Commercial Head/Director (Umrah & Religious Travel)

Talent Search Recruitment - Indonesia; Jakarta Selatan; On-site; IDR 446,400,000 - 781,200,000; Full time

Job summary

Talent Search Recruitment - Indonesia is seeking a Commercial Lead to own end-to-end commercial strategy for a new venture in Jakarta Selatan. The role focuses on agent partnerships, DMC/ground relationships, and high-margin medical-supported packages, leveraging an active Umrah network.

The ideal candidate has 8–10+ years in Indonesian Umrah distribution leadership, with a proven ability to drive revenue through channel partnerships and scale across markets.

Qualifications

• Minimum 8–10+ years of commercial, sales, or distribution leadership experience within the Indonesian Umrah ecosystem.
• Active network of Umrah agents, resellers, and sub-agents across major provinces.
• Direct relationships with Saudi ground handlers, hotels, and visa services.

Responsibilities

• Own and execute package sales targets and drive revenue through agent channels.
• Build, manage, and expand a high-volume reseller network across Indonesia.
• Oversee DMC and ground partner relationships with Saudi-side suppliers.
• Define pricing, commissions, and unit economics to maintain premium positioning.
• Scale the commercial footprint and establish best practices for regional expansion.

Skills

Umrah Expertise

Agent Network

DMC Relationships

Revenue Growth

Supply Chain Knowledge

Negotiation

Job description

Role Overview

As the Commercial Lead for this new venture, you will have end-to-end ownership over commercial strategy, agent partnership distribution, DMC/ground relationships, and overall package sales volume. You will leverage your existing, active Umrah network to drive adoption from day one while shaping the long-term commercial playbook for the company.

Key Responsibilities

• Agent Distribution & Partnerships: Build, manage, and expand a high-volume reseller network of Umrah agents and Sub-PPIUs across key provinces in Indonesia. Design margin structures, incentives, and partner loyalty programs.
• DMC & Ground Partner Oversight: Manage strategic operational relationships with Saudi-side DMCs, land operators, transport providers, and hotel chains alongside our licensed travel partners.
• Commercial Execution & Volume: Own and execute package sales targets. Drive revenue by moving specialized, high-margin, medically supervised packages through agent channels.
• Commercial Strategy & Pricing: Collaborate with the executive team to define package pricing, commission tiers, risk allocation, and overall unit economics to maintain a premium market positioning.
• Market Expansion & Leadership: Scale the commercial footprint across Indonesia, build out the sales support team, and establish best practices to expand into future regional markets.

Qualifications

• Deep Umrah Industry Expertise: Minimum 8 -10+ years of commercial, sales, or distribution leadership experience strictly within the Indonesian Umrah and religious-travel ecosystem (e.g., top PPIUs, Umrah consolidators, or specialized travel houses).
• Live, High-Volume Agent Network: Must possess an active, immediate network of Umrah-selling agents, resellers, and sub-agents across major Indonesian provinces.
• Active DMC & Ground Relationships: Proven direct working relationships with Saudi ground handlers, Makkah/Madinah hotel suppliers, and muassasah/visa services.
• Proven Track Record: Demonstrated success in moving large-scale pilgrim volume (pax/season) and driving measurable revenue through channel partnerships.
• End-to-End Business Fluency: Master-level understanding of the complete Umrah supply chain—including seasonal rhythms, air/land arrangements, visa processing, pricing elasticity, and reseller margins.
• Polished Communication & Credibility: Excellent negotiation and presentation skills; comfortable acting as a trusted representative to medical professionals, corporate partners, and senior industry figures.

Nice-to-Have

• Prior experience marketing or selling travel packages tailored to senior citizens, high-net-worth individuals (HNWIs), or pilgrims with special medical/accessibility needs.
• Proven track record of successfully launching a new product line or travel package from zero to scale.