Vacancies Head of General Trade

Job Purpose

1. Ensure the organization has the rightresources 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 companys 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 theexecution of Sell-In Sell-Out and Offtake activities a core responsibility that contributes approximately 5085% of the companys total sales revenue.
5. Design and implementprofitability strategies for both distributors and retailers to ensure business sustainability and competitive advantage in the market.
6. Lead develop and upskill thenational 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 ensureend-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 of5 years in a senior management role within Sales.
2. Experience in the building materials industry is preferred.
3. Strongleadership stakeholder management project management and decision-making skills.
4. Excellentanalytical thinking business presentation and negotiation abilities.
5. Strongbusiness acumen with solid financial understanding.
6. Goodinterpersonal skills and result-oriented mindset.
7. Ability to createvalue propositions and drive results through effective communication and presentation.
8. Basic understanding ofcross-functional processes and financial concepts related to sales and cost to serve.

Education

Bachelors or Masters degree inSales 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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