AREA DISTRIBUTOR EXECUTIVE (MANADO)

This position will remain open until filled.

Local Applicants Welcome

Department: Sales
Location: Manado, North Sulawesi, Indonesia
Reporting to: Area Manager 
Role: Permanent

Area Distributor Executive (Manado)

As an Area Distributor Executive, you will play a critical role in driving JTI's commercial success within your assigned territory. Working closely with distributor partners, you will ensure excellent execution of sales and distribution strategies, strengthen market coverage, drive field performance, and support the achievement of volume, productivity, and profitability targets.

As the Area Distributor Executive, you will:

Distributor Operations Management

• Execute JTI's route-to-market and coverage strategy to ensure effective product distribution across the assigned territory.
• Monitor distributor sales performance and implement action plans to achieve sales and productivity targets.
• Ensure optimal inventory levels and product availability across channels through effective stock and service-level management.
• Build and maintain strong partnerships with distributor stakeholders to drive sustainable business growth.
• Ensure adherence to JTI business processes, systems, and operational standards.

Sales Execution & Market Development

• Drive sales growth and strengthen market presence within the assigned area.
• Identify opportunities to improve distribution coverage, productivity, and execution excellence.
• Monitor territory performance and recommend actions to maximize commercial results.
• Collaborate with cross-functional teams to ensure effective implementation of commercial initiatives.

Trade & Field Marketing Execution

• Partner closely with Field Marketing teams to execute trade and marketing programs within the territory.
• Ensure effective utilization of trade programs and promotional activities.
• Monitor program effectiveness and provide market feedback to support continuous improvement.

Distributor Financial Management

• Support distributor financial governance and administrative processes in accordance with company policies.
• Monitor key financial indicators related to distributor operations, including payment compliance and overall financial health.
• Ensure distributor activities comply with internal controls and established business processes.

People Leadership & Capability Development

• Coach, guide, and influence distributor sales teams to improve performance and productivity.
• Monitor team effectiveness and identify development opportunities.
• Foster a high-performance culture focused on execution excellence and business results.

Requirements

• Bachelor's Degree in any discipline.
• Minimum 3 years of relevant supervisory experience in sales, channel management, distribution, or field trade marketing within a multinational FMCG, tobacco, or consumer goods environment.
• Proven experience managing distributors and driving sales performance through distributor networks.
• Strong understanding of sales operations, territory management, and route-to-market principles.
• Experience leading, coaching, or influencing field sales teams.
• Strong commercial acumen with the ability to analyze performance and identify growth opportunities.
• Excellent stakeholder management, negotiation, and relationship-building skills.
• Strong planning, problem-solving, and execution capabilities.
• Proficiency in Microsoft Office applications.
• Fluent in Bahasa Indonesia with a good command of English.
• Willingness to work extensively in the field within the assigned territory.