Head of Sales (FMCG)

Head of Sales (FMCG) Salary: Competitive and based on experience Location: Jakarta Keywords: FMCG, Food and Beverage, Sales Leadership, Route to Market, General Trade, Modern Trade, Distributor Management, Team Development, Commercial Strategy, Indonesia

A leading global FMCG brand is seeking a Head of Sales to drive its ambitious growth journey in Indonesia. This is an exceptional opportunity for you to shape the commercial future of a household name, renowned for its authentic culinary products and over a century of heritage. As the business expands rapidly across all sales channels, your expertise will be pivotal in building out commercial infrastructure, transforming go-to-market strategies, and unlocking significant growth potential—especially within General Trade. You will play a central role in developing sustainable distribution models, managing key distributor relationships, and fostering a high-performance team culture. If you are passionate about making a tangible impact in a supportive environment that values collaboration, accountability, and professional development, this role offers the platform to elevate your career while contributing to a legacy brand’s next chapter.

• Take full ownership of national sales strategy across General Trade, Modern Trade, and Food Service channels, with a focus on driving transformative growth in Indonesia’s dynamic FMCG sector.
• Lead the Route to Market transformation project and manage strategic distributor partnerships, ensuring robust commercial performance and seamless execution across all channels.
• Join an inclusive organisation with a rich heritage, where your leadership will be supported by cross-functional teams and opportunities for ongoing professional development.

What you'll do:

As Head of Sales, you will be entrusted with shaping the entire commercial landscape for one of Indonesia’s most respected FMCG brands. Your day-to-day responsibilities will see you orchestrating multi-channel sales strategies that drive both immediate results and sustainable long-term growth. You will work collaboratively with internal stakeholders from marketing through supply chain to ensure every aspect of the go-to-market plan is executed seamlessly. A significant part of your remit involves strengthening distribution networks—particularly within General Trade—while also elevating performance in Modern Trade and Food Service segments. By nurturing talent within your team and building strong external partnerships with distributors like Sukanda, you will create an environment where everyone is empowered to deliver their best. Your ability to translate strategy into action will be critical as you guide the business through its next phase of expansion.

• Develop and implement comprehensive sales strategies across General Trade, Modern Trade, and Food Service channels to align with the company’s national growth objectives.
• Drive the Route to Market transformation initiative by designing scalable distribution frameworks that support long-term business expansion.
• Expand coverage and depth within the General Trade channel by identifying new opportunities, optimising sell-out performance, and increasing market penetration.
• Oversee Modern Trade and Food Service channel management by ensuring strong presence, visibility, and commercial results with key accounts and HORECA partners.
• Lead, coach, and nurture a cross-functional sales team to foster a culture of high performance, clear accountability, and continuous improvement.
• Manage strategic distributor relationships—including joint business planning with major partners—to ensure alignment on commercial goals and delivery of agreed targets.
• Collaborate closely with Marketing, Trade Marketing, Supply Chain, and Finance teams to ensure integrated commercial planning and flawless execution of initiatives.
• Establish robust analytics and reporting systems to monitor sales performance, identify gaps or opportunities for improvement, and inform data-driven decision-making.
• Represent the sales function at senior leadership forums by contributing insights into broader business strategy discussions and planning cycles.

What you bring:

To excel as Head of Sales in this prestigious FMCG environment, you will bring extensive experience navigating Indonesia’s complex retail landscape—particularly within General Trade—and possess a proven ability to lead large-scale transformation projects such as Route to Market redesigns. Your interpersonal skills will enable you to build trust-based relationships not only with key distributors but also across internal functions including marketing, finance, supply chain, and trade marketing. The ideal candidate is someone who thrives on collaboration: you understand how to motivate teams towards shared goals while maintaining sensitivity to local market nuances. Your fluency in Bahasa Indonesia and English ensures smooth communication at all organisational levels. Above all else, your commitment to nurturing talent sets you apart as a leader who inspires loyalty while delivering outstanding commercial outcomes.

• Minimum 15 years’ progressive experience in FMCG sales management with a strong track record in food and beverage categories.
• Demonstrated success leading multi-channel sales teams across General Trade (GT), Modern Trade (MT), and Food Service/HORECA environments.
• Extensive background in General Trade operations within Indonesia’s unique market context; candidates with deep GT experience are especially encouraged to apply.
• Proven capability in leading Route to Market transformation projects that have delivered measurable improvements in distribution efficiency or reach.
• Strategic distributor management experience at senior levels; prior exposure to working with Sukanda or similar partners is highly advantageous.
• Exceptional commercial acumen with the ability to craft actionable strategies that drive accountability throughout all levels of the organisation.
• Leadership skills focused on attracting, developing, retaining, and motivating high-performing sales professionals in competitive markets.
• Outstanding communication abilities in both Bahasa Indonesia and English for effective stakeholder engagement internally and externally.
• Experience managing HORECA or Food Service channels will be viewed favourably as it demonstrates versatility across diverse customer segments.

What sets this company apart:

This organisation stands out as an industry icon with more than 130 years of history crafting beloved culinary products enjoyed around the world. Its enduring reputation is built on authenticity, quality, and innovation—values that continue to guide its expansion throughout Asia. In Indonesia specifically, the company is investing heavily in people development and infrastructure as it embarks on an exciting period of accelerated growth. Employees benefit from being part of an inclusive workplace culture that prizes teamwork, knowledge sharing, mutual respect, and personal development. The leadership team is committed to supporting staff through training opportunities while encouraging open dialogue across departments. Here you’ll find not just a job but a chance to contribute meaningfully to a brand whose products are trusted by millions globally—all while advancing your own career alongside some of the industry’s most knowledgeable professionals.

What's next:

If you are ready to take on this influential role at the forefront of Indonesia’s FMCG sector—and help shape the future for one of its most respected brands—your next career move starts here.

Apply today by clicking on the link provided; we look forward to connecting with talented professionals eager to make their mark.

Due to the high volume of applications we are experiencing, our team will only be in touch with you if your application is shortlisted.