Shopee Distribution & Channel Growth Lead

Hebe Beauty Indonesia; Rorotan; On-site; IDR 350,000,000 - 600,000,000; Full time

Job summary

Hebe Beauty Indonesia seeks an experienced E-Commerce Distribution Manager to develop and manage its distributor and reseller network on Shopee Indonesia. You will drive sell-in, optimize distributor performance, and ensure sustainability and profitability across the network.

The role requires strong Shopee operations expertise, distributor economics understanding, and the ability to design incentives and joint business plans that generate recurring growth.

Qualifications

• 5+ years in e-commerce channel sales, distributor management, marketplace operations, or related commercial roles.
• Strong hands-on experience with Shopee Indonesia, preferably in beauty, personal care, FMCG, or consumer goods.
• Proven track record of driving both sell-in and sell-out growth and managing distributor relationships.

Responsibilities

• Develop and expand a network of beauty distributors, resellers, and Shopee sellers across Indonesia.
• Recruit high-potential Shopee sellers as authorized distribution partners.
• Segment distributors by scale, capabilities, growth potential, profitability and value.
• Create differentiated development strategies for small, medium, and large distributors.
• Drive sell-in targets and ensure sell-out growth through distributor collaboration.
• Design and manage rebate/incentive programs aligned with distributor performance.
• Monitor Shopee platform costs, pricing, campaigns, and inventory to sustain profitability.
• Own distributor P&L and balance revenue with margins and investments.

Skills

E-commerce sales

Distributor management

Shopee operations

Channel profitability

Negotiation

Job description

Hebe Beauty Indonesia seeks an experienced E-Commerce Distribution Manager to develop and manage its distributor and reseller network on Shopee Indonesia. You will drive sell-in, optimize distributor performance, and ensure sustainability and profitability across the network.

The role requires strong Shopee operations expertise, distributor economics understanding, and the ability to design incentives and joint business plans that generate recurring growth.