Head of Sales & Operations (Frozen Foods Industry) - #519

Client Overview:

Our client is a newly established frozen-food import and distribution company operating under a diversified Indonesian business group with long-standing operations across natural resources, logistics, energy, and industrial sectors. As part of its expansion strategy, the company is building a scalable B2B frozen-food trading and cold-chain distribution business focused on supplying raw and processed frozen products to HORECA, distributors, modern trade, institutional buyers, and large-volume commercial customers across Indonesia.

Job Role:

The Head of Sales & Operations is a senior leadership role responsible for integrating commercial growth and operational execution across sales, supply chain, warehousing, inventory, and cold-chain logistics functions. Working closely with senior management, this role will drive revenue growth, operational efficiency, inventory discipline, customer expansion, and nationwide distribution capability while helping build scalable business processes for a fast-growing frozen-food operation.

Key Responsibilities:

• Lead and integrate Sales & Marketing and Operations / Supply Chain functions.
• Align sales forecasts, inventory planning, warehousing capacity, and distribution execution.
• Develop and execute sales strategies across distributors, HORECA, B2B, modern trade, and institutional channels.
• Oversee pricing strategy, promotions, margin management, and sales performance tracking.
• Manage end-to-end frozen-food operations including import coordination, cold storage, inventory planning, and logistics.
• Ensure food safety, cold-chain compliance, and operational efficiency across distribution activities.
• Establish KPIs covering revenue, inventory turnover, forecasting accuracy, fulfillment rates, and operational performance.
• Build, coach, and manage high-performing sales and operational teams.
• Monitor risks related to overstock, expiry, logistics disruptions, and cold-chain failures.
• Provide regular business performance analysis and operational reports to senior management.

Candidate Requirements:

• Bachelor's Degree in Business, Marketing, Supply Chain, or related disciplines.
• 10–15 years of experience in FMCG, frozen food, chilled food, protein products, or cold-chain distribution industries.
• Minimum 5–7 years managing frozen food, seafood, meat, processed food, or B2B food distribution businesses.
• Proven experience leading both commercial and operational functions within the same role.
• Strong exposure to HORECA, B2B food supply, or frozen-food trading markets.
• Experience building or scaling new business lines, startup operations, or distribution businesses.
• Strong understanding of cold-chain logistics, inventory planning, import processes, and warehouse operations.
• Familiarity with food safety standards, BPOM, halal compliance, and QA/QC processes.
• Strong financial, forecasting, leadership, negotiation, and stakeholder management capabilities.
• Professional fluency in English.