Head of Commercial - Modular Constructions

PT Michael Page Internasional Indonesia; Daerah Khusus Ibukota Jakarta; On-site; IDR 900,000,000 - 1,800,000,000; Full time

Job summary

PT Michael Page Internasional Indonesia is recruiting a Head of Commercial for a fast-growing modular construction solutions company. You will lead Sales and Business Development to drive revenue growth, expand client portfolios, and build a scalable commercial foundation.

The role requires leadership across product, operations, and finance, with a focus on enterprise clients, partnerships, and KPI-driven performance in a B2B environment.

Qualifications

• 8–12 years in Commercial, Sales, or Business Development with leadership experience.
• Experience in B2B project-based sales in construction, property, or infra.
• Ability to develop and execute commercial strategies delivering revenue growth and margins.

Responsibilities

• Define and execute go-to-market strategy aligned with revenue, growth and margin objectives.
• Lead end-to-end sales process from prospecting to closing with disciplined CRM use.
• Build and coach a high-performing Commercial team with clear KPIs.

Skills

Sales leadership

Strategic planning

CRM management

Negotiation

Stakeholder management

Fluent Bahasa Indonesia

Fluent English

Education

Bachelor's degree in Business/Marketing/Economics/Engineering

MBA or equivalent postgraduate qualification

Tools

HubSpot

Salesforce

Pipedrive

Job description

Head of Commercial - Modular Constructions

The Head of Commercial will lead the company's Sales and Business Development functions, with overall responsibility for driving sustainable revenue growth, improving commercial performance, and strengthening the company's position in the prefabricated and modular construction market.

Client Details

Our client is a fast-growing construction solutions company specializing in prefabricated and modular building systems. The company provides efficient, scalable, and technology-enabled solutions for clients across the industrial, commercial, institutional, infrastructure, and property sectors.
As the business enters its next stage of growth, the company is looking for a senior commercial leader to strengthen its market position, expand its client portfolio, and build a scalable commercial foundation.

Description

Commercial Strategy and Leadership

• Define and execute the company's go-to-market strategy in line with its revenue, growth, and margin objectives.
• Take ownership of overall commercial performance, from lead generation and client acquisition to signed projects and recurring revenue.
• Identify and develop new market segments, including industrial projects, modular housing, infrastructure, institutional, and other B2B opportunities.
• Explore strategic partnerships and alternative channels to accelerate market penetration.
• Translate business objectives into measurable commercial targets and OKRs.
• Work closely with Product, Operations, and Finance to align commercial targets with project feasibility, delivery capacity, and profitability.
• Provide market insights and commercial recommendations to support business planning and investment decisions.

Sales and Business Development

• Lead the end-to-end sales process, including prospecting, qualification, solution development, proposal submission, negotiation, and closing.
• Build and manage a high-performing B2B sales function that balances growth, execution speed, service reliability, and profit margin.
• Establish and maintain strong relationships with enterprise clients, developers, contractors, consultants, institutions, and strategic partners.
• Manage strategic accounts and drive client retention, repeat business, and long-term partnerships.
• Strengthen pipeline management and revenue forecasting through disciplined use of CRM data.
• Develop scalable sales processes, playbooks, pitch materials, and pricing strategies.
• Ensure commercial proposals are competitive while maintaining appropriate pricing discipline and project profitability.
• Monitor market developments, competitor activities, client needs, and emerging opportunities within the construction sector.

Team Leadership

• Build, lead, and coach a high-performing Commercial team with clear targets and accountability.
• Establish a performance-driven culture supported by measurable KPIs, structured reviews, and data-based decision-making.
• Strengthen collaboration across Sales, Business Development, Product, Operations, and Finance.
• Ensure effective lead handover, proposal development, and project coordination across functions.
• Develop the team's commercial capabilities, market knowledge, and client engagement skills.

Key Performance Indicators

• Achieve at least 100% of quarterly and annual revenue targets.
• Increase the qualified lead-to-deal conversion rate to at least 25%.
• Maintain a gross margin of at least 25%.
• Improve pipeline quality, coverage, and forecasting accuracy.
• Expand the company's client portfolio and generate sustainable repeat business.
• Strengthen the company's market presence in targeted industries and customer segments.

Profile

• Bachelor's degree in Business, Marketing, Economics, Engineering, or another relevant discipline.
• An MBA or equivalent postgraduate qualification would be advantageous.
• At least 8-12 years of experience in Commercial, Sales, or Business Development, including experience in a leadership position.
• Strong exposure to project-based B2B sales, preferably within construction, property, building materials, industrial products, infrastructure, engineering solutions, or related sectors.
• Proven ability to develop and execute commercial strategies that deliver revenue growth and healthy margins.
• Strong understanding of enterprise client acquisition, strategic account management, project-based selling, pricing, and revenue forecasting.
• Demonstrated success in building and leading commercial teams.
• Experience working cross-functionally with operations, product, project delivery, and finance teams.
• Strong communication, presentation, negotiation, and stakeholder management skills.
• Fluent in Bahasa Indonesia and English.

Preferred Experience

• Exposure to prefabricated buildings, modular construction, infrastructure projects, or engineered construction solutions.
• Experience managing both direct enterprise sales and indirect channels, such as partnerships, dealers, consultants, or institutions.
• Familiarity with CRM platforms such as HubSpot, Salesforce, or Pipedrive.
• Experience working in a startup, scale-up, or other fast-paced business environment.
• Established relationships across the construction, property, infrastructure, industrial, or institutional sectors would be advantageous.

Job Offer

• Permanent employment contract.
• Base salary.
• Allowance.