Sales Force Effectiveness & Distribution Management Manager

PT ABC KOGEN DAIRY; Jakarta Utara; On-site; IDR 334,800,000 - 502,200,000; Full time

Benefits offered by this job

Meal Allowance

Transport Allowance

Health Insurance

Job summary

PT ABC Kogen Dairy in Indonesia is seeking a Sales Force Effectiveness & Distribution Management Manager to lead RTM strategies and monitor KPIs across districts. You will translate data into actionable recommendations to improve outlet coverage and distribution depth, overseeing distributor networks and incentive schemes.

The role requires a Bachelor’s degree and at least 5 years in Sales Operations or related fields, with strong Excel skills and proficiency in Power BI or Tableau.

Qualifications

• Bachelor’s degree required in management, engineering, statistics or related field.
• Minimum 5 years in Sales Operations, SFE, Commercial Excellence or Distribution Management.
• Strong analytical and data management skills; proficient in Excel and data viz tools.
• Excellent negotiation, stakeholder management and communication skills.
• Understanding of AR, credit policies, promotions and returns a plus.

Responsibilities

• Develop and update RTM strategies based on market dynamics.
• Monitor Sales Force KPIs, sales performance, field productivity and territory effectiveness.
• Provide data-driven recommendations for sales targets, outlet coverage and distribution depth.
• Manage distributor network: appointments, transfers, closures, expansions and financials.
• Develop and evaluate sales incentives and bonus schemes.
• Identify capability gaps and coordinate training programs.
• Prepare management reports and insights on growth opportunities.

Skills

Advanced Excel

Power BI

Tableau

Negotiation

Stakeholder management

Data analysis

Communication

Education

Bachelor's degree in Management

Bachelor's degree in Industrial Engineering

Bachelor's degree in Statistics

Bachelor's degree in Business

Tools

Power BI

Tableau

Distribution Management System (DMS)

Job description

Sales Force Effectiveness & Distribution Management Manager

Develop and update Route to Market (RTM) strategies based on market dynamics and business needs.

Monitor and analyze Sales Force KPIs, sales performance, field productivity, and territory effectiveness to identify areas for improvement.

Provide data-driven recommendations for sales and distribution targets, including outlet coverage and distribution depth.

Manage the distributor network, including distributor appointment, dealership transfer, closure, expansion, performance review, and financial matters such as AR, credit limits, and claims.

Develop and evaluate sales incentive and bonus schemes to support business and sales objectives.

Identify sales capability gaps and collaborate with team to develop and implement relevant training programs.

Prepare management reports and provide insights and recommendations on business growth opportunities and performance improvement.

Develop and ensure the implementation of Distributor Management SOPs and compliance with company policies, legal requirements, and cooperation agreements.

Job Qualifications

Bachelor's degree (S1) in Management, Industrial Engineering, Statistics, Business, or a related field.

Minimum 5 years of experience in Sales Operations, Sales Force Effectiveness (SFE), Commercial Excellence, Distribution Management, or related functions, preferably within the FMCG or distribution industry.

Strong analytical and data management skills, with proficiency in Advanced Excel and data visualization tools such as Power BI or Tableau and Distribution Management Systems (DMS).

Strong negotiation, stakeholder management, and communication skills.

Good understanding of basic financial management, particularly Accounts Receivable (AR), credit limits/credit policies, promotional claims, and return claims.

Strong understanding of sales force management, distributor operations, territory management, and commercial performance analysis.

Able to translate data and business insights into actionable recommendations and strategic initiatives.

Willing to be based at the Head Office in South Jakarta and able to take business trips as required.

Unlock job insights

Hirer responsiveness Salary match Number of applicants

Company Overview

ABC Group is a leading food and beverage company in Indonesia with over 42 years of experience.

Established in 2015 as a joint venture between ABC Group and Mitsui & Co., Japan, PT ABC Kogen Dairy produces high-quality milk.

The company operates Indonesia's first aseptic milk factory in Cicalengka, Bandung, supported by a 72-hectare dairy farm in the Garut highlands, and is committed to strengthening Indonesia's milk supply.

PENGUMUMAN PENTING

Company Overview

ABC Group is a leading food and beverage company in Indonesia with over 42 years of experience.

Established in 2015 as a joint venture between ABC Group and Mitsui & Co., Japan, PT ABC Kogen Dairy produces high-quality milk.

The company operates Indonesia's first aseptic milk factory in Cicalengka, Bandung, supported by a 72-hectare dairy farm in the Garut highlands, and is committed to strengthening Indonesia's milk supply.

Perks and benefits

• Meal Allowance
• Transport Allowance
• Health Ins