PSR Business Development Manager - Sumatera

Mars; Kota Pekanbaru; On-site; IDR 111,600,000 - 178,560,000; Full time

Job summary

Mars is seeking a results-driven sales professional to expand numeric distribution and develop distributor partnerships across large geographic areas in Indonesia. You will lead new customer recruitment, optimize distributor performance, and ensure timely, quality order-to-delivery processes.

The role emphasizes strong negotiation, stakeholder management, and cross-functional collaboration to grow Mars’ nutrition business with distributors and customers in a dynamic market.

Qualifications

• Bachelor’s degree in business, Marketing, Animal Science, or related field.
• Proven distributor management experience preferred.
• Experience in geographically large or remote areas is an advantage.
• Strong negotiation, influencing and stakeholder management abilities.
• 3–5 years in sales or business development in FMCG or distribution sectors.

Responsibilities

• Develop business growth through new customer recruitment and distributor development.
• Identify opportunities across direct customers and distributor accounts.
• Build and monitor distributor performance including targets and stock.
• Collaborate with distributors to ensure effective sell-in, sell-out and in-market execution.
• Engage customers and distributors to grow the Mars ecosystem.
• Transfer nutrition knowledge to customers, owners, and distributor teams.
• Work with Tele sales, Supply Chain, and internal stakeholders on orders to delivery.
• Ensure orders are collected and delivered with proper process and standards.
• Implement company pricing and promotional execution via distributors.
• Provide market analysis and insights for planning and distributor strategy.
• Address customer/distributor inquiries with timely solutions.

Skills

Negotiation

Influencing

Stakeholder management

Distributor management

Sales / business development

FMCG / nutrition knowledge

Ownership / resilience

Education

Bachelor's degree in business/marketing/animal science

Job description

• Develop sustainable business growth by building strong customer and distributor partnerships through effective market development, education and distribution expansion
• The role exists to drive sales performance, expand numeric distribution, and ensure successful distributor execution aligned with company strategy.

Job Responsibilities

• Develop business growth through new customer recruitment, numeric distribution, and distributor development in assigned area
• Identify and maximize business potential and opportunities across direct customers and distributor-managed accounts
• Build, manage, and monitor distributor performance, including target setting, coverage, stock management, and execution quality
• Collaborate closely with distributors to ensure effective sell-in, sell-out, and in-market execution
• Build strong and sustainable engagement with customers and distributors to grow the Royal Canin ecosystem
• Transfer Royal Canin Nutrition knowledge through structured and sustainable education to customers, pet owners, and distributor teams
• Work cross-functionally with Tele sales, Supply Chain, and internal stakeholders to ensure smooth order-to-delivery processes
• Ensure all the proses from collect order to delivered goods in proper and perfect
• Ensure proper implementation of company standards, pricing, and promotional execution via distributors
• Provide regular market analysis and insights to support business planning and distributor strategy
• Manage customer and distributor objections or complaints by providing effective and timely solutions

Job Qualifications

• Bachelor’s degree in business, Marketing, Animal Science, or related field
• Proven experience working with or managing distributors is highly preferred
• Experience covering geographically large or remote areas is an advantage
• Strong negotiation, influencing, and stakeholder management skills
• Minimum 3–5 years of experience in sales or business development, preferably in FMCG, nutrition, or distribution-based business
• Strong business development and distributor management capability
• Solid understanding of distributor operating model (coverage, stock, margin, execution)
• High level of ownership, resilience, and adaptability in a dynamic market environment