This role requires the candidate to work in Jakarta, Indonesia.

Client Overview:

The client is a newly established subsidiary under a long-standing diversified holding group with roots in natural resources, logistics, and energy. Backed by strong capital reserves, established infrastructure, and decades of operational experience, the Group is expanding into downstream sectors as part of its long-term diversification strategy. One of its major business units operates across agriculture, construction, and machinery manufacturing, reflecting the Group’s broad industrial footprint.

As part of this expansion, the Group has launched a new business unit focused on frozen-food importation, trading, and distribution, sourcing raw and processed frozen products from overseas suppliers. The business is positioned to serve B2B segments such as HORECA, food manufacturers, distributors, modern trade, traditional trade (UMKM), and large-volume buyers—excluding consumer retail channels. The strategic objective is to build a scalable, compliant, and efficient frozen-food operation to support rapid nationwide growth.

Job Role:

The Head of Sales will lead all commercial activities for the frozen-food import and B2B distribution business. This includes developing the sales strategy, building the sales team, securing key accounts, expanding distribution channels, and driving revenue growth in line with the company’s aggressive expansion objectives.

This is a hands-on leadership role suitable for someone with strong experience in frozen food sales, B2B markets, and building commercial infrastructure from zero in an early-stage environment.

Key Responsibilities:

• Build and execute a go-to-market strategy for frozen-food import products, including market mapping, customer segmentation (HORECA, distributors, manufacturers), pricing, margin, discounts, product positioning, and SKU penetration plans.
• Acquire and grow large B2B accounts (hotels, restaurants, café chains, food factories, wholesalers, modern trade buyers) and manage the full sales cycle: prospecting → pitching → negotiation → closing → onboarding → retention.
• Maintain deep knowledge of frozen-food product categories (seafood, poultry, meat, processed frozen, dim sum, vegetables), track market trends, competitor pricing, and customer preferences, and provide input to procurement and operations for SKU planning and volume forecasting.
• Collaborate cross-functionally with procurement, COO, logistics, cold warehouses, and QA/QC to align on stock availability, shipment schedules, MOQ planning, and ensure product readiness and quality.
• Build and lead a high-performing sales team (field sales, key account managers, telesales), develop SOPs for sales operations, customer classification, territory management, reporting, and provide coaching, target monitoring, and performance reviews.
• Set and monitor KPIs including monthly revenue, new account acquisition, repeat order rate, SKU penetration, collection discipline, AR aging, and sales forecast accuracy, and analyze data to recommend improvements.
• Develop and maintain strong long-term relationships with procurement teams, chefs, and purchasing managers, ensuring customer satisfaction, product availability, service quality, and resolving complaints in collaboration with QA/QC.
• Within the first 6–12 months, establish and stabilize the B2B customer base, achieve measurable sales growth, introduce high-demand SKUs, build an effective sales team and processes, collaborate closely with COO, procurement, and warehouse, and contribute to demand forecasting and margin optimization.

Candidate Requirements:

• Education: Bachelor’s degree in Business, Marketing, or related field.
• Experience: Minimum 8 years in sales within frozen food, seafood, meat, processed or chilled products, or B2B food distribution.
• Network & Market Exposure: Strong connections in HORECA and/or B2B frozen-food markets; proven track record in revenue achievement and managing mid-to-large accounts.
• Business Development: Experience in early-stage or new business development highly preferred.
• Technical Expertise: Deep knowledge of frozen food products, B2B distribution pricing, cold-chain logistics interactions, sales forecasting and pipeline management, margin calculation, negotiation, and familiarity with imports and stock planning.
• Professional Skills: Strong leadership to build and manage a sales team from scratch; excellent negotiation, communication, and presentation skills; highly driven, hands-on, and target-oriented.
• Personal Attributes: High integrity, decisive, comfortable in ambiguous and fast-growing environments, structured yet entrepreneurial, adaptable, and able to represent the company externally.
• Language: Professional fluency in English.

Job Code: #519