Head of GT Excellence

This position owns end‑to‑end General Trade (GT) distribution strategy and execution excellence by defining coverage models, execution standards, distributor effectiveness, and governance to enable sustainable GT growth.

The Head of GT Excellence is a critical growth enabler, ensuring that GT strategy is translated into disciplined execution on scale. By owning distribution strategy, execution standards, and distributor effectiveness, this role ensures GT remains a sustainable and competitive growth engine for the business.

1.Key Accountabilities:GT Distribution Strategy & Coverage ExcellenceDefine and own the GT distribution strategy, including numeric and weighted distribution, outlet universe segmentation, coverage models, and route‑to‑market effectiveness.Establish clear GT expansion and penetration priorities aligned with business growth ambitions.Translate GT strategy into practical coverage and deployment guidelines for Zones and distributors.Key stakeholders: Sales Director, Head of Zone, Associate Director – Category & Commercial Strategy, Finance

2.Execution Excellence Framework & StandardsDevelop and institutionalize GT execution excellence frameworks, including in‑store execution standards, call effectiveness, assortment compliance, visibility, and activation principles.Ensure consistent execution standards are applied across regions, zones, and distributors.Continuously elevate execution quality through best‑practice sharing and performance benchmarking.Key stakeholders: Head of Zone, Sales Operations, Sales Capability, Category & Commercial Strategy

3.Distributor Effectiveness & GovernanceOwn the distributor operating model for GT, including capability expectations, performance management, and governance mechanisms.Define KPIs and scorecards to track distributor productivity, service level, and execution quality.Partner with Finance to ensure distributor economics, incentives, and investments support sustainable growth.Key stakeholders: Finance, Head of Zone, Sales Operations, Supply Chain (as applicable).

4.GT Capability & Enablement (Non‑HR)Define GT capability requirements related to execution excellence, distributor management, and field effectiveness.Work closely with Sales Capability and HR to ensure capability frameworks, learning priorities, and role expectations are aligned with GT excellence standards.Act as a thought partner to strengthen GT execution mindset across the Sales organization.Key stakeholders: HR (L&D / HRBP), Sales Capability, Head of Zone.

5.Performance Governance & Continuous ImprovementEstablish governance rhythms to review GT execution performance, coverage effectiveness, and distribution gaps.Identify systemic execution issues and lead cross‑functional problem solving to close performance gaps.Drive continuous improvement initiatives leveraging data, insights, and field feedback.Key stakeholders: Sales Operations, Commercial Insights, Finance, Head of Zone, Category & Commercial Strategy.

Requirements:Bachelor’s Degree (S1) is required, preferably in: Business Administration, Marketing, Management, Economics, Industrial Engineering or related fields.Minimum 10 years of progressive experience in FMCG sales with deep expertise in GT distribution strategy, execution excellence, distributor management, route‑to‑market optimization, and leading large-scale GT transformation.At least 5 years of people management experience and track record of developing talent.Strong understanding in General Trade, handling large‑scale distribution networks and complex route‑to‑market structures.Proven track record of achieving and exceeding sales targets.Demonstrated capability in leading GT transformation or major improvements in distribution and field execution.Both sales and channel / trade marketing experience handling large customers & categories would be preferred.Strong data analytical skills and familiarity with Distributor Management Systems.Strong skills in leadership, collaboration, influencing, analysis and communicationAbility to thrive & be agile in ambiguous and unstructured environments.Strong capability to interpret and leverage GT analytics, including Numeric & weighted distribution, Outlet segmentation, Productivity metrics, Distributor performance dashboards.Advanced proficiency in Microsoft Office.Deep understanding of: Route‑to‑Market (RTM) frameworks, Coverage & territory planning tools, Trade census / market mapping tools, Execution standards design (Perfect Store, PoS analytics), and project management.Fluency and excellent communication skills in English and Bahasa.Strong strategic leadership, advanced analytical capability, deep RTM expertise, proven transformation leadership, and excellent stakeholder management and communication skills.Willing to be placed in BSD, Tangerang Selatan, Banten.