Sales Director

Job Purpose

The Sales Director is responsible for developing and executing the company's overall sales strategy to achieve revenue, profitability, and market expansion objectives. This role oversees all sales channels, including General Trade (GT), Modern Trade (MT), E-Commerce, and Distributor Management, while ensuring strong customer relationships, effective sales operations, and high-performing sales teams across Indonesia. 

Responsibilities : 

Strategic Leadership

• Develop and execute short-term and long-term national sales strategies aligned with company objectives.

• Define annual sales targets, budgets, and growth initiatives.

• Identify new business opportunities, expansion areas, and strategic partnerships.

• Analyze market trends, competitor activities, and customer insights to maintain competitive advantage.

Sales Management

• Lead, coach, and manage National Sales Managers, Key Account Managers, Area Sales Managers, and Sales Supervisors.

• Drive achievement of monthly, quarterly, and annual sales targets.

• Monitor sales performance and implement corrective action plans when necessary.

• Establish sales forecasting and demand planning with relevant departments.

Channel Development

• Oversee General Trade (GT), Modern Trade (MT), Key Accounts, and Distributor performance.

• Develop channel-specific growth strategies.

• Strengthen distributor network and ensure market coverage optimization.

• Negotiate strategic commercial agreements with key customers.

Business Development

• Build strong relationships with strategic customers, distributors, and retail partners.

• Identify new distribution opportunities and geographic expansion.

• Lead annual business reviews with key accounts.

Financial Management

• Prepare annual sales budgets and monitor expenses.

• Ensure profitability through pricing strategy, trade investment, and sales mix optimization.

• Monitor gross margin and sales ROI.

Cross-Functional Collaboration

• Collaborate with Marketing to execute promotional campaigns and product launches.

• Coordinate with Supply Chain to ensure product availability.

• Work closely with Finance regarding sales forecasting, collections, and credit management.

• Support HR in sales organization development and succession planning.

Performance Management

• Establish KPIs and performance metrics across the sales organization.

• Conduct regular performance reviews and coaching sessions.

• Develop talent and succession plans for future leadership.

Reporting & Compliance

• Present sales performance reports to executive management.

• Ensure compliance with company policies, commercial agreements, and legal regulations.

• Maintain accurate sales forecasting and pipeline reporting.

Requirements

• Bachelor's Degree in Business, Marketing, Management, or a related field.

• Minimum 10 years of sales experience, with at least 5 years in a senior sales leadership role.

• Proven experience managing nationwide sales operations.

• Strong understanding of General Trade (GT), Modern Trade (MT), Key Accounts, and distributor management.

• Experience in FMCG, Cosmetics, Beauty, Consumer Goods, or Retail industries is highly preferred.

• Strong leadership, strategic planning, and commercial negotiation skills.

• Excellent analytical, communication, and presentation abilities.

• Proficient in Microsoft Excel and PowerPoint; experience with CRM systems is an advantage.

• Willing to travel extensively for business.