Sales Manager (Channel & Distribution)

PT JAC Consulting Indonesia; Jakarta Utara; On-site; IDR 252.270.000 - 420.451.000; Full time

Job summary

A leading consulting firm in Indonesia seeks an experienced professional for a distributor management role. You will build and maintain long-term relationships with dealers, develop and implement sales strategies, and provide onboarding and training to new distributors. The ideal candidate has over 8 years of sales experience, including 3 years managing indirect channels. Strong negotiation skills and proficiency in CRM software are essential. Willingness to travel (approx. 30-50%) is required.

Qualifications

• 8+ years of experience in Sales, especially with indirect channels.
• Proven ability to negotiate contracts and benefit structures.
• Exceptional interpersonal skills and willingness to travel.

Responsibilities

• Build and maintain relationships with dealers.
• Develop sales strategies for distribution channel.
• Onboard and train new distributors.

Skills

Sales Management

Contract Negotiation

Data Analysis

CRM Software Proficiency

Interpersonal Skills

Travel Willingness

Education

Bachelor’s degree in Business, Marketing, or related field

Tools

Salesforce

HubSpot

Job description

• Distributor Management: Build and maintain long-term relationships with dealers. Conduct regular business reviews to evaluate performance and identify growth opportunities.
• Channel Strategy: Develop and implement sales strategies specifically designed for the distribution model to increase market share and reach.
• Onboarding & Training: Identify, recruit, and onboard new distributors. Provide comprehensive product training and sales enablement to the distributor’s sales force.
• Inventory & Forecasting: Monitor distributor inventory levels to ensure product availability. Provide accurate monthly and quarterly sales forecasts based on channel data.
• Marketing Support: Coordinate with the marketing team to provide distributors with necessary POS materials, co-branded collateral, and promotional support.
• Performance Monitoring: Track distributor KPIs, including sell-in/sell-out data, inventory turnover, and geographic coverage.
• Conflict Resolution: Manage channel conflict by ensuring clear territories and pricing guidelines (e.g., MAP pricing) are followed across the network.

Required Qualifications & Skills

• Experience: 8+ years of experience in Sales, with at least 3 years specifically managing indirect channels or distributors.
• Education: Bachelor’s degree in Business, Marketing, or a related field.
• Negotiation: Proven ability to negotiate contracts, margins, and rebate structures that benefit both the company and the partner.
• Analytical Skills: Proficiency in CRM software (Salesforce, HubSpot) and data analysis to interpret sales trends.
• Communication: Exceptional interpersonal skills with the ability to influence and motivate external teams that do not report directly to you.
• Travel: Willingness to travel (approx. 30–50%) to visit distributor sites and attend industry trade shows.