Company: IRCA Group is a leading international B2B provider of semi-finished ingredients for the bakery, pastry, and gelato markets. Our products cater to independent producers as well as large food manufacturers. We produce chocolate, decorations, creams, inclusions, pastry mixes, gelato ingredients, and other bakery/pastry essentials. Headquartered in Italy, IRCA Group boasts a strong track record of growth over the past decade, with 22 manufacturing facilities all over the world, 2000+ employee and €1.5 billion of revenues.
What we offer
- IRCA fosters a dynamic environment, embracing diversity and valuing diverse perspectives and international experiences, offering a stimulating context. We promote professional growth by providing tailor-made development programs and career advancement opportunities locally and internationally. With locations worldwide, we offer the chance to work on international projects, collaborate across cultures, and gain a global perspective. Joining our team means becoming part of a global community of passionate professionals dedicated to making a difference. If you are looking for stimulating challenges and the chance to contribute your ideas for process improvement in an ever-growing company, IRCA is the right place.
Purpose of Position:
- Develop and implement the commercial strategy for our brands (Dobla & IRCA) for the Indonesian market, reporting to the Head of Sales, to achieve the commercial objectives in terms of sales and gross margin. Taking care and building relationships with customers.
Description of Main Activities/Responsibilities:
- Implement the commercial strategy in Indonesia based on the guidelines received.
- Manage relationships and collaboration with the customers (distributors and direct users) effectively and in line with the company objectives.
- Develop and implement customers and area plans.
- Identify the drivers to manage the growth of the territory.
- Monitor and develop the distribution network inside the territory/area.
- Provide technical and commercial information to the distributors’ sales force.
- Act in coordination with the Ambassadors Team to support the customers.
- Study, propose and implement activities aimed at developing turnover through the distribution of products.
- Increase the average turnover per customer in terms of sales and product mix, according to the guidelines received.
- Support the development of new business.
- Monitor and analyze the competitors and share information with the sales team following the instructions received.
- Manage the sales forecasts related to the portfolio.
- Manage the reporting periodically and during the on-site meetings.
Professional and Personal skills:
- Education:
- Preferable degree and background in economics or equivalent experience.
- Appreciated a technical understanding in the food (pastry) field.
- Professional Skills:
- Excellent communication skills.
- Languages: Indonesian & English.
- Capability to score new business.
- Ability to analyze numbers.
- Forecasting techniques.
- Ability of planning and achieving objectives.
- Knowledge of negotiation techniques.
- Products: general knowledge of the bakery/Pastry/ice-cream products, with preferable focus on chocolate and creams.
- Experience in selling bakery products to chain bakeries.
- Years of professional experience:
- Sales working experience in the specific role, in B2B companies and in the food industry of IRCA/Dobla.
- Behavioural requirements:
- Focused on results.
- Leadership.
- Ability to understand customer needs.
- Problem solving;
- High energy and positive attitude.
- Proactive.
- Sense of urgency.
- Entrepreneurship.
- Other:
- Knowledge of the territory of competence and leading distributors.
- Available to travel for more than 75% of the time.
- Ability to manage collaborators/ agents/ brokers.
- Preferable experience in structured professional reality;