Channel Specialist

FMC Corporation is a global leader in agricultural sciences, driven by our purpose: Innovation for Agriculture. Solutions for the Planet. We are passionate about the power of science to solve agriculture’s biggest challenges. With one of the most productive and diversified pipelines in the industry, FMC is delivering cutting-edge and next-generation crop protection technologies – including Dodhylex™ active, Isoflex™ active, rimisoxafen, and fluindapyr – to help farmers increase the productivity and resilience of their land. Our employees are at the heart of this innovation. We’re looking for bold thinkers and collaborative doers. At FMC, your ideas matter. From day one, you’ll contribute to meaningful work that drives progress in agriculture, supported by a culture that values integrity, safety, respect, and results. Join us in advancing the future of agriculture. Together, we’re building a more resilient planet – one innovation at a time.

Position Summary

To ensure every IDR invested in channel incentives drives verified sell-out — from distributor to retailer to farmer. This role owns the end-to-end effectiveness of channel programs by combining data analysis, commercial insight, and cross-functional coordination to optimize ROI, compliance, and execution speed.

Position Scope:

• Revenue Impact Sell in $70 Million
• Direct responsibilities: All Commercial Team
• Indirect responsibilities: Finance, Procurement and Customer (70 Distributor (Free Market, Plantation, B2B); 1,000 Sub Distributors; 6,000 Retailers)
• National coverage area

Location: Jakarta

The Role

• Monitor and analyze sell-in (SAP) vs. sell-out (Kongsi) to identify gaps, risks, and opportunities.
• Track distributor, sub-distributor and retailer performance against targets and historical trends.
• Diagnose root causes of low sell-out (e.g., stockouts, misaligned incentives, poor activation).
• Lead execution of volume rebates, seasonal campaigns, tiered rewards, and loyalty programs (based on inventory level and commercial needs).
• Validate all incentive claims against Kongsi-verified sell-out data and prepare SKI (Surat Keterangan Insentif) packages with accurate calculations, tax treatment (e.g., PPh 23), and supporting documentation.
• Recommend program adjustment based on performance and drive automation calculations and reward assignment.
• Collaborate with OTC team to align forecasting, ordering and incentive design.
• Prevent misuse of incentives by enforcing data validation and audit trails.

The Candidate

• Holds Bachelor's degree in Business, Economics, Agriculture or related fields.
• At least 5 years of working experience in commercial channel management in Agrochemical industry or relevant manufacturing industry with Sales/Marketing/Business Development roles experience.
• Strong proficiency in Microsoft Excel/XLSX.
• Experience with Track and Trace product systems, Order Management tools or any other similar order/sell out systems.
• Strong communication, negotiation, presentation skills, analytical thinking, and IT fluency. Has worked with regional teams.
• Analytical mindset with ability to translate data into actionable recommendations.

FMC is an equal opportunity employer. We are committed to creating a diverse and inclusive workplace where all individuals are treated with respect and dignity. We do not discriminate on the basis of race, color, religion, sex (including pregnancy, sexual orientation, or gender identity), national origin, age, disability, genetic information, veteran status, or any other legally protected status. Employment decisions at FMC are based on business needs, job requirements, and individual qualifications. We value diversity and strive to ensure that our hiring and employment practices support a work environment that is free from discrimination and harassment.