Head of Sales Indonesia - Flavours for Tobacco & Nicotine

Role description

As Head of Sales Indonesia - Flavours for Tobacco & Nicotine​, you belong to the local leadership team and your mission is to accelerate and scale our commercial operations across the region. You will take full ownership of our accounts, architect robust go-to-market strategies, and empower our Sales, Key Account, and Sales Excellence teams to execute effectively. Your focus will be on driving sustainable revenue growth, implementing data-driven pricing and forecasting, and collaborating seamlessly with Flavour Development to position our solutions ahead of industry trends.

The role combines this high-level strategic vision with a hands-on, deal-closing mentality, ensuring sustainable growth across your region and customer segments. You will report directly to our Managing Director in Indonesia, with a dotted line to our Global Commercial Director.

Your Mission

Commercial Leadership

• Architect Local Commercial Strategy: Partner with the Global Commercial Director to define and propel the commercial strategy for our Tobacco & Nicotine business in Indonesia and beyond.

• Execute Commercial Roadmaps: Establish expansion playbook & roadmap to execute our most important commercial opportunities in our geographical scope across segments and product categories, translating high-level strategy into actionable initiatives with measurable targets.

• Accelerate Account Growth: Take end-to-end commercial responsibility for our most critical, high-value accounts, driving revenue expansion and scaling our overall market footprint.

• Forge Strategic Partnerships: Cultivate and solidify deep, long-term relationships with major industry champions and key stakeholders to secure our market position and fuel continuous business growth.

• Align R&D with Demand: Collaborate seamlessly with Flavour Development, R&D, and Product Management to ensure our portfolio strategy proactively answers evolving customer and market needs.

• Champion Value Propositions: Drive the creation of highly differentiated, compelling value propositions tailored specifically to the regional market.

Team Design & People Leadership

• Lead and develop three distinct teams – Sales, Key Account Management, Sales Excellence – dynamically adjusting your management style to address the specific performance and structural needs of each area 

• Define clear roles and interfaces and ensure strong cross-functional collaboration with Marketing, R&D, Operations and global functions.

• Ensure disciplined execution of commercial processes with consistent KPIs, reporting, and performance management for your region.

Minimum Qualifications

• University degree in relevant field or equivalent practical experience.

• At least 10 years of commercial leadership experience, of which at least 5 years in Key Account Management.

• Strong understanding of both strategic account management and regional sales execution.

• Experience in market entry, as well as market expansion

• High degree of independence, capable of managing demanding accounts on an equal footing.

• Strong, previous people management experience, with a track record of auditing teams, closing performance gaps, and restructuring departments.

• Strong process optimization and documentation skills.

• Willingness to travel internationally (up to 20%).

• Ability to speak and write fluently in English and Bahasa Indonesia.

• Passion for flavours and how our industry impacts the daily taste experiences of millions of people.

Preferred Qualifications

• Industry experience in flavours, tobacco or food ingredients.

• International experience

• Experience in a global matrix organisation

Why you'll love working here

• Exciting tasks in an internationally operating, growing family business with flat hierarchies.

• Responsibility from day one in a company that encourages personal responsibility and growth.

• Private Health insurance.

• Regular Team Events to foster collaboration, build relationships, and have fun together outside of the office.

Our Process

• Initial Screening with a recruiter

• Technical interview with the Managing Director of Indonesia

• Technical interview with Global Commercial Director

• Challenge, ideally onsite