Job Overview The Distributor Manager is responsible for managing and developing Royal Canin Indonesia’s distributor partners to drive sustainable business growth, strengthen route-to-market execution, and ensure excellent product availability across assigned territories. This role acts as the key business partner between Royal Canin and distributors, ensuring that distributor operations, sales execution, customer coverage, inventory management, and field team capability are aligned with Royal Canin’s business ambition, customer strategy, and Mars Five Principles.
Job Responsibilities 1. Distributor Partner Management Manage operational relationships with distributor teams. Conduct regular distributor business reviews to evaluate sales performance, service level, customer coverage, stock availability, operational capability, and financial health. Ensure distributors have the right organization structure, field sales team, infrastructure, systems, and operational discipline to support Royal Canin’s growth ambition. Identify distributor capability gaps and develop improvement plans with clear actions and timelines. Build strong partnership and accountability with distributor teams to ensure consistent delivery of agreed business objectives. 2. Sales Growth and Business Delivery Strengthen route-to-market execution through effective coverage planning, customer segmentation, outlet mapping, and call productivity. Work with BDM to deliver sales targets for the assigned territory, including sales value, volume, product mix, and customer expansion. Develop territory and distributor business plans aligned with Royal Canin Indonesia’s commercial priorities. Work with BDM to monitor sales performance by area, distributor, channel, customer segment, and product category. Drive corrective actions when performance is below target. 3. Route-to-Market and Market Coverage Work with BDM to ensure Distributor implement excellence execution, including regular outlet visits, order generation, customer service, and follow-up. Improve distributor sales team productivity and ensure the right service model for different customer segments. Support market expansion plans, including new area development and distributor network optimization. 4. In-Store and Trade Execution Work closely with internal sales, trade marketing, category, and marketing teams to implement customer activities. Ensure trade programs are executed effectively and evaluated against agreed objectives. 5. Inventory and Supply Chain Coordination Monitor distributor inventory levels to avoid out-of-stock, overstock, slow-moving stock, and expiry risk. Work with Distributor to ensure proper stock rotation and freshness management in line with company standards. Coordinate with supply chain, demand planning, and customer service teams to support smooth order fulfilment. Work with Health Affairs & BAPO team to ensure distributor sales teams continues education on Royal Canin’s nutritional philosophy and customer value proposition. Ensure distributor warehouses and logistics processes meet agreed operational standards. Work with RSM to improve forecast accuracy through regular review of sales trends and market demand. 6. Financial, Governance, and Compliance Management Ensure distributor operations comply with Royal Canin policies, pricing guidelines, trade terms, and ethical standards. Maintain proper documentation for distributor agreements, trade activities, claims, and business reviews. Support internal audits and ensure corrective actions are implemented when required. Work with RSM to manage commercial risks related to distributor operations and escalate issues when needed. 7. Distributor Sales Team Capability Building Coach and develop distributor teams. Conduct regular field coaching, and performance discussions. Support training related to product knowledge, customer engagement, sale
Job Qualifications Bachelor’s degree in business, Marketing, Management, Economics, Veterinary Science, or related field. Minimum 3-5 years of sales experience, preferably in FMCG, consumer goods, pet care, nutrition, retail, or distribution business. Strong experience in distributor management, sales capabilities, territory management, route-to-market execution, or field sales management. Experience working with multi-area distributor networks is preferred. Experience in pet care, animal health, nutrition, or specialty retail is an advantage.
Overview:The Brand and Pet Owner (BAPO) Lead will lead the development and execution strategic marketing initiatives to drive brand growth, market share and customer & consumer loyalty toward Royal Canin. This role oversees brand positioning, product portfolio, digital strategy, consumer insights and go to market executions across all channels.
Responsibilities:Strategic LeadershipDevelop and execute annual and long-term marketing strategy aligned with company growth goalsLead brand positioning and portfolio strategy across product lines (dry, wet, treats, functional nutrition, etc.)Identify market opportunities through consumer insights and competitive analysisDrive category growth through innovation and differentiationBrand ManagementOversee & ensure brand identity, messaging, and storytellingEnsure consistent brand voice across all channelsBuild emotional connection with pet owners through purpose-driven marketingManage packaging, claims, and product positioningPortfolio & InnovationTranslate nutritional benefits into consumer-friendly value propositionsLead go-to-market strategies for product launchesCollaborate with the sales, product development, and customer service teams to ensure alignment of marketing initiatives with overall business goals.Digital & E-Commerce StrategySocial media strategyInfluencer partnerships strategyPerformance marketingCRM and loyalty programsDrive growth in online channelsOptimize omnichannel customer journeyConsumer & Market InsightsAnalyze trends in pet ownership, premiumization, health-focused diets, and humanization of petsUtilize data to guide segmentation, targeting, and campaign effectivenessMonitor competitor activities and market dynamicsBudget & Performance ManagementManage marketing budget and ROI trackingDefine KPIs across brand awareness, engagement, and conversionReport marketing performance to executive leadershipTrade & Channel MarketingCollaborate with Sales to develop retail activation strategiesSupport distributor and veterinary channel marketingDevelop POS materials and shopper marketing initiativesTeam LeadershipBuild and mentor high-performing marketing teamManage agencies and external partnersFoster cross-functional collaboration
QualificationsBachelor’s degree in Marketing, Business Administration, or a related fieldMinimum of 10 years of marketing experience, with at least 3 years in a leadership role, preferably in the FMCG/Cosmetic/Pet Care industryPassionate about petsMinimum 6-7 years of work experience in a Marketing positionStrong strategic thinking and leadership skills, with the ability to drive growth for the brandAbility to thrive in a fast-paced, dynamic environment
Job Purpose/OverviewDevelop sustainable business growth by building strong customer and distributor partnerships through effective market development, education and distribution expansionThe role exists to drive sales performance, expand numeric distribution, and ensure successful distributor execution aligned with company strategy..
ResponsibilitiesDevelop business growth through new customer recruitment, numeric distribution, and distributor development in assigned areaIdentify and maximize business potential and opportunities across direct customers and distributor-managed accountsBuild, manage, and monitor distributor performance, including target setting, coverage, stock management, and execution qualityCollaborate closely with distributors to ensure effective sell-in, sell-out, and in-market executionBuild strong and sustainable engagement with customers and distributors to grow the Royal Canin ecosystem
Context and ScopeTransfer Royal Canin Nutrition knowledge through structured and sustainable education to customers, pet owners, and distributor teamsWork cross-functionally with Telesales, Supply Chain, and internal stakeholders to ensure smooth order-to-delivery processesEnsure all the proses from collect order to delivered goods in proper and perfectEnsure proper implementation of company standards, pricing, and promotional execution via distributorsProvide regular market analysis and insights to support business planning and distributor strategyManage customer and distributor objections or complaints by providing effective and timely solutions
QualificationsBachelor’s degree in Business, Marketing, Animal Science, or related fieldProven experience working with or managing distributors is highly preferredExperience covering geographically large or remote areas (e.g., Eastern Indonesia) is an advantageStrong negotiation, influencing, and stakeholder management skillsMinimum 3–5 years of experience in sales or business development, preferably in FMCG, nutrition, or distribution-based businessStrong business development and distributor management capabilitySolid understanding of distributor operating model (coverage, stock, margin, execution)High level of ownership, resilience, and adaptability in a dynamic market environment
Job Purpose/OverviewDevelop sustainable business growth by building strong customer and distributor partnerships through effective market development, education and distribution expansionThe role exists to drive sales performance, expand numeric distribution, and ensure successful distributor execution aligned with company strategy..
ResponsibilitiesDevelop business growth through new customer recruitment, numeric distribution, and distributor development in assigned areaIdentify and maximize business potential and opportunities across direct customers and distributor-managed accountsBuild, manage, and monitor distributor performance, including target setting, coverage, stock management, and execution qualityCollaborate closely with distributors to ensure effective sell-in, sell-out, and in-market executionBuild strong and sustainable engagement with customers and distributors to grow the Royal Canin ecosystem
Context and ScopeTransfer Royal Canin Nutrition knowledge through structured and sustainable education to customers, pet owners, and distributor teamsWork cross-functionally with Telesales, Supply Chain, and internal stakeholders to ensure smooth order-to-delivery processesEnsure all the proses from collect order to delivered goods in proper and perfectEnsure proper implementation of company standards, pricing, and promotional execution via distributorsProvide regular market analysis and insights to support business planning and distributor strategyManage customer and distributor objections or complaints by providing effective and timely solutions
QualificationsBachelor’s degree in Business, Marketing, Animal Science, or related fieldProven experience working with or managing distributors is highly preferredExperience covering geographically large or remote areas (e.g., Eastern Indonesia) is an advantageStrong negotiation, influencing, and stakeholder management skillsMinimum 3–5 years of experience in sales or business development, preferably in FMCG, nutrition, or distribution-based businessStrong business development and distributor management capabilitySolid understanding of distributor operating model (coverage, stock, margin, execution)High level of ownership, resilience, and adaptability in a dynamic market environment
