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Associate Manager, Retail Account Management (General Trade)

Surabaya, Indonesia Job ID 1427
Job Number1427


Plan, coordinate, lead and control the Area operations to achieve distribution, display & sales (both value & volume) objectives within budget, time & policy parameters and ensuring the timely collection of receivables and effective management of deals budget.

Essential Duties and Responsibilities:

  • Develop Sales forecast and define allocation for all categories based on trends/ Market/ Category Growth, develop channel sales strategy for geography assigned in consultation with the Reporting Manager
  • Implement sales coverage/deployment plans in all channel based on analyzing past/current result of sales coverage/deployment plans
  • Control the achievement month wise primary & secondary sales objectives of the Area for the entire product range and manage the Service Level
  • Regularly submit, analyze, review and communicate monthly area achievement report to provide corrective action and ensure productivity achievement as per objective
  • Implement strategy to transform distributor partner from basic level into partnership; monitor distributor performance through distributor score card and monthly key customers business review
  • Ensuring the timely collection of receivables; implement the company’s credit policy, maintain day sales outstanding and overdue outstanding as per stipulated norms
  • Strengthen the sales force at assigned area through involvement in the recruitment process, regular training, coaching, and development activities as per objective for sales team in the assigned area (Distributor Manpower)

Required Skills / Experience / Competencies:

  • Minimum Bachelor’s Degree from any discipline with GPA ≥3.00 from reputable university
  • Minimum 7 years experiences in Sales of which 3 years in managerial level as Area Sales Manager
  • Proven track record for sales achievement described in annual performance
  • Experience in similar industry (FMCG)

Preferred Skills / Experience / Competencies:

Technical skills:

  • Computer literate
  • Understand area coverage
  • Merchandising
  • Best retailing practice
  • Distributor Management

Behavioral skills:

  • Leadership - Experience in managing front end distribution team on a day to day basis
  • Goal & Result Oriented
  • Good communication, interpersonal and analytical skills
  • Pro active
  • Negotiation/ influencing skills


  • Achieve Key Sales Objective (Primary / Secondary Sales)
  • Financial Objective (Profitability)
  • Grow Share and Distribution
  • Sales Operation effectiveness (Forecast, Service Level, Route to Market, Join Business Plan, Distributor Management)
  • Drive Sales Fundamentals

Job Requirements:

  • Permanent - Full time job

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