Head of General Trade

Job Purpose

1. Ensure the organization has the right resources, capabilities, and processes to support nationwide sales execution for the SSO (Small Store Operation) segment.
2. Develop and execute national sales strategies that align with the company’s overall business goals and market expansion plans
3. Drive the achievement of key sales KPIs, including distribution reach, depth, productivity, and performance across all regions and distributors.
4. Manage the execution of Sell-In, Sell-Out, and Offtake activities — a core responsibility that contributes approximately 50–85% of the company’s total sales revenue.
5. Design and implement profitability strategies for both distributors and retailers to ensure business sustainability and competitive advantage in the market.
6. Lead, develop, and upskill the national sales team, ensuring high performance and alignment with the Sales Competency Framework (SCF).
7. Collaborate effectively with cross-functional teams (e.g., Marketing, Supply Chain, Finance, Key Account) to ensure end-to-end commercial execution and customer satisfaction.

Key Accountabilities

1. Develop and execute sales strategies to achieve SSO segment targets.
2. Drive distributor and retailer profitability to ensure market competitiveness.
3. Execute national Sell-In, Sell-Out, and Offtake activities across the SSO channel.
4. Build and enhance the capability and performance of the sales team.
5. Implement corporate sales programs and tools (e.g. CRM, IBP).
6. Provide demand forecasting and represent SSO in IBP processes.
7. Ensure compliance with corporate policies and HSE standards.
8. Collaborate cross-functionally to support sales execution and service levels.

Key Activities

1. Define sales KPIs for the SSO segment and create action plans to achieve them.
2. Monitor sales performance by analyzing market trends, pricing, and competitor activity.
3. Maintain strong relationships with distributors and key retailers; identify and onboard new partners.
4. Develop national promotion programs in collaboration with relevant departments.
5. Assess distributor operational readiness and territory potential for profitability.
6. Conduct regular business reviews with distributors and recommend improvements.
7. Track retailer pricing and implement tactical actions to improve profitability.
8. Forecast SI/SO targets based on historical data and market conditions.
9. Coordinate with supply chain and marketing to ensure product availability and visibility.
10. Lead the sales team through structured development plans and SCF-based training.
11. Roll out company sales programs and support corporate project execution.
12. Provide accurate demand forecasts and participate in monthly IBP/CR reviews.
13. Comply with company policies and promote adherence to HSE standards.
14. Collaborate with internal teams and key account managers to deliver sales plans.

Experience

1. Minimum of 5 years in a senior management role within Sales.
2. Experience in the building materials industry is preferred.
3. Strong leadership, stakeholder management, project management, and decision-making skills.
4. Excellent analytical thinking, business presentation, and negotiation abilities.
5. Strong business acumen with solid financial understanding.
6. Good interpersonal skills and result-oriented mindset.
7. Ability to create value propositions and drive results through effective communication and presentation.
8. Basic understanding of cross-functional processes and financial concepts related to sales and cost to serve.

Education

Bachelor’s or Master’s degree in Sales, Marketing, or Business Administration is preferred.

The role is open to candidates willing to be based in either Jakarta or Surabaya

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