Director, Distributor Development

The Distribution Development Director will play a pivotal role in expanding our cigarette distribution network across Indonesia. Reporting to the General Manager, the role focuses on identifying, onboarding, and building partnerships with capable distributors who can deliver sustainable volume growth.

Success in this role is defined by speed of execution and measurable results. The Director is expected to establish a strong pipeline of distributors, convert them into long-term partners, and ensure consistent order flow in line with agreed business targets. From day one, performance will be tracked against clear KPIs, with expectations of visible impact within the first few months.

This is a high-impact, performance-driven position designed for ambitious professionals who thrive in fast-moving environments. Outstanding performers will be rewarded with an industry-leading commission structure that offers income potential well above market benchmarks.

By continuously expanding and strengthening the distributor base, the Distribution Development Director ensures our brands are firmly established in the Indonesian market, contributing directly to the company's aggressive growth agenda.

Responsibilities:

1. Distributor Acquisition & Onboarding

2. Identify, approach, and secure new distributors across priority regions in Indonesia.

3. Conduct due diligence to ensure distributors meet company requirements for financial stability, reach, and operational capability.
4. Negotiate and finalize distributor agreements in line with company policies and packages.

2. Performance Delivery

• Drive initial and repeat orders from newly signed distributors to ensure rapid volume growth.
• Establish clear sales targets with each distributor and track performance against agreed commitments.
• Provide regular performance updates to the General Manager with recommendations for corrective actions where needed.

3. Pipeline Development

• Maintain a strong and continuously updated pipeline of prospective distributors to ensure ongoing expansion opportunities.
• Build relationships with potential partners and prepare them for rapid onboarding when opportunities arise.

4. Market Coverage & Expansion

• Ensure distributors are aligned with the company's market coverage expectations, including penetration into traditional trade and high-potential retail channels.
• Monitor competitor distribution models and identify opportunities to strengthen our network.

5. Relationship Management

• Act as the key point of contact between the company and distributors, ensuring trust, transparency, and compliance with partnership terms.
• Support distributors in resolving operational bottlenecks (ordering, delivery, trade terms) to secure sustained order flow.

6. Accountability & Reporting

• Deliver measurable results within defined timeframes; performance will be tracked against new distributor signings and volumes generated.
• Prepare concise reports and dashboards for management review on distributor pipeline, sales volumes, and order trends.

Requirements:

• Bachelor's degree preferred, though proven commercial results in distribution, sales, or business development are valued above formal education.

• Strong background in FMCG distribution, tobacco, alcohol, or similar route-to-market industries in Indonesia.

• Demonstrated success in identifying, onboarding, and growing distributor partnerships.

• Proven track record of meeting or exceeding aggressive sales or volume targets.

• Strong negotiation and closing skills with the ability to influence senior distributor decision-makers.

• Deep understanding of Indonesia's traditional trade and retail landscape.
• Commercially driven with a "hunter" mentality — focused on results, speed, and execution.

• Ability to build and maintain long-term relationships while holding partners accountable to agreed commitments.

• Proficiency in sales reporting and pipeline management tools (Excel, CRM, or equivalent).

• Strong presentation and communication skills, both in Bahasa Indonesia and English.

• Highly ambitious and self-motivated, thriving in a performance-driven culture.

• Resilient under pressure with the ability to deliver visible impact quickly.

• Entrepreneurial mindset: able to work with limited resources and still drive strong outcomes.

• Based in Indonesia with flexibility to travel extensively within the country.

• Fluent in Bahasa Indonesia; working knowledge of English preferred.