Head of Business Development (Retail)

Michael Page; Tangerang; On-site; IDR 700,000,000 - 1,000,000,000; Full time

Job summary

Michael Page is recruiting a Head of Business Development (Retail) for an Indonesian-based leading retail and distribution company. You will lead end-to-end brand acquisition, engage international brands for entry and expansion, and shape growth strategies across distribution channels in Indonesia.

You will conduct market analyses, develop business cases, and oversee negotiations and onboarding with cross-functional teams to ensure successful launches and portfolio expansion.

Qualifications

• Bachelor's degree in Business, Marketing, Economics, or a related field; MBA is an advantage.
• 10+ years of experience in Business Development, Brand Partnerships, Category Management, Commercial Strategy, or related functions.
• Proven track record of acquiring, launching, or managing international brands within Indonesia.
• Strong understanding of distribution, retail, FMCG, consumer goods, lifestyle, fashion, home & living, or related sectors.
• Experience in evaluating business opportunities from both strategic and financial perspectives.
• Strong financial modelling and commercial analysis capabilities.
• Exceptional negotiation, presentation, and stakeholder management skills.
• Ability to engage and influence C-level executives and international brand owners.
• Entrepreneurial mindset with strong ownership, creativity, and execution capability.
• Fluent in English, both written and verbal.

Responsibilities

• Lead the end-to-end brand acquisition process, from sourcing and evaluating opportunities to negotiation and partnership closure.
• Identify and engage with international brands seeking entry, expansion, or stronger distribution channels within Indonesia.
• Conduct market research, competitive analysis, and category assessments to identify attractive business opportunities.
• Develop compelling business cases, growth projections, and go-to-market strategies for prospective brand partnerships.
• Evaluate commercial feasibility, including revenue potential, investment requirements, profitability, and scalability.
• Build and maintain relationships with brand owners, manufacturers, licensors, and strategic partners across global markets.
• Prepare and deliver strategic presentations, proposals, and partnership pitches to brand principals and internal stakeholders.
• Lead commercial negotiations covering distribution rights, exclusivity agreements, commercial terms, and partnership structures.
• Collaborate with marketing, sales, operations, and finance teams to ensure successful onboarding and launch of newly acquired brands.
• Drive long-term portfolio growth by continuously identifying emerging brands, consumer trends, and market gaps.

Skills

Negotiation

Stakeholder management

Financial modelling

Strategic thinking

Leadership

Entrepreneurial mindset

Education

Bachelor's degree in Business/Marketing/Economics or related

MBA (advantage)

Job description

• Opportunity to establish strategic partnerships and exclusive collaboration.
• Opportunity to play a critical role in shaping the company's future growth
  

• Opportunity to establish strategic partnerships and exclusive collaboration.
• Opportunity to play a critical role in shaping the company's future growth
  

About Our Client

A leading Indonesian retail and distribution company with a passion for bringing innovative and globally recognized consumer brands closer to local customers. Through extensive network, market expertise, and strong commercial capabilities, they partner with international brands to establish and accelerate their growth in Indonesia.

Job Description

Key Responsibilities for Head of Business Development (Retail) :

• Lead the end-to-end brand acquisition process, from sourcing and evaluating opportunities to negotiation and partnership closure.
• Identify and engage with international brands seeking entry, expansion, or stronger distribution channels within Indonesia.
• Conduct market research, competitive analysis, and category assessments to identify attractive business opportunities.
• Develop compelling business cases, growth projections, and go-to-market strategies for prospective brand partnerships.
• Evaluate commercial feasibility, including revenue potential, investment requirements, profitability, and scalability.
• Build and maintain relationships with brand owners, manufacturers, licensors, and strategic partners across global markets.
• Prepare and deliver strategic presentations, proposals, and partnership pitches to brand principals and internal stakeholders.
• Lead commercial negotiations covering distribution rights, exclusivity agreements, commercial terms, and partnership structures.
• Collaborate with marketing, sales, operations, and finance teams to ensure successful onboarding and launch of newly acquired brands.
• Drive long-term portfolio growth by continuously identifying emerging brands, consumer trends, and market gaps.
  

The Successful Applicant

A Successful Head Of Business Development (Retail) Should Have

• Bachelor's degree in Business, Marketing, Economics, or a related field. MBA is an advantage.
• Minimum 10+ years of experience in Business Development, Brand Partnerships, Category Management, Commercial Strategy, or related functions.
• Proven track record of acquiring, launching, or managing international brands within Indonesia.
• Strong understanding of distribution, retail, FMCG, consumer goods, lifestyle, fashion, home & living, or related sectors.
• Experience in evaluating business opportunities from both strategic and financial perspectives.
• Strong financial modelling and commercial analysis capabilities.
• Exceptional negotiation, presentation, and stakeholder management skills.
• Ability to engage and influence C-level executives and international brand owners.
• Entrepreneurial mindset with strong ownership, creativity, and execution capability.
• Fluent in English, both written and verbal.
  

What's on Offer

This is an exciting opportunity for a strategic business leader who enjoys identifying market opportunities, building international partnerships, and shaping the future growth of a dynamic consumer brand business.

Quote job ref: JN-102026-7129548