Commercial Director, FMCG (Jakarta)
Role Overview
The Commercial Director is a core leadership role responsible for building Company’s offline commercial engine in Indonesia. This role owns relationships with Modern Trade (Key Account) retailers, regional distributors, and overall offline execution excellence.
You will act as a business builder, not just an account manager — owning strategy, team leadership, and hands-on negotiations during the company’s early stage.
Key Responsibilities
- Develop and execute national offline sales strategy (Modern Trade + selected regional distributors)
- Lead negotiations with major accounts (supermarkets, mini-marts, lifestyle stores, health & beauty, and pharmacy chains) on listing, trading terms, and promotions
- Select, appoint, and manage regional sub-distributors where appropriate
- Develop and execute in-store brand activation programs (POSM, planogram, visibility standards) across touchpoints
- Own offline sales forecast, sell-in/sell-out tracking, trade promotion planning, and trade investment efficiency
- Build and manage a small sales team covering Key Account and regional distributors over time
- Coordinate with marketing and e-commerce teams for omni-channel execution
Preferred Background
- 5-8 years sales management experience from well known FMCGs
- Strong background in wellness, healthcare, and homecare categories
- Strong relationship and negotiation capability with Indonesian Modern Trade retailers
- Prior experience managing a small team (3-5 people)
- Entrepreneurial mindset; comfortable with ambiguity and hands-on execution