National Sales Manager (Horeca)

National Sales Manager (Horeca) Salary: Competitive and based on experience Location: Jakarta Keywords: collaborative, gourmet sales, distribution management, end-to-end business development, cross-functional teamwork, market analytics, brand growth, customer engagement, sales strategy, hybrid working

A leading global organisation is seeking a National Sales Manager for Horeca to spearhead the gourmet sales division in Indonesia, based in Jakarta with flexible hybrid working arrangements. This pivotal role offers you the opportunity to shape the future of mass gourmet products by managing full P&L delivery, developing distributor partnerships, and driving sustainable business growth. You will be empowered to define and execute robust sales strategies, expand market reach, and ensure brand objectives are met through effective collaboration across local, regional, and global teams. If you thrive in an environment where your expertise in sales management and distribution can make a tangible impact, this position provides the platform for you to excel while enjoying flexibility and professional development.

• Take ownership of end-to-end sales operations for gourmet mass products, ensuring both volume and value targets are achieved through strategic distributor management and customer engagement.
• Enjoy a hybrid work model that supports your work-life balance while enabling you to collaborate closely with cross-functional teams at local, regional, and global levels.
• Leverage your experience in FMCG or F&B sales management to drive business growth, launch new products, and develop innovative strategies that elevate brand presence and profitability.

What you'll do:

As National Sales Manager Horeca, you will play a central role in shaping the gourmet sales landscape across Indonesia. Your day-to-day responsibilities will involve leading a dedicated sales team through recruitment and ongoing development while motivating them towards achieving ambitious targets. You will manage distributor relationships from initial selection through to designing tailored service packages that maximise market potential. By leveraging your analytical skills, you will craft detailed business strategies covering market segmentation, territory expansion, pricing optimisation, and product innovation. Your stewardship over P&L ensures financial health by balancing revenue growth with cost control. Collaboration is key; you will work closely with internal teams at all levels as well as external partners to deliver on brand ambitions. Success in this role means consistently delivering the right products efficiently to target customers while driving sustainable growth through strong relationship-building and strategic execution.

• Oversee the complete development and management of the sales team including recruitment, retention, capability building through training and succession planning, as well as fostering motivation and engagement to achieve business goals.
• Lead distributor management from selection to designing route-to-market strategies and service packages, ensuring effective salesmanship, system implementation, process execution, and achievement of business objectives.
• Develop comprehensive business strategies encompassing market analytics, segment expansion plans, territory growth initiatives, pricing strategies, product application plans, and drive their execution with rigorous monitoring.
• Act as the P&L owner for gourmet mass products by steering financial KPIs through top-line development and cost management to deliver targeted bottom-line results.
• Collaborate extensively with internal stakeholders across local, regional, and global functions as well as external partners to ensure seamless execution of brand ambitions.
• Drive the successful launch of new products by coordinating resources internally and externally for optimal brand positioning and in-store execution.
• Monitor overall business achievement through regular assessment of sales volume, number of customer accounts, and business growth trajectory.
• Ensure timely delivery of the right products to the right areas, segments, and customers by optimising distribution processes for efficiency.
• Build sustainable business growth by nurturing relationships with key customers and distributor partners while identifying opportunities for expansion.
• Champion cross-functional teamwork to align on business objectives and support continuous improvement initiatives.

What you bring:

Your proven experience as National Sales Manager for Horeca will be demonstrated through your extensive background in sales management within FMCG or F&B industries. You bring not only technical expertise but also strong interpersonal skills that foster trust among distributor partners and internal stakeholders. Your fluency in English allows you to communicate effectively across multicultural environments. With deep knowledge of distribution processes coupled with advanced analytical capabilities, you are adept at identifying opportunities for improvement based on market insights. Your leadership style is supportive—motivating teams towards collective achievement while nurturing their growth. The ability to travel frequently reflects your commitment to hands-on relationship-building. Experience working collaboratively across functions further strengthens your capacity for aligning on shared objectives. These qualities collectively position you as an ideal candidate who can drive sustainable business success while maintaining high standards of professionalism.

• Bachelor’s degree from a reputable university is required for this position.
• At least 8 years’ experience in sales management and distribution within top FMCG or F&B sectors is essential.
• Fluency in English is mandatory to facilitate effective communication across diverse teams.
• Deep knowledge of distribution processes and best practices enables you to optimise operational efficiency.
• Exceptional communication and interpersonal skills allow you to build lasting relationships with partners and stakeholders.
• Proven track record in developing successful distribution strategies that drive both growth and profitability is highly valued.
• Advanced analytical abilities empower you to interpret data and market trends for strategic decision-making.
• Ability to lead teams with empathy motivates members towards shared goals while supporting their professional development.
• Willingness to travel up to 50% ensures hands-on engagement with distributors and customers across regions.
• Experience collaborating across functions enhances your ability to align on objectives and deliver results.

What sets this company apart:

This organisation stands out as a global leader renowned for its commitment to excellence in gourmet products. Employees benefit from a culture that values collaboration across international boundaries—local teams connect seamlessly with regional and global counterparts for shared success. The company prioritises professional development through ongoing training opportunities designed to enhance both technical skills and leadership capabilities. Flexible hybrid working arrangements support work-life balance without compromising productivity or engagement. The focus on sustainable business growth means employees are encouraged to innovate responsibly while contributing meaningfully toward long-term objectives. Working here means joining a network where your contributions are recognised within a supportive environment that fosters personal advancement alongside organisational achievement.

What's next:

If you are ready to take your career in gourmet sales management to new heights within a collaborative global environment, this is your moment!

Apply today by clicking on the link provided.

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