Territory Representative

The British American Tobacco Group; Kota Pekanbaru; On-site; IDR 100.000.000 - 200.000.000; Full time

Job summary

A leading multinational company is seeking a Territory Representative in Pekanbaru, Indonesia. The role includes managing stock with distributors, optimizing operations, and driving business development across territory. Candidates should possess a Bachelor’s Degree and skills in negotiation and sales. The offering includes competitive bonuses and career progression opportunities within a supportive environment.

Benefits

Market leading annual performance bonus

Health plans

Work-life balance initiatives

Flexible holiday plan

Career progression opportunities

Qualifications

• Understanding of New Category market (Vapour, THP, etc.).
• Exposure to a multinational and cross-functional work environment is a plus.
• Ability to collaborate and work optimally through relationships, persuasion, and influence.
• Fair commercial competence and personal responsibility.

Responsibilities

• Ensure accurate stock management at depots/distributors through audits.
• Support distributor operational processes including PO validation.
• Conduct market visits to communicate programs and monitor competitor activities.
• Engage with retail outlets to activate programs and capture insights.

Skills

Problem Identification and Solving

Leadership

Negotiation

Sales & Distribution

Communication

Education

Bachelor’s Degree

Job description

Overview

BAT is evolving at pace into a global multi-category business. Our purpose is to create A Better Tomorrow by Building a Smokeless World. To achieve our ambition, we are looking for colleagues who are ready to join us on this journey! Tomorrow can’t wait, let’s shape it together!

British American Tobacco Indonesia has an exciting opportunity for a Territory Representative in Indonesia!

Responsibilities

• Ensure accurate stock management at depots/distributors through regular audits, maintaining alignment between physical stock and system records.
• Coordinate and optimize governance of distributor operations, ensuring compliance with policies, critical metrics, and cycle instructions.
• Support distributor operational processes, including PO validation, promotion cost control, and supervising field force performance through join calls and control calls.
• Drive business development in distributor areas by enhancing productivity, boosting sales, and applying effective territory management strategies.
• Achieve 100% of volume and SKU mix targets in line with monthly territory plans.
• Conduct market visits (Wholesale, KA, Vapestore, HoReCa, Retail) to communicate programs, deploy POSM/merchandising, monitor competitor activities, and ensure product availability.
• Engage with retail outlets and communities to activate programs, capture insights, and submit proof of control and customer data.
• Achieve 100% fulfillment of critical metric for cycle activities and support activation of retail programs, including encouraging outstanding product trials.

What are we looking for?

• Bachelor’s Degree with skills in Problem Identification and Solving, Leadership, Negotiation, Sales & Distribution, and Communication.
• Understanding of New Category market (Vapour, THP, etc.).
• Preferably staff (non-management & non-supervisor) specializing in Marketing/Sales or equivalent.
• Exposure to a multinational and cross-functional work environment is a plus.
• Ability to collaborate and work optimally through relationships, persuasion, and influence.
• Fair commercial competence and a sense of deep personal responsibility for the organization's success.
• Willing to be placed in Dumai, Riau (area coverage Dumai, Duri, Bagan Batu, Bagan Siapi-Api).

What we offer you?

• Market leading annual performance bonus (subject to eligibility).
• Benefits vary by country and include health plans, work-life balance initiatives, transportation support, and a flexible holiday plan with additional incentives.
• Career progression and internal advancement opportunities within BAT.
• Online learning platforms and personalized growth programs to nurture leadership skills.
• Commitment to continuous improvement within a transformative environment.

WHY JOIN BAT?

We’re one of the few companies named as a Global Top Employer by the Top Employers Institute – certified in offering excellent employee conditions.

Collaboration, inclusion and partnership underpin everything we do at BAT. We enable every individual to thrive, regardless of gender, sexual orientation, marital status, race, religion or belief, disability, age, or other differences. We see career breaks as opportunities and support professionals restarting their careers through the Global Returners program.

Come bring your difference and see what is possible for you at BAT. Learn more about our culture and our award-winning employee experience without links.

If you require any reasonable adjustments or accommodations to help you perform at your best during the recruitment process, you are encouraged to notify us. We are committed to supporting you by making appropriate arrangements for you to demonstrate your full potential.