Business Development Manager, F&B (Jakarta)
Job Titile: Business Development Manager
Job Location: Jakarta, Indonesia
Reporting to: CEO & Deputy General Manager
Company Overview:
We are a fast-growing food innovation startup transforming the way protein is produced and
consumed across Southeast Asia. Through advanced mycoprotein fermentation, we aim to strengthen
sustainable food security while delivering high-quality alternative protein solutions to the market.
As we expand our presence in Indonesia, we are seeking a commercially driven Business Development
Manager to accelerate growth within the food service channel.
Job Summary:
- The Business Development Manager (BDM) will drive revenue growth by acquiring, developing, and managing key accounts within the food service and HoReCa sectors, including restaurants, QSR chains, cloud kitchens, caterers, distributors, and institutional buyers.
- This role is responsible for new business acquisition, strategic account expansion, distributor management, and market penetration, while collaborating closely with operations, supply chain, and product teams to ensure strong execution and customer satisfaction.
Key Responsibilities:
- Business Development & Revenue Growth
- Identify, prospect, and onboard new food service clients and distributors.
- Develop and execute strategic sales plans to achieve revenue and margin targets.
- Lead commercial negotiations including pricing, contract terms, and partnership agreements.
- Monitor market trends, competitor activity, and customer needs to identify new growth opportunities.
- Drive territory expansion and market penetration strategies.
- Key Account Management
- Manage and grow existing accounts through upselling, cross-selling, and portfolio expansion.
- Build strong relationships with chefs, purchasing managers, operators, and distributor partners.
- Conduct regular business reviews to ensure performance targets and customer satisfaction are met.
- Ensure strong retention and long-term partnership development.
- Product & Commercial Collaboration
- Work closely with R&D and culinary teams on product trials, tastings, and menu integration.
- Translate customer feedback into actionable product or pricing improvements.
- Support product launches and promotional campaigns within the channel.
- Channel & Distributor Management
- Develop and manage distributor partnerships, including setting sales targets and monitoring performance.
- Provide training, sales materials, and joint customer visits to distributor sales teams.
- Ensure effective territory coverage and in-market execution.
- Forecasting & Performance Reporting
- Prepare sales forecasts, pipeline tracking, and territory performance reports.
- Monitor KPIs including revenue, gross margin, volume growth, and customer acquisition.
- Maintain accurate CRM documentation and sales activity tracking.
Requirements & Qualifications:
- Experience
- Minimum 3-5 years of experience in business development or sales within food service, FMCG, or food manufacturing.
- Proven track record of selling into HoReCa, QSR chains, hotels, caterers, or distributors.
- Experience managing distributor networks is highly preferred.
- Strong understanding of food service operations, menu costing, and supply chain processes.
- Preferably have existing network within Indonesia’s HoReCa or food service industry and an experience in launching new food products into the market.
- Skills & Competencies
- Strong negotiation and closing capabilities.
- Excellent presentation and relationship-building skills.
- Commercially driven with strong revenue ownership mindset.
- Ability to manage long sales cycles and multiple stakeholders.
- Analytical and comfortable with sales data interpretation.
- Self-motivated and target oriented.
- Education
- Bachelor’s degree in Business, Marketing, Food Science, Hospitality, or related field (preferred).
- Additional Requirements
- Willingness to travel frequently within assigned territory.
- Valid driving license (if applicable).
- Proficient in CRM systems, Microsoft Excel, and Google Sheets.