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Distribution Manager (Foodservice) - Makassar

Job Name
Distribution Manager, Foodservice

General Information

Date Published
02-Mar-2026
Advertising Ends
16-Mar-2026
ID#
14921
Role Type
Sales
Work Type
Permanent Full-Time
Workplace Type
On-site
Country
Indonesia
Location
Indonesia

Position Description

Ata whakaarohia tō āpōpō | Imagine Tomorrow with Us
For more than 150 years, Fonterra farming families have brought the goodness of natural dairy to people all over the world. We're a farmer-owned Co-operative based in Aotearoa New Zealand. Made up of thousands of farming families and employees all working together for better. As a Co-operative we know the value of coming together to achieve a common purpose. We want to be the source of the world’s most valued dairy, working with our farmer shareholders and customers to provide trusted, high-quality dairy nutrition for generations to come.
Here at Fonterra, we are committed to growing our people. We value you and your career progression and are excited that you are taking this next step in your career journey with us. We are proud to offer a wide variety of roles across the Co-op, ensuring that no matter what business unit or stage of life you're in, there's a good chance we've got something to suit.

He kupu mō mātou | About us
Fonterra in Indonesia is part of our global Foodservice business, delivering high-quality dairy solutions to customers across the region. With a strong presence in  Makassar, our team is focused on driving growth in key industry channels such as Asian bakery and full-service restaurants.

Mō tēnei tūranga | About the opportunity
We are excited to announce a high-impact opportunity for a Distribution Manager (Foodservice) to join our team on a permanent basis in Makassar.

Reporting to the Regional Sales Manager (Foodservice), this role is responsible for establishing the national distribution and sales strategy, developing a network of distributors, and enabling the delivery of our Foodservice growth aspirations.
You’ll lead distributor teams and collaborate closely with internal stakeholders to ensure excellence in execution, customer service, and operational standards.

Key Responsibilities Include:
  • Drive clear priorities and accountability for distributor sales teams through consistent execution and effective control.
  • Develop and implement value-added growth strategies with Non-Key Account (NKA) customers in the Foodservice channel, including the following:
-In the context of Foodservice, NKA refers to Non-Key Account customers, while KA refers to Key Account customers.
-The Distribution Manager will be responsible for managing NKA customers directly.
-For KA customers, the Distribution Manager will coordinate with the Key Account Manager (KAM) and the distributor to ensure effective execution within their designated area.
  • Build strong relationships with key influencers and decision-makers.
  • Monitor competitor activity and leverage insights to shape growth initiatives.
  • Lead the execution of annual business plans to exceed revenue, volume, and EBIT targets.
  • Champion customer service excellence and align expectations between Fonterra and its customers.
  • Represent customer demand plans in business forums and ensure operational support for growth.
  • Forecast accuracy will be a key capability and performance indicator (KPI).

Mōu | About you
You are a strategic and hands-on leader with a passion for driving results and building strong partnerships. Your ability to manage distributor networks and lead teams will be key to your success.

Other key attributes include:
  • Proven account management experience (minimum 1 year).
  • Minimum 3 years of sales experience with a track record of delivering results.
  • Strong leadership and people management skills.
  • Experience in developing and executing distributor strategic business plans.
  • Financial acumen and negotiation skills.
  • Fluent in English, with excellent presentation and communication abilities.
  • Those with chefmanship attributes will be considered a strong advantage. Chefmanship at Fonterra is a strategic culinary capability that blends deep product knowledge with trend forecasting to shape future-forward menus. It empowers chefs to deliver innovative, customer-relevant solutions and actionable insights that elevate foodservice operations and drive product conversion

Are you excited about this opportunity but may only meet some requirements?

At Fonterra, we are committed to building a diverse workplace and, therefore, open to looking at applicants with excellent transferable skills. If that's you, we encourage you to apply as you may be the right candidate for this role or one of our other opportunities. 

Or join our Talent Community by clicking here, to be notified about new and relevant job opportunities. 

The benefits of life at Fonterra

Our people and what they bring to our Co-op shape our success. We have a collaborative culture, inspiring leaders, and passionate people, making Fonterra a great place to work. We also offer competitive remuneration and a range of benefits, regardless of your role or location. 

Fonterra is a place where everyone can be themselves, feel empowered to do their best, and are empowered to create goodness for generations.  

Sound good to you? Come and join us, and let's solve for better, together. You, me, us together.