Area Manager FMCG – General Trade & Food

Job Title: Area Manager  FMCG – General Trade & Food Services Department: Sales & Distribution
Location: Jabodetabek

Job Description:

As an Area Manager for General Trade and Food Services, you will be responsible for driving sales growth, managing distributor performance, and ensuring operational excellence across your assigned area. You will oversee the execution of trade marketing programs, manage relationships with key accounts (wholesalers, agents, and foodservice clients), and lead a sales team to meet revenue, volume, and distribution objectives.

Key Responsibilities:

• Develop and execute area sales strategies to achieve sales volume, revenue, and distribution targets in General Trade (GT) and Food Service (FS) channels.
• Manage and supervise distributor operations, including inventory control, route-to-market efficiency, and on-time order fulfillment.
• Lead, coach, and develop a team of Sales Supervisors and Sales Representatives to drive execution and territory growth.
• Monitor key performance indicators (KPIs) for sales teams and distributors; take corrective actions when needed.
• Build strong relationships with wholesalers, retailers, Horeca (Hotel, Restaurant, Catering) accounts, and food service operators.
• Ensure the implementation of trade marketing initiatives, promotional activities, and visibility programs at the point of sale.
• Analyze market trends, competitor activities, and customer feedback to identify growth opportunities and risks.
• Collaborate with supply chain, marketing, and finance teams to ensure effective sales operations and customer satisfaction.
• Monitor pricing, credit terms, and payment collection to minimize risk and ensure financial compliance.
• Provide regular reports and insights to management on sales performance, market conditions, and execution gaps.

Qualifications:

• Bachelor’s degree in Business Administration, Marketing, or a related field.
• Minimum 5 years of experience in sales, with at least 2 years in a managerial role handling General Trade and/or Food Service channels.
• Proven track record in distributor management, channel development, and sales team leadership.
• Strong knowledge of GT and FS channel dynamics, route-to-market strategies, and customer management.
• Excellent leadership, communication, and negotiation skills.
• Analytical and result-oriented with a strong business acumen.
• Willing to travel extensively within the assigned area.
• Proficient in Microsoft Office and sales reporting tools (e.g., SAP, Salesforce, Power BI).