Sales Force Effectiveness & Distribution Management Manager

• Develop and update Route to Market (RTM) strategies based on market dynamics and business needs.
• Monitor and analyze Sales Force KPIs, sales performance, field productivity, and territory effectiveness to identify areas for improvement.
• Provide data-driven recommendations for sales and distribution targets, including outlet coverage and distribution depth.
• Manage the distributor network, including distributor appointment, dealership transfer, closure, expansion, performance review, and financial matters such as AR, credit limits, and claims.
• Develop and evaluate sales incentive and bonus schemes to support business and sales objectives.
• Identify sales capability gaps and collaborate with team to develop and implement relevant training programs.
• Prepare management reports and provide insights and recommendations on business growth opportunities and performance improvement.
• Develop and ensure the implementation of Distributor Management SOPs and compliance with company policies, legal requirements, and cooperation agreements.

Job Qualifications

• Bachelor’s degree (S1) in Management, Industrial Engineering, Statistics, Business, or a related field.
• Minimum 5 years of experience in Sales Operations, Sales Force Effectiveness (SFE), Commercial Excellence, Distribution Management, or related functions, preferably within the FMCG or distribution industry.
• Strong analytical and data management skills, with proficiency in Advanced Excel and data visualization tools such as Power BI or Tableau and Distribution Management Systems (DMS).
• Strong negotiation, stakeholder management, and communication skills.
• Good understanding of basic financial management, particularly Accounts Receivable (AR), credit limits/credit policies, promotional claims, and return claims.
• Strong understanding of sales force management, distributor operations, territory management, and commercial performance analysis.
• Able to translate data and business insights into actionable recommendations and strategic initiatives.
• Willing to be based at the Head Office in South Jakarta and able to take business trips as required.