Commercial Strategy (SPX Express)

Shopee; Indonesia; On-site; IDR 350,000,000 - 700,000,000; Full time

Job summary

Shopee is seeking a dynamic Sales Leader in Indonesia to drive the Retail Sales strategy and exceed targets. You will recruit high-volume SDOP partners, manage partner performance, and lead a 15-person team across Retail Sales and Training.

The role requires strong negotiation, analytics, and stakeholder management to ensure smooth operations across the partner network. You will influence strategy, optimize key metrics like ADO, and resolve escalations quickly to maintain high service levels and

Qualifications

• Experience in retail sales, business development, or partner acquisition within logistics, supply chain, or ecommerce.
• Strong capability to track, analyze, and optimize performance metrics (e.g., ADO) and troubleshoot bottlenecks.
• Demonstrated experience leading large teams including full-time staff, contractors, and third-party vendors.
• Exceptional negotiation, relationship management, and delegation skills.

Responsibilities

• Lead the overall Retail Sales strategy to exceed core business targets.
• Identify, negotiate with, and recruit high-volume SDOP partners for non-Shopee drop-off orders.
• Actively manage and track partner performance and drive productivity using key metrics (e.g., ADO).
• Directly manage a 15-headcount team across Retail Sales and SVP Training.
• Resolve operational bottlenecks, partner escalations, and logistic challenges to maintain network execution.

Skills

Retail sales

Business development

Partner acquisition

Analytics

People management

Negotiation

Communication

Job description

Job Description:

• Sales & Partner Acquisition: Lead the overall Retail Sales strategy to exceed core business targets. Identify, negotiate with, and recruit high-volume Seller Drop-Off Point (SDOP) partners capable of bringing in sellers for non-Shopee drop-off orders.
• Partner Management & Metric Optimization: Actively manage and track the performance of existing SDOP partners. Analyze key performance metrics-specifically Average Daily Orders (ADO)-and execute initiatives to drive partner productivity and overall order volume.
• Large Team Leadership & Oversight: Directly manage a 15-headcount team structured across two core functions:
• Retail Sales (13 HC): Lead 5 Full-Time Employees (FTE), 7+ Temporary staff, and 1 BPO partner.
• SVP Training (2 HC): Direct 2 Full-Time Employees (FTE) dedicated to training and enablement.
• Operational Problem Solving: Resolve operational bottlenecks, partner escalations, and logistical challenges rapidly to maintain seamless partner network execution.

Requirements:

• Sales Expertise: Proven track record in retail sales, business development, or partner acquisition within logistics, supply chain, or e-commerce industries.
• Analytical & Problem-Solving Skills: Strong capability to track, analyze, and optimize performance metrics (e.g., ADO) alongside a practical approach to troubleshooting operational bottlenecks.
• People Management: Demonstrated experience leading large, diverse teams across full-time staff, temporary contractors, and third-party BPO vendors.
• Communication: Exceptional negotiation, relationship management, and team delegation skills.