Business Operation Excellence and RTM Manager

This role is responsible for driving sales effectiveness, operational excellence, and Route‑to‑Market execution across all trade channels in Indonesia. The incumbent will lead the design, implementation, and optimization of sales strategies, distributor operations, and sales force productivity, using data, analytics, and structured ways of working to deliver sustainable growth.

Key focus areas include:

• Route‑to‑Market strategy: End‑to‑end ownership of RTM for ANI Indonesia, covering segmentation, outlet classification, coverage models, and direct/indirect distributor management.
• Sales force effectiveness: Improving productivity through KPIs, way‑of‑working design, incentive schemes, and capability development in collaboration with Sales Capability teams.
• Distributor & sub‑distributor management: Driving performance, coverage expansion, service levels, and execution discipline across distributors and sub‑distributors.
• Sales operations & analytics: Tracking and improving KPIs such as coverage, call productivity, IMS, sell‑out, outlet transactions, and key account plans.
• Process & system enablement: Designing and refining sales processes, meeting cadence, and digital tools (e.g. ASSIST) to support tracking, coaching, and execution excellence.
• Stakeholder & relationship management: Partnering closely with internal teams (Commercial, Marketing, Category Development, C&B) and distributor leadership to ensure alignment and results.
• Strategic contribution: Providing insights and recommendations to management on sales strategy, RTM effectiveness, and business process improvements in a complex, dynamic market.

Requirements

• Minimum of 5-6 years in sales field (GT and MT) with a reputed FMCG company
• Strong understanding on sales Operation and Sales analytics
• Good in business acumen
• Proven track record on developing territory/area/RTM
• Sharp negotiation and influencing skills
• Understanding of the retail environment 
• Analytical skills
• Networking and strong orientation towards customer management
• Ability to handle pressure in a dynamic environment
• Ability to handle complex and diverse business situations

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