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Distribution Manager (Jabodetabek)

General Information

Date Published
05-Jan-2026
Advertising Ends
19-Jan-2026
ID#
14429
Role Type
Sales
Work Type
Permanent Full-Time
Workplace Type
On-site
Country
Indonesia
Location
Indonesia

Position Description

We are Fonterra, one of the world's largest dairy nutrition companies.

At  Fonterra, you’ll be inspired by purpose and guided by principles. Whether you're based in New Zealand or anywhere else around the world, you’ll be part of a team that creates goodness for generations and delivers global impact through local action. Our brands are trusted by families and individuals alike, delivering high-quality dairy nutrition to millions of people globally.

 As a Co-operative created and owned by New Zealand dairy farmers, our collaboration, innovation, and passion have enabled us to share the goodness of our dairy with the world. We're committed to caring for the land, our animals, and every drop of milk, producing nutritious food with safe, quality ingredients loved in New Zealand and around the world.  

As part of the Fonterra Co-op, you'll be solving for a better future alongside a team connected by solid values as we strive to be a leader in dairy sustainability, dairy innovation and science, with a focus on New Zealand milk.   

When you join Fonterra, you'll open yourself to a career of opportunities where you can grow with us by developing your skills, sharing your knowledge, and exploring diverse career paths that ignite your passions.

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 Jabodetabek.

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 Customer 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).

 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 track record of consistently delivering and exceeding foodservice sales targets, with strong commercial acumen.
  • Strong leadership and people management skills
  • Proven experience in managing networks of foodservice businesses in Jabodetabek with a strong record of engaging with foodservice stakeholders across the area — this will be a significant advantage.
  • Comprehensive understanding of distributor's operations and processes.
  • Extensive cross-functional commercial insight, with deep and comprehensive knowledge of the foodservices business.
  • Exposure to digital technologies, especially AI will be a strong advantage.
  • Fluent in English with excellent presentation and communication abilities.


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.