Director, General Trade Channel and West/Central Java Franchise – Indonesia

Reports to: Senior Director, Channel and Franchise Excellence – Indonesia (Jakarta, Indonesia based) 

Location: Jakarta, Indonesia 

Position Overview: 

At The Coca‑Cola Company, we lead with purpose to deliver refreshment to the world through brands and experiences that matter. Our success is built on deep consumer insights, bold strategies, and exceptional execution in dynamic markets. We are seeking a Director, General Trade Channel for Indonesia—a critical leadership role driving growth across the General Trade Off-Premise channel and supporting franchise areas in West and Central Java.

As part of the Franchise organization, this role influences nationwide channel and customer strategy, translating insights into integrated programs that exceed volume, revenue, and share targets. The Director will navigate complex market and channel dynamics to deliver sustainable growth while fostering collaboration with bottling partners and internal teams. You will shape impactful initiatives for commercial and market development while ensuring operational excellence and adherence to governance standards. If you are a strategic thinker with a passion for building winning channel programs and strong partnerships, this role offers an opportunity to make a meaningful contribution to the Coca‑Cola system in one of its most competitive markets.

What You’ll Do for Us

• Develop and implement integrated General Trade Off-Premise channel strategies and annual business plans in alignment with revenue, volume, and share objectives.
• Provide strategic commercial guidance for West and Central Java franchise areas, translating local market insights into tailored programs and priorities.
• Build alignment with bottling partners on resource commitments and shared goals, setting the foundation for successful execution of joint business plans.
• Conduct deep assessment of channel dynamics including shopper trends, pack-price architecture, trade marketing strategies, competitive activity, and in-store execution to inform channel programs and performance tracking.
• Deliver area-level mapping of opportunities by integrating consumer insights, local brand equity analysis, and competitive benchmarks into actionable growth initiatives.
• Drive market execution excellence with the bottler leadership team, embedding the Right Execution Daily (RED) framework and amplifying distribution and coverage expansion initiatives.
• Identify and implement commercial improvement opportunities including route-to-market optimization and customer development programs that unlock incremental value.
• Ensure financial governance standards are upheld at the local level, managing operational expenditure in alignment with business priorities.
• Champion cross-channel alignment and program consistency while adapting to area-specific nuances to maximize performance outcomes.
• Establish strong, “win-win” relationships with bottling partners and stakeholder teams, fostering collaboration that accelerates sustainable growth and supports community engagement programs.

Requirements & Qualifications

• Bachelor’s degree in Business or related field required; MBA preferred.
• Minimum 8+ years’ experience in the FMCG industry with at least 3 years in channel management, trade marketing, or commercial operations; prior bottler experience is an advantage.
• Robust understanding of Ready-to-Drink industry dynamics and performance levers at national and local levels.
• Expertise in channel and category management with proficiency in route-to-market strategy and execution.
• Strong experience managing channel P&L and building compelling business cases grounded in data and financial rigor.
• Advanced strategic analysis and systems thinking skills to shape sustainable business models and operational frameworks.
• Demonstrated ability to partner effectively across internal networks and external bottling organizations with excellent influencing and relationship-building skills.
• Familiarity with governance principles, compliance standards, and the Code of Business Conduct as applied in commercial channels.
• Practical knowledge in trade marketing activation, pack-price architecture management, and customer programming aligned to shopper behavior insights.
• Digital fluency with ability to leverage analytical tools, data visualization platforms, and emerging technology to optimize commercial decisions.

What We’ll Do for You

• Offer a platform to influence national channel strategies and localized commercial priorities with measurable impact on business growth.
• Enable learning and development through exposure to complex channel ecosystems and advanced market execution practices.
• Provide access to integrated commercial planning tools and insights that support bold decision-making and efficiency in channel delivery.
• Foster collaboration across franchise, bottler, and corporate networks, equipping you to lead transformation in route-to-market and trade execution excellence.