Head of Commercial - Fashion Retail

cha Talent); Cibiru Hilir; On-site; IDR 1.640.689.000 - 2.296.965.000; Full time

Job summary

A leading lifestyle brand is seeking a Head of Commercial to lead the sales and channel performance, overseeing both offline and online operations in Indonesia. This strategic role will drive revenue growth and manage teams across multiple business units, requiring at least 2 years in a commercial leadership position. Ideal candidates will have strong strategic thinking skills and proficiency in English.

Benefits

Dynamic team environment

Leadership role in national expansion

Mission-driven brand growth

Qualifications

• Minimum 2 years in a commercial leadership role.
• Proven experience in managing offline retail and online sales channels.
• Business-level proficiency in English.

Responsibilities

• Formulate and implement integrated commercial strategies.
• Manage performance for offline retail and online channels.
• Lead planning and execution for store expansion in Southeast Asia.

Skills

Strategic thinking

Leadership

Sales management

Negotiation

Analytical skills

Cross-functional collaboration

Education

Bachelor’s degree in Marketing, Business, Management

Job description

Our client is the company behind Indonesia’s most recognizable lifestyle bag brands, established in 2009. 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.

Overview

Role: Head of Commercial — a strategic and commercially driven leadership position to lead the sales and channel performance of its renowned brands. This senior role oversees both offline and online sales operations, including domestic and international markets, to drive revenue growth, brand expansion, and omnichannel excellence.

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 offline retail (including stores in Sumatra and Balikpapan) and online channels (Shopee SG, MY, PH), optimizing for growth and profitability.
• Retail Expansion: Lead planning and execution for the company’s offline store expansion in Southeast Asia, 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

• Minimum Bachelor’s degree in Marketing, Business, Management, or any related field.
• Experience: Minimum 2 years in a commercial leadership role.
• Proven experience managing both offline retail and online sales channels, including marketplace operations (e.g., Shopee) and direct-to-consumer platforms.
• Hands-on experience 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.
• Business-level proficiency in English, both spoken and written.
• 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 with marketplace platforms, retail partners, and distributors.
• Results-oriented, organized, and adaptable to changing market demands and fast-paced environments.

Why Join Us?

• Help grow a mission-driven brand loved by Indonesian families
• Lead national expansion with a high-impact leadership role
• Join a young, dynamic team passionate about parenting innovation

Key Selling Points

• Oversee both offline and online sales operations, including domestic and international markets
• Be part of credible and renowned brands

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