Territory Sales Executive - Jatim

Multi Bintang Indonesia; Surabaya ꦱꦸꦫꦧꦪ; On-site; IDR 89,280,000 - 133,920,000; Full time

Benefits offered by this job

Laptop

Ipad

Job summary

Multi Bintang Indonesia is seeking a Territory Sales Executive to manage Surabaya sales operations across traditional and general trade channels. You will collaborate with distributors, oversee in‑store activation, and ensure product availability while navigating a competitive local market.

The role emphasizes field leadership, data‑driven decision making, and strong outlet relationships to defend and grow market share. Join a fast‑paced FMCG team with opportunities for career progression.

Qualifications

• Bachelor’s degree in Business or Marketing is preferred.
• Minimum 2 years in FMCG sales or related field.
• Strong communication and networking skills.
• Proven ability to analyze data and translate insights into actions.
• Ability to coach and lead field teams (DSRs).
• English written and spoken proficiency.

Responsibilities

• Implement promotions and deploy POSM and marketing materials.
• Negotiate activations and ensure fridge execution and product availability.
• Advise distributors and outlets on promotions, assortment, and placement.
• Use data insights to develop targeted promotions and improve customer engagement.
• Resolve complaints and operational issues to maintain customer satisfaction.
• Engage at‑risk customers and propose retention solutions.
• Coach and train distributors and sales representatives to drive execution.
• Manage distributor performance and achieve KPI targets.

Skills

FMCG Experience

Sales

Data Analytics

Negotiation

Leadership

English Proficiency

Education

Bachelor’s degree

Job description

Location: East Java | Function/Department: Sales

About Multi Bintang Indonesia

Multi Bintang Indonesia is the pioneer of beer industry with a proud history of more than 90 years in Indonesia. As part of The HEINEKEN Company, we brew and market some of the most iconic beer brands. Our portfolio includes BINTANG, Indonesia’s most loved and iconic beer, Heineken®, the world’s leading international premium beer brand, as well as other favorites such as BINTANG Crystal, BINTANG Anggur Merah, BINTANG Arak Jeruk & Madu, Kawan Senja, and BINTANG 0.0.

Driven by our purpose “Brewing the Joy of True Togetherness to Inspire a Better World,” we combine iconic brands, innovation, and a passion for consumers to create meaningful experiences across Indonesia.

At Multi Bintang Indonesia, we offer a dynamic environment where you can grow your career, collaborate with passionate teams, and contribute to a business that continues to shape the beverage industry. Join us and let’s do something that matters!

About The Job

We are looking for a Territory Sales Executive to manage sales operations in Surabaya and surrounding areas. This role focuses on driving execution across traditional and general trade channels, ensuring strong distributor collaboration and effective in‑store activation. You will oversee trade programs, negotiate with outlets, maintain product availability, and navigate local market dynamics in a highly competitive environment.

Job Purpose & Impact

As a Territory Sales Executive, your primary purpose is to defend and grow market share by leading distributor teams, optimizing trade execution, and strengthening relationships with key outlets. You will turn insights into action; analyzing data, coaching sales representatives, and deploying promotional strategies that deliver real commercial impact.

Your role sits at the heart of frontline execution. Success means mastering negotiation, adapting to diverse cultural and market contexts, and ensuring consistent brand visibility across every outlet in your territory. Through strong business partnering with distributors and sharp in‑store execution, you help reinforce the presence of some of Indonesia’s most iconic brands.

Beyond day-to-day sales operations, this position offers meaningful career development in an inclusive, fast-paced FMCG environment. You will grow your commercial acumen, sharpen leadership capabilities, and contribute directly to shaping consumer experiences across Papua. Join us, create impact where it matters, and #DoSomethingThatMatters.

Main Responsibilities

• Implement promotions, deploy marketing materials, and secure optimal POSM placement.
• Negotiate and manage activations while ensuring proper fridge execution and product availability.
• Advise distributors and outlets on promotions, product assortment, and placement strategies.
• Use data insights to develop targeted promotions and improve customer engagement.
• Resolve complaints and operational issues to maintain customer satisfaction.
• Engage at‑risk customers, address concerns, and propose retention solutions.
• Coach and train DSRs to enhance capabilities and drive execution excellence.
• Manage and optimize DSR performance, ensuring KPI achievement and strong in‑store execution.

CANDIDATE CRITERIA

• Willing to be placed anywhere in Indonesia.
• Bachelor’s degree in any major, preferably Business or Marketing.
• Minimum 2 years of FMCG experience, with a strong passion for Sales and Data Analytics.
• Creative and strategic thinker with strong networking and business development skills.
• Excellent communication, negotiation, and leadership ability to guide and influence DSRs.
• Proficient in data administration and analytics to support business decision‑making.
• Adaptable to fast‑changing market conditions.
• Proficient in English (written & spoken).

Tools Provided

Laptop & Ipad

Contract

Full‑time

Note

Multi Bintang Indonesia embraces diversity and welcomes applications from all backgrounds! We are committed to fostering a positive and inclusive recruitment process. If you require any assistance during your application or at any stage of the process, please let us know how we can support you by contacting us at [email protected].

Disclaimer

• Your safety and trust are our top priorities. We will never request any form of payment—whether for processing documents, travel arrangements, or any part of the hiring process. If you ever feel unsure or want to verify the legitimacy of any communication, please reach out to us directly at [email protected]. This is our official email, and we only use addresses ending in @heineken.com.

We carefully review all applications and will contact candidates whose profiles best match the role.