Head of Sales (Tableware through HORECA & Retail Channels)

Monroe Consulting Group is partnering with a market-leading ceramic tableware business to appoint a Head of Sales who will drive growth across Indonesia’s HORECA and retail channels. We are seeking an experienced and commercially driven

Head of Sales

to lead the company’s HORECA and Retail sales strategy across Indonesia. This role is responsible for driving revenue growth, expanding market penetration, and strengthening market leadership within the

tableware and food-service segment . The ideal candidate will come from a relevant industry background such as

tableware, ceramic plates, glassware, cutlery, or related serving products , with a strong understanding of hospitality and distribution channels.

Key Responsibilities 1. Sales Strategy & Execution Develop and execute regional sales strategies across HORECA and Retail channels Deliver annual revenue, profitability, and margin targets Identify growth opportunities in key cities and hospitality hubs Drive sustainable market expansion and channel optimization 2. HORECA Channel Development Build strategic relationships with hotel groups, restaurant chains, cafés, and catering companies Manage project-based and tender sales opportunities Lead key account management for strategic hospitality clients Expand brand presence within premium hospitality networks 3. Retail & Distribution Management Manage and strengthen distributor partnerships across Modern Trade and General Trade Monitor

sell-in and sell-out performance

to ensure healthy channel movement Improve distribution coverage, merchandising standards, and retail visibility Identify opportunities to enhance in-store presence and retail penetration 4. Team Leadership Lead, coach, and develop a high-performing regional sales team Establish KPIs, performance benchmarks, and reporting frameworks Drive accountability, execution discipline, and a performance-driven culture Build regional sales capability to support regional growth 5. Market & Competitive Intelligence Monitor competitor activity, pricing trends, and market dynamics Provide strategic input on pricing, positioning, and product strategy Support product launches, promotional campaigns, and channel-specific initiatives Deliver insights to guide commercial decision-making Requirements Minimum

8–12 years of sales experience At least

3–5 years in a senior sales leadership role Mandatory experience in tableware, ceramic plates, glassware, cutlery or related serving product categories Strong network within

HORECA and/or retail distribution

in Indonesia Proven experience managing distributor networks Demonstrated track record in delivering revenue growth and market expansion Strong leadership, negotiation, and stakeholder management skills Experience managing hotel or restaurant chain projects Background in

mid-to-premium tableware brands Experience leading teams across multiple regions Exposure to hospitality supply projects and tender processes