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Commercial Manager - Coconut Oil Industry

Jakarta Permanent View Job Description
As part of their growth strategy, they are seeking an experienced Commercial Manager to accelerate their presence within the HoReCa (Hotels, Restaurants, Cafés & Catering) channel. This role will be responsible for developing commercial strategies, identifying new business opportunities, building key customer relationships, and driving sustainable revenue growth throughout Indonesia.
  • Dynamic and entrepreneurial work environment.
  • Exposure to local and international markets.

About Our Client

Our client is a leading Indonesian producer of high-quality coconut oil and coconut-based food ingredients, serving domestic and international customers across the food manufacturing, food service, and retail sectors.

Job Description

Key Responsibilities

  • Develop and execute the commercial strategy for the HoReCa channel across Indonesia.
  • Drive sales growth and market penetration for coconut oil and related food ingredient products.
  • Identify, acquire, and develop relationships with key accounts including hotel groups, restaurant chains, cafés, bakeries, catering companies, and food service distributors.
  • Build and manage a robust sales pipeline while achieving revenue, volume, and profitability targets.
  • Negotiate commercial agreements, pricing strategies, and annual contracts with customers and distributors.
  • Collaborate with marketing and product teams to develop customer-specific value propositions and promotional programs.
  • Monitor market trends, competitor activities, and customer needs to identify growth opportunities.
  • Lead commercial forecasting, budgeting, and business planning processes.
  • Deliver regular performance reports and market insights to senior management.
  • Represent the company at industry events, trade shows, and customer engagements.



The Successful Applicant

  • Bachelor's degree in Business, Marketing, Food Technology, or related discipline.
  • Minimum 7-10 years of commercial, sales, or business development experience within food ingredients, edible oils, food manufacturing, FMCG, or food service industries.
  • Proven track record managing HoReCa, food service, or distributor channels.
  • Strong network within hotels, restaurant chains, food service operators, and distributors in Indonesia.
  • Demonstrated success in achieving sales growth and managing key accounts.
  • Excellent negotiation, communication, and relationship management skills.
  • Strong commercial acumen with experience in pricing, profitability, and business planning.
  • Proficiency in Microsoft Office and CRM systems.
  • Fluent in Bahasa Indonesia and English.



Preferred Experience

  • Experience in edible oils, specialty fats, coconut-based products, bakery ingredients, or food ingredients.
  • Exposure to B2B food service and institutional customers.
  • Experience leading cross-functional teams and managing distributor partnerships.



What's on Offer

  • Competitive salary and performance-based incentives.
  • Opportunity to shape and expand a growing HoReCa business.
  • Career development opportunities within a fast-growing agricultural and food ingredients sector.
Contact
Yasodara Oeyanto
Quote job ref
JN-082026-7079392
Phone number
+62 21 2958 8850

Job summary

Function
Sales
Sub Sector
Sales Manager/Director/VP
What is your area of specialisation?
Industrial / Manufacturing
Location
Jakarta
Contract Type
Permanent
Consultant name
Yasodara Oeyanto
Consultant contact
+62 21 2958 8850
Job Reference
JN-082026-7079392

Diversity & Inclusion at Michael Page

We don't just accept difference - we celebrate it. We encourage applicants from all backgrounds to apply for this role and are committed to building inclusive, diverse workplaces where everyone can thrive. If you require any support or reasonable adjustments during the recruitment process, please let us know.