Executive recruitment company Monroe Consulting Group Indonesia is recruiting on behalf of a Global FMCG Company. Our client seeks a Commercial Unit Head (Nationwide) to drive an accelerated growth agenda in Indonesia, a priority growth market, within the West Asia business by establishing the most effective consumer penetration driving initiatives from insight to execution. The job is based in Jakarta, Indonesia.
Key Responsibilities:
- Deliver in-market sales by setting key measurable targets for assigned accounts/territory.
- Manage budget as per TE plan, and other financial KPI targets.
- Manage and coordinate the implementation of marketing and sales activities.
- Effectively manage distributor to drive performance accountability against KPIs and Lead and manage the sales force to achieve excellence in trade executions. Ensure the National Distributor sales team is properly briefed on the Key Account Development Plan, including the resources and strategies needed to achieve the plan.
- Manage the Distributor to drive excellence in service levels to maximize on-shelf availability in stores.
- Review the fit-for-purpose viability of the distributor partner & deliver cost-effective Cost To Serve solutions for scaling up the Indonesia business over time.
- Develop customer account plans in collaboration with the Distributor to win key accounts - customer engagement, business growth, and excellence in physical availability.
- Monitor Top Key Accounts performance with support from the KAM team within the distributor team.
- Optimize range, distribution, points of engagement in-store, value, and promotional metrics to continually add to customer value and ensure excellent execution in place.
- Effective and efficient management and deployment of Activities and Trade Expenditure and/or Trading terms.
- Effective budget management to support category initiatives within priority customers.
- Focus on developing superior partnering skills both internally and externally, shows strategic ability at the customer level.
- Proactively impact and influence key stakeholders leading with vision & purpose to obtain relevant approvals of growth acceleration investment proposals.
- Represent Indonesian markets in internal S&OP+ meetings and ATGs to ensure the vision and goals are backed up with operational delivery to support them.
- Represent Indonesia in strategic demand forums and annual planning processes.
- Establish key measures and continuously monitor the results and impact of the business model changes to the business in terms of finances, processes, and people.
- Develop close working partnerships with cross-functional teams.
- Establish clear governance and control guardrails in Indonesia and monitor compliance with these.
- This role is part of the West Asia Leadership Team and plays a proactive role in delivering the total West Asia business results.
- Contributes to building capability in the WALT to drive exponential growth with solid and innovative ideas and solutions that could also be applied to other markets.
Job Qualifications:
- Relevant recognized University graduate, preferably a Master's degree or higher.
- 7+ Years at middle to senior sales management level in Indonesia.
- Sales & business management background with experience managing local and international key accounts and convenience stores in FMCG.
- Has in-depth expert knowledge and broad, long-term perspective in the consumer goods industries and RTM business models, particularly in developing and complex markets, through market trend analysis, strategic outlook assessment, and developing key strategies for driving growth.
- Proven track record through experience in influencing external stakeholders in the Indonesian market beyond customer and distributor stakeholders - e.g., Government agencies, etc.
- Proven success in the Indonesian market in using market best practices and knowledge of internal and/or external insights in solving business issues/problems that are highly complex in driving change of RTM business models, achieving significant improvement in business results.
- Strong experience in managing distributors through a complex supply network.
- Agile, smart, innovative, out-of-the-box, entrepreneurial mindset with strong commitment/persistence to make the business successful.
- Fluent in English and have a strong ability to impact and influence key stakeholders and lead with vision and purpose.
- Proven credentials in strategic business planning, sales planning, and forecasting with a positive can-do mindset.
- Has strong potential to grow in the business as an expert/people leader/general management career path in the longer term.
- Willing to travel for market/industry visits/relevant meetings as and when required.
