales mix.
• Present sales performance to executives and ensure compliance with policies and regulations.

Skills

Leadership

Strategic planning

Negotiation

Communication

Microsoft Excel

PowerPoint

CRM systems

Willing to travel

Education

Bachelor's degree in Business/Marketing/Management

Tools

CRM systems

Microsoft Excel

PowerPoint

Job description

The National Sales Manager is responsible for developing and executing the company's overall sales strategy to achieve revenue, profitability, and market expansion objectives. This role oversees all sales channels, including General Trade (GT), Modern Trade (MT), E-Commerce, and Distributor Management, while ensuring strong customer relationships, effective sales operations, and high-performing sales teams across Indonesia.

Responsibilities :

Strategic Leadership

Develop and execute short-term and long-term national sales strategies aligned with company objectives.

Define annual sales targets, budgets, and growth initiatives.

Identify new business opportunities, expansion areas, and strategic partnerships.

Analyze market trends, competitor activities, and customer insights to maintain competitive advantage.

Lead, coach, and manage National Sales Managers, Key Account Managers, Area Sales Managers, and Sales Supervisors.

Drive achievement of monthly, quarterly, and annual sales targets.

Monitor sales performance and implement corrective action plans when necessary.

Establish sales forecasting and demand planning with relevant departments.

Oversee General Trade (GT), Modern Trade (MT), Key Accounts, and Distributor performance.

Develop channel-specific growth strategies.

Strengthen distributor network and ensure market coverage optimization.

Negotiate strategic commercial agreements with key customers.

Business Development

Build strong relationships with strategic customers, distributors, and retail partners.

Identify new distribution opportunities and geographic expansion.

Lead annual business reviews with key accounts.

Prepare annual sales budgets and monitor expenses.

Ensure profitability through pricing strategy, trade investment, and sales mix optimization.

Monitor gross margin and sales ROI.

Cross-Functional Collaboration

Collaborate with Marketing to execute promotional campaigns and product launches.

Coordinate with Supply Chain to ensure product availability.

Work closely with Finance regarding sales forecasting, collections, and credit management.

Support HR in sales organization development and succession planning.

Performance Management

Establish KPIs and performance metrics across the sales organization.

Conduct regular performance reviews and coaching sessions.

Develop talent and succession plans for future leadership.

Reporting & Compliance

Present sales performance reports to executive management.

Ensure compliance with company policies, commercial agreements, and legal regulations.

Maintain accurate sales forecasting and pipeline reporting.

Requirements

Bachelor's Degree in Business, Marketing, Management, or a related field.

Minimum 10 years of sales experience, with at least 5 years in a senior sales leadership role.

Proven experience managing nationwide sales operations.

Strong understanding of General Trade (GT), Modern Trade (MT), Key Accounts, and distributor management.

Experience in FMCG, Cosmetics, Beauty, Consumer Goods, or Retail industries is highly preferred.

Strong leadership, strategic planning, and commercial negotiation skills.

Excellent analytical, communication, and presentation abilities.

Proficient in Microsoft Excel and PowerPoint; experience with CRM systems is an advantage.

Willing to travel extensively for business.

Your application will include the following questions:

• What's your expected monthly basic salary?
• How many years' experience do you have as a National Sales Manager?
• Which of the following types of qualifications do you have?
• How would you rate your English language skills?

What can I earn as a National Sales Manager