Retail Channel BD Supervisor – ID

Hongkong Xiqi International; Jakarta Utara; On-site; IDR 334,800,000 - 725,400,000; Full time

Job summary

Hongkong Xiqi International seeks a experienced Sales Manager to lead Modern Trade and Retail channels across Indonesia. You will drive market share, cultivate Key Accounts, and expand retail networks while leading a team to meet revenue targets.

This role requires strong KAM experience, strategic channel expansion, and extensive travel across Java and beyond. Fluency in Indonesian and English is essential; Mandarin is a plus.

Qualifications

• Diploma or Bachelor’s degree in Business Administration, Marketing, Engineering, or a related field.
• 3–5 years of sales management experience in Indonesian MT/retail.
• Experience with leading building materials or coatings manufacturers preferred.
• Proven KAM or store rollout with major Indonesian retailers (Mitra10, Informa, ACE Hardware, Depo Bangunan, Home Center).
• Fluent in Bahasa Indonesia and English; Mandarin a plus.

Responsibilities

• Lead the development, management and performance delivery of Modern Trade and Retail channels in Indonesia.
• Drive market share and brand penetration through Key Accounts and retail networks.
• Formulate and execute local retail channel expansion strategies with major home improvement chains.
• Manage distributors and ensure broad coverage across Java, Sumatra, Kalimantan and Sulawesi.
• Collaborate with Marketing on in-store promotions, planograms and Perfect Store initiatives.
• Coach frontline sales reps and merchandisers; conduct regular business reviews.
• Travel frequently to Jakarta, Surabaya, Bandung, Medan and other key cities; participate in exhibitions.
• Ensure compliance with local tax regulations and invoicing (e-Faktur).

Skills

Team leadership

Key Account Mgmt

Negotiation

Sales strategy

Cross-functional

Travel

Education

Bachelor’s degree in Business Administration

Tools

CRM software

Job description

Responsible for the development, management, and performance delivery of the Modern Trade and Retail channels across Indonesia. Drive market share and penetration of the brand within the Indonesian coatings and building materials retail sector by cultivating Key Accounts (KAs) and retail networks. Lead the team to achieve revenue targets.

II. Job Responsibilities

Team Leadership: Lead the retail sales team to achieve revenue and collection targets in Indonesia through a combination of direct operations and distribution networks.

Channel Strategy: Formulate and execute local retail channel expansion strategies, focusing on major home improvement chains and supermarkets such as Mitra10, Informa, ACE Hardware Indonesia, Depo Bangunan, and Home Center.

Key Account Management (KAM): Act as the KAM to maintain relationships with headquarters of top retail groups (e.g., Kawan Lama Group/Sinar Mas, Mitra10, Informa, Alfamart/Alpha for SME segments). Lead annual framework agreements, promotional negotiations, and settlement of display fees (Visual Merchandising costs).

Distribution Management: Develop and manage local retail distributors (sub-distributors), evaluate their performance, and formulate/distribute execution strategies to ensure broad coverage across Java, Sumatra, Kalimantan, and Sulawesi.

Trade Marketing: Collaborate with the Marketing Department to plan and execute in-store promotions, "Perfect Store" initiatives, and planogram standards to enhance brand visibility and conversion rates at the point of sale.

Team Coaching: Coach and motivate frontline sales representatives and merchandisers (promoters); conduct regular business reviews to enhance team effectiveness and execution speed.

Field Work & Events: Travel frequently between Jakarta, Surabaya, Bandung, Medan, and other key cities to visit clients; represent the company at local and international building & construction exhibitions (e.g., Indobuildtech, Architect Expo Indonesia).

Compliance: Ensure all sales activities comply with local tax regulations (Directorate General of Taxes / DJP) and commercial laws (including proper invoicing via e-Faktur).

III. Job Requirements

Diploma or Bachelor’s degree in Business Administration, Marketing, Engineering, or a related field.

Minimum 3–5 years of sales management experience within the Indonesian local retail channel or Modern Trade (MT) sector.

Candidates with prior experience at leading building materials or coatings manufacturers—such as Nippon Paint, Dulux, Jotun, Asian Paints, or Sika—will be strongly preferred.

Proven expertise in Key Account Management (KAM) or store roll-out with major Indonesian retailers, including Mitra10, Informa, ACE Hardware Indonesia, Depo Bangunan, and Home Center. Candidates familiar with the operational dynamics of the local retail landscape (e.g., the Kawan Lama Group ecosystem) will be prioritized.

Fluent in Bahasa Indonesia and English. Proficiency in Mandarin is a significant plus. Strong Mandarin skills may be considered in lieu of specific industry experience.

Possesses excellent negotiation skills, resilience under pressure, and a strong results-oriented mindset. Self-driven with the ability to thrive in a fast-paced retail environment. Demonstrates outstanding team leadership and cross-functional collaboration capabilities.

Willing to travel extensively across Indonesia (covering Java, Sumatra, and other key islands). Must possess own transportation (primarily for daily store audits within the Jabodetabek area).