National Sales Ops & Distributor Growth Leader

PepsiCo; Jakarta Selatan; On-site; IDR 300,000,000 - 550,000,000; Full time

Job summary

PepsiCo in Jakarta Selatan seeks a Senior Sales Operations expert to lead Go-to-Market, distributor development, and GTM strategy to accelerate market penetration and expand distribution across Indonesia. You will shape distributor capabilities, optimize territory and salesforce structures, and ensure high-quality execution with Modern Trade Independent partners.

Collaborate closely with Supply Chain, Finance, and Trade Marketing to align demand, inventory, and market expansion plans, while

Qualifications

• 6+ years of experience in FMCG, Sales Operations, Distributor Management, Route-to-Market, Go-to-Market, or Field Sales.
• Proven experience in distributor capability development and performance management.
• Strong experience in GTM strategy, territory management, market penetration, and distribution expansion.
• Proven ability to develop scalable store and salesforce expansion models especially in Modern Trade Independent.
• Strong experience managing salesforce KPIs, productivity, training, and capability development.
• Experience working closely with Supply Chain on forecasting, inventory planning, and demand-supply alignment.
• Strong understanding of distributor-led FMCG business models and field execution.

Responsibilities

• Develop and execute GTM strategies to accelerate market penetration and increase market share.
• Identify market white spaces, priority territories, customer segments, and store opportunities to unlock incremental growth especially in Modern Trade Independent.
• Design scalable coverage and expansion models that enable faster penetration while maintaining salesforce productivity and cost efficiency.
• Translate market potential into actionable territory, distributor, and store expansion plans.
• Continuously evaluate GTM effectiveness and optimize channel, territory, coverage, and execution models based on market performance.
• Drive sustainable market share growth through stronger distribution, outlet penetration, availability, and execution.

Skills

GTM strategy

Territory management

Distributor management

Market penetration

Sales operations

Forecasting & demand planning

Training & capability development

KPIs management

Cross-functional collaboration

Job description

PepsiCo in Jakarta Selatan seeks a Senior Sales Operations expert to lead Go-to-Market, distributor development, and GTM strategy to accelerate market penetration and expand distribution across Indonesia. You will shape distributor capabilities, optimize territory and salesforce structures, and ensure high-quality execution with Modern Trade Independent partners.

Collaborate closely with Supply Chain, Finance, and Trade Marketing to align demand, inventory, and market expansion plans, while