Head of Commercial

PT MDS Retailing Tbk; Tangerang; On-site; IDR 900,000,000 - 1,700,000,000; Full time

Job summary

PT MDS Retailing Tbk in Tangerang, Indonesia seeks a strategic Head of Commercial to lead category performance and profitable growth across stores and channels. You will own key levers including sales, margin, pricing, assortment, and inventory, translating customer insights into actionable plans.

You will build and manage the Commercial team, partner with cross-functional leaders, and ensure smooth product lifecycle from launch to markdown, driving GMROI and sustainable business success.

Qualifications

• Bachelor's Degree in Business, Retail Management, Marketing, Merchandising, Finance, or a related field.
• 10–15 years of experience in commercial, merchandising, buying, category management, or retail business management.
• Proven leadership experience driving sales, margin, P&L, pricing, assortment, and inventory productivity.
• Strong stakeholder management, negotiation, and cross-functional leadership across multi-category retail.

Responsibilities

• Develop and drive commercial strategies across categories, based on customer profiles, store performance, market dynamics, and business objectives to maximize sales and profitability.
• Own commercial P&L performance, including sales forecasting, margin targets, pricing architecture, promotion, and performance.
• Lead assortment, pricing, and product lifecycle decisions from launch through markdown and exit, ensuring right product, price, and mix.
• Drive inventory productivity and in-season trading, identifying opportunities and taking timely actions on fast/slow movers, stock turnover, and markdowns.
• Leverage customer insights and commercial analytics to identify growth opportunities, performance gaps, and corrective actions.
• Partner with Concept, Product Development, Planning & Allocation, Store Ops, Marketing, and Logistics to ensure launches, promotions, inventory flow, and priorities are executed on time.
• Lead and develop the Commercial team, building a high-performance culture.

Job description

We are looking for a strategic and commercially driven Head of Commercial to lead category performance and drive profitable growth across our retail business. This role will own key commercial levers across sales, margin, pricing, assortment, inventory, and product lifecycle, turning customer and business insights into clear actions that improve performance across stores and channels.

Key responsibilities

Develop and drive commercial strategies across categories based on customer profiles, store performance, market dynamics, and business objectives to maximize sales and profitability.

Own commercial P&L performance, including sales forecasting, margin targets, pricing architecture, promotion, and performance.

Lead assortment, pricing, and product lifecycle decisions from launch through markdown and exit, ensuring the right product, price, and mix aligned with customer needs and commercial objectives.

Drive inventory productivity and in-season trading, identifying opportunities and taking timely actions on fast/slow movers, stock turnover, and markdowns.

Leverage customer insights and commercial analytics to identify growth opportunities, performance gaps, and corrective actions.

Partner closely with Concept, Product Development, Planning & Allocation, Store Ops, Marketing, and Logistics to ensure product launches, promotional plans, inventory flow, and commercial priorities are executed effectively and on time.

Lead and develop the Commercial team, building strong commercial capabilities and a performance-driven culture.

About you

Bachelor's Degree in Business, Retail Management, Marketing, Merchandising, Finance, or a related field.

Minimum 10–15 years of experience in commercial, merchandising, buying, category management, or retail business management, with proven leadership experience.

Strong track record in driving sales, margin, P&L, pricing, assortment, and inventory productivity within fashion, department store, specialty, or large-scale retail.

Strong understanding of retail trading, product lifecycle, markdown strategy, stock productivity, and GMROI.

Commercially and analytically driven, with the ability to turn customer and business insights into actionable decisions and growth opportunities.

Strong stakeholder management, negotiation, and cross-functional leadership skills, with experience leading teams across complex, multi-category retail environments.

Matahari is Indonesia's premier department store chain, holding a commanding 47.8% market share. As the nation's leading omni-channel, customer-centric "house of specialists," we excel in apparel, footwear, beauty, and related sectors, driven by our philosophy of "feel good."

Matahari is Indonesia's premier department store chain, holding a commanding 47.8% market share. As the nation's leading omni-channel, customer-centric "house of specialists," we excel in apparel, footwear, beauty, and related sectors, driven by our philosophy of "feel good."