Regional Sales Planning Manager

4 days ago

Jakarta, Jakarta, Indonesia OATSIDE Full time 45,000,000 - 1,350,000,000 per year

Core Purpose

Ensure the sales organization has the right targets, forecasts, trade plans, pricing, and execution strategies to deliver sustainable revenue and profitable growth across countries

Key Focus Areas

1. Sales Forecasting & Demand Planning

  • Own the monthly and quarterly sales forecasting process.
  • Align with Supply Chain, Finance, and Sales to ensure accurate demand planning.

2. Target Setting & Performance Planning

  • Set monthly/quarterly sales targets by
    region, channel, SKU
    .
  • Build capacity plans and ensure target realism and stretch balance.

3. Trade Promotion & Pricing Strategy

  • Plan trade promotions and conduct
    post-promotion evaluations
    .
  • Develop pricing strategies, discount structures, and trade spend guardrails.
  • Conduct
    gross margin & contribution margin
    analysis.
  • Run
    scenario modelling
    for sales plans, promotions, and pricing changes.
  • Maintain approval controls for trade investments and sales programs.

4. Route-to-Market (RTM) Strategy

  • Optimize GT/MT distribution network, coverage, and assortment.
  • Assess distributor performance and support RTM improvements.

5. Sales Execution & Tracking

  • Monitor outlet execution, strike rate, visibility, and distribution metrics.
  • Provide insights and dashboards to drive accountability and action.

6. Stakeholder Partnership

  • Work closely with the
    Sales Director
    and
    Country Manager
    on growth strategy, performance reviews, and opportunity sizing.

Qualifications:

  • Diploma or Bachelor's Degree in any fields.
  • 5–8 years of experience in
    Sales Planning, Commercial Finance, Revenue Growth Management (RGM), Trade Marketing
    , or
    Sales Operations
    .
  • Strong exposure to
    FMCG
    environment (beverage, dairy, food, personal care, or household categories).
  • Hands-on experience with: Sales forecasting and demand planning, Target setting and sales performance tracking, Trade promotion planning & ROI analysis, Pricing analysis and margin management, Solid understanding of
    General Trade (GT)
    and
    Modern Trade (MT)
    route-to-market models.

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