Distributor Development Leader - Greater Jakarta

Job Purpose/Overview:

• The Distributor Development Leader (DDL) is responsible for setting and implementing strategies and directions for MARS Snacking (Indonesia) across all channels (GT & MT) through the Distributor and Sub-distributor network.
• Focus development is a general trade channel: Strategy, Drive product distribution (Numeric Distribution (ND) and Visibility performance, Ensure effective execution of trade marketing programs. Manage for the modern trade channel business in the Region: Review and manage distributor service level performance, including order fulfilment, delivery efficiency, and customer service standards, ensure promotional activities are executed according to approved timelines, budgets, and company guidelines.
• The incumbent has to be able to effectively build Mars Snacking (Indonesia), Enhance distributor capabilities in sales operations, route-to-market execution, forecasting and inventory management.
• Responsible in building and sustaining relations with Local Key Accounts as well as Distributor & Sub-Distributor owners and its personnel.
• He or She must be engaged, embrace, and live Mars culture and most importantly the 5 principles.
• He or She will base in Jakarta and oversee the respective region.

Key Responsibilities:

Volume

• Achieve regional sales volume, value, and developing focused product.
• Forecast: Participate in the trade sales demand forecast- Rolling 13 Periods.
• Review distributor profitability, stock holding, and service levels.

Distribution

• Ensure achievement of numeric distribution, weighted distribution, and coverage objectives.
• Responsible for the achievement of distributor and Top Accounts Call Effectivity objectives.
• Distributor Model: Implement 'a cost-efficient' Distributor Model.

Trade Execution & Promotional Effectiveness

• Ensure timely and effective implementation of trade promotions and marketing programs.
• Conduct regular market visits to monitor execution quality.
• Evaluate promotional effectiveness and recommend improvements for future activities.

Team Leadership & Capability Development

• Lead, coach, and develop Sales Distributor Team (ASM, SPV) and other sales team members.
• Foster a high-performance culture focused on accountability, collaboration, and continuous improvement.
• Develop succession plans and strengthen organizational capability within the region.

Financial & Compliance Management

• Manage sales budgets and distributor investments within approved allocations.
• Ensure efficient utilization of trade spending and promotional budgets.
• Monitor distributor claims and commercial expenditures.
• Ensure compliance with company policies, financial controls, and audit requirements.

Systems / Organization Development

• Training & Development (including auxiliary sales team): 1) Participate in the program curriculum for distributor managers; 2) Track individual training plan progress.
• Talent Management: Participate in the process/plan of selecting and developing the best leadership talent of the trade-sales team.
• Organization Development: 1) Participate in the development and responsible for the implementation of interventions towards the "ideal trade sales culture"; 2) Participate in the evaluation of effectiveness and efficiency of trade sales tools, enabling equipment/software and recommend areas for improvement.

Relationship Building

• Building relationships with Distributor & Sub-Distributor owners.

Job Specifications/Qualifications:

• College Graduate - Degree in business or any relevant discipline.
• Must possess a driver’s license.
• Min 3 years in Sales in FMCG.
• Min 1 year in Sales in FMCG handling Modern Trade Accounts.
• Min 1 year in Sales in FMCG handling General Trade Accounts.