Senior Sales Ops & GTM Leader – Distributor Growth

PepsiCo; Jakarta Pusat; On-site; IDR 65,000,000 - 110,000,000; Full time

Job summary

PepsiCo is seeking a Lead role to drive Go-to-Market, distributor development, and sales operations across Indonesia. You will build scalable distributor capabilities, optimize territory and salesforce structures, and expand store coverage for Modern Trade Independent, aligning with cross-functional teams to ensure demand, supply, and market expansion plans are fully integrated.

The position requires 6+ years in FMCG sales operations and a proven track record in GTM strategy, distributor

Qualifications

• 6+ years of experience in FMCG, Sales Operations, Distributor Management, Route-to-Market, Go-to-Market, or Field Sales.
• Proven 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.

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.
• Ensure store execution level for modern trade independent across Indonesia.
• Lead Sales Operations with distributors to ensure commercial strategies are translated into effective field execution.
• Manage distributor performance, productivity, organizational capability, and operational effectiveness.
• Establish distributor KPIs covering sales, distribution, coverage, productivity, inventory, service level, and execution.
• Conduct regular distributor business reviews and drive corrective action plans to close performance gaps.
• Build long-term distributor partnerships focused on sustainable business growth and continuous capability improvement.
• Define clear salesman KPIs and productivity standards aligned with commercial objectives.
• Develop and conduct salesman and supervisor training covering selling skills, product knowledge, execution standards, territory management, and KPI achievement.
• Establish regular coaching, field observation, and performance review routines.
• Identify capability gaps and implement targeted development plans.
• Improve salesforce productivity through effective deployment, coaching, training, and performance management.
• Partner closely with Supply Chain to develop robust, realistic, and market-driven sales forecasts.
• Align distributor forecasts with sales targets, GTM expansion, promotional activities, NPD, distribution plans, and market opportunities.
• Establish structured forecasting and demand-review routines to continuously improve forecast accuracy.
• Ensure inventory levels support market expansion while minimizing stock-outs, excess inventory, dead stock, and working-capital risks.
• Create strong Sales–Supply Chain alignment between market demand, sales execution, inventory, and replenishment.
• Identify opportunities to improve distributor processes, sales operations, and field execution.
• Develop scalable tools, routines, and operating models that can be replicated across territories and distributors.
• Lead cross-functional initiatives to remove operational barriers to growth.
• Standardize successful practices and embed them into distributor ways of working.

Skills

GTM strategy

Territory management

Distributor management

Sales forecasting

KPIs & training

Cross-functional collaboration

Job description

PepsiCo is seeking a Lead role to drive Go-to-Market, distributor development, and sales operations across Indonesia. You will build scalable distributor capabilities, optimize territory and salesforce structures, and expand store coverage for Modern Trade Independent, aligning with cross-functional teams to ensure demand, supply, and market expansion plans are fully integrated.

The position requires 6+ years in FMCG sales operations and a proven track record in GTM strategy, distributor