Head of Sales

Head of Sales (FMCG/ Based in Indonesia) Overview

The General Manager, Sales is the head of the End Market teams in assigned markets, responsible for directing and leading all activities related to generating sales for the group. The incumbent will be responsible for Indonesia Sales and all other supporting function teams. The role develops, manages, and oversees implementation of management-aligned commercial strategies, plans and processes—including route to market strategy, trade promotions, and trade activations, with direct P&L responsibility for business units in the assigned markets. The candidate is action-oriented, strategic, and strong in tactical planning and execution, and will drive effective sales and trade marketing plans based on measurable objectives and ROI, identifying opportunities and enabling the sales team to grow the business.

Responsibilities and Duties

• Management of Indonesia business units.
• Take ownership of sales and related departments: setting goals/targets, developing strategies, assessing team performance, aligning sales goals with profitability.
• Design, strategize, and implement comprehensive sales and trade marketing plans to grow the company's brands in collaboration with internal and external stakeholders.
• Develop, implement, and assess department effectiveness within the Indonesia business unit; identify errors and adjust strategies to reach targets and improve profitability, sales, and revenue while optimizing expenses.
• Align the sales organization's objectives with the firm's business strategy through participation in corporate planning, sales strategy development, forecasting, resource planning, and budgeting.
• Lead with various Sales & Marketing and backend supporting sections in Indonesia to drive the team and deliver high performance.
• Meet assigned targets for profitable sales volume, market share, and other key financial objectives.
• Establish learning and development objectives for the sales organization; oversee delivery of training, monitor ROI of development investments, and ensure outcomes.
• Establish Indonesian business unit performance management system, guiding principles, and key measures for sales and backend roles.
• Oversee all sales channels, markets, and personnel; ensure accountability for results across sales and backend functions.
• Analyze business tactics, sales strategies, performance, competitors, and market research.
• Set sales targets, assess initiatives' effectiveness, monitor and forecast performance, and present analyses and strategy recommendations to stakeholders.

Qualifications & Requirements (Education, Experience, Skills, Knowledge, Etc)

• Bachelor's degree in Sales/Marketing, Business Administration, or related field.
• Minimum of 10 years of experience in a commercial function, with leadership experience in developing and executing sales and trade marketing strategies at a regional level, in roles such as Head of Sales, Head of Commercial, Sales Director, etc., in the industry.
• Preferred industry experience in tobacco with well-known tobacco companies.
• Proven relationship-building skills with internal and external partners.
• Strong data-driven decision-making, ROI and metrics focus.
• Superior communication skills with stakeholders and cross-functional partners.
• Proficient in MS Word, PowerPoint, and Excel for presentations and reports.
• Entrepreneurial mindset with creative, strategic, and detail-oriented execution skills.
• Ability to prioritize and manage multiple projects, be self-motivated, proactive, and maintain composure under pressure.
• Exceptional leadership skills to guide a cross-functional team toward a common vision.
• Experience in aligning team performance with sales goals and cross-functional collaboration.
• Entrepreneurial drive to grow in a fast-paced market; change agent who develops innovative strategies.
• Strong problem-solving abilities to identify and address internal and external challenges affecting sales opportunities.
• Customer advocacy and strong liaison skills; ability to meet deadlines and targets.
• Good teamwork and collaborative working style.
• Organized, responsible, honest, reliable, and committed to tasks.
• Ability to work under time pressure and handle stress.
• Willingness to travel as required.

Seniority level

• Director

Employment type

• Full-time

Industries

• Tobacco Manufacturing

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