About the Company

Our client is the company behind Indonesia’s most recognizable lifestyle bag brands, established in 2009. With a strong design-driven approach and decades of brand heritage, it has positioned itself as a key player in the local fashion accessories and urban mobility segment, offering innovative products tailored to the evolving lifestyles of modern consumers.

Operating through a robust omnichannel ecosystem, it integrates offline retail stores, online direct-to-consumer platforms, marketplaces, and consignment channels to ensure broad market reach. With its headquarters in Bandung and a growing national footprint, it continues to expand its presence and influence in Indonesia’s fashion and accessories market.

Job Role

It is seeking a strategic and commercially driven Head of Commercial to lead the sales and channel performance of its renowned brands. This senior leadership role will oversee both offline and online sales operations, including domestic and international markets, and will play a pivotal role in driving revenue growth, brand expansion, and omnichannel excellence.

The role currently oversees two key business heads, one responsible for offline store operations (including outlets in Sumatra and Balikpapan) and another managing the digital business across multiple Shopee platforms, including Shopee Singapore, Malaysia, and the Philippines. You will be responsible for developing strategies that align these teams toward a unified commercial goal while ensuring operational efficiency, channel coordination, and market responsiveness.

As part of the company’s expansion roadmap, the role will also lead the projection and execution of new offline store openings in Southeast Asia, specifically in Singapore, Malaysia, and the Philippines. This includes market assessment, retail planning, and cross-border coordination to establish a strong regional footprint.

Key Responsibilities

• Lead Omnichannel Commercial Strategy: Formulate and implement integrated commercial strategies across offline and online channels, ensuring alignment with brand goals and revenue targets.
• Oversee Sales Operations (Offline & Online): Manage and drive performance for both offline retail (including stores in Sumatra and Balikpapan) and online channels (Shopee SG, MY, PH), optimizing for growth and profitability.
• Regional Retail Expansion: Lead planning and execution for the company’s offline store expansion in Southeast Asia, specifically in Singapore, Malaysia, and the Philippines, including market analysis, rollout strategy, and operational readiness.
• Team Leadership & Development: Directly oversee and guide two business leads: one for offline retail and one for digital commerce. Provide clear direction, performance management, and professional development support.
• Channel Optimization & Coordination: Ensure cross-channel integration, smooth coordination between digital and offline operations, and unified customer experience across all touchpoints.
• Sales Performance Management: Monitor and analyze sales performance by channel, location, and campaign. Identify trends and adjust strategies to maximize revenue and conversion.
• Pricing & Promotions Strategy: Develop adaptive, data-driven pricing and promotional strategies to drive sales, protect margins, and respond to market conditions.
• Cross-Functional Collaboration: Work closely with marketing, supply chain, and product teams to ensure that commercial initiatives align with brand strategy, product availability, and customer needs.
• Marketplace & Partner Management: Build and maintain strong relationships with strategic partners and marketplace platforms, ensuring smooth operations, visibility, and commercial success.
• Innovation & Business Development: Identify new revenue streams, digital initiatives, or business model enhancements (e.g., loyalty programs, bundling, or region-specific offers) to strengthen the company’s competitive position.

Candidate Requirements

• Education: Minimum Bachelor’s degree in Marketing, Business, Management, or any related field.
• Experience:
  • Minimum 5 years of experience in a commercial leadership role, equivalent to Head of Sales.
  • Proven experience in managing both offline retail and online sales channels, including marketplace operations (e.g., Shopee) and direct-to-consumer platforms.
  • Hands-on experience in leading teams across multiple business units, including regional or multi-location retail operations.
  • Experience with cross-border e-commerce or Southeast Asia market expansion is a strong advantage.
• Language Skills: Business-level proficiency in English, both spoken and written.
• Professional Skills:
  • Strong strategic and analytical thinking, with the ability to interpret sales data and translate insights into action.
  • Excellent leadership and team development skills; capable of guiding and motivating cross-functional teams.
  • Deep understanding of omnichannel customer behavior, channel integration, and campaign execution.
  • Strong negotiation and relationship management skills, particularly in working with marketplace platforms, retail partners, and distributors.
• Personal Attributes: Results-oriented, organized, and adaptable to changing market demands and fast-paced environments.