Senior Manager - Commercial & BD, Asia

Orica Limited; Jakarta Pusat; Hybrid; IDR 2,681,444,000 - 4,111,548,000; Full time

Job summary

Orica is seeking a Senior Commercial Manager to align commercial activities with strategic objectives across Asia. The role leads planning, negotiations, pricing, and contract management while driving growth and managing commercial risks.

Regional leadership includes governance and S/4/A Oriba systems oversight, supporting multiple Asia Business Units from Hyderabad, Jakarta or Manila. You will oversee bid processes, maximise profitability, nurture key customer relationships, and mentor a

Qualifications

• Strong commercial and financial acumen with data interpretation to evaluate opportunities and risks
• Experience developing and executing commercial strategies that support growth and long-term value
• Contract negotiation, management and risk mitigation for complex agreements
• Strategic planning and business development with ability to translate into measurable outcomes
• Knowledge of governance, compliance, and ethical business practices in commercial contexts
• Understanding of markets, trends, competition and regulatory environments
• Proven ability to lead, develop and inspire teams in a high-performance setting
• Experience leading change and continuous improvement across teams, processes or systems
• Stakeholder engagement and influencing skills across diverse groups

Responsibilities

• Identify, develop and convert new business opportunities to drive growth
• Manage the commercial pipeline, track opportunities and report status
• Lead pricing analysis and provide recommendations to ensure competitiveness and profitability
• Oversee bid preparation, contract negotiations and finalisation for major accounts
• Assess performance risks and liabilities, including accruals for performance guarantees
• Monitor pricing strategies and align value drivers with commercial needs
• Develop and execute customer portfolio and account management strategies
• Strengthen customer relationships through strategic account planning and reviews
• Support commercialization and adoption of new technologies and value-added services
• Oversee commercial execution of new propositions and contribute to investment submissions
• Ensure compliance with commercial standards, governance and systems (S/4, Salesforce, C4C, Ariba, FSSS)
• Lead contract excellence audits and pricing compliance reviews
• Oversee customer record management and contract governance
• Develop and deliver commercial training and capability development
• Drive continuous improvement of commercial processes and reporting
• Provide analytics and dashboards for strategic decision-making
• Lead and mentor Commercial and Business Development teams across Asia

Job description

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Date: 8 Oct 2026

Company: Orica

About Orica

It’s an exciting time to join us – we are shaping the future of mining through digital and automated technologies, embracing new ways of thinking, pioneering innovation and reimagining the way we work.

About the role

The Senior Commercial Manager at Orica is responsible for aligning commercial activities with Orica’s strategic objectives by driving business development, optimising financial performance and managing commercial risks across Asia region. The role leads commercial planning, proposal development, negotiations, and contract management. Ensuring compliance with commercial governance standards, supporting Area Business Managers, and identifying new business opportunities.

The role also provides regional leadership in Commercial Governance and S/4 system compliance, supporting all Asia Business Units through contract excellence audits, contract variations support and pricing adjustments and reporting on commercial system governance such as C4C, Ariba and FSSS.

This role supports the development and strengthening of key customer relationships, drives regional strategic initiatives to enhance commercial processes and training, and oversees a team of Commercial and Business Development Leads, fostering a high-performance environment. This regional leadership opportunity can be based in Hyderabad (India), Jakarta (Indonesia), or Manila (Philippines).

What you will be doing

Business Growth and Development

• Identify, develop and convert new business development opportunities to drive growth
• Manage the commercial pipeline, including opportunity tracking, reporting on status and progress
• Lead pricing analysis and provide recommendations for commercial offers, ensure competitiveness and profitability.
• Manage bid preparation, contract negotiations and contract finalisation for significant accounts/projects.
• Analyse and assess performance contract risk and liabilities, including the accrual of performance guarantees.
• Monitor the competitive landscape, analyse pricing strategies, and align the organization's value drivers with the needs of commercial accounts to maintain competitiveness and adapt offerings strategically.
• Develop and execute customer portfolio, contracting, and account management strategies for key and significant accounts.
• Strengthen customer relationships through strategic account planning, business reviews, and commercial engagement activities.
• Support commercialization and adoption of new technologies, digital solutions, and value-added service offerings.
• Oversee the commercial execution of new value propositions, contribute to the development of Orica Investment Committee submissions to support commercial contractsand business growth in the Asia business units.
• Ensure compliance with Orica Commercial Standards, Governance requirements, and commercial systems (including S/4, Salesforce, C4C, Ariba, and FSSS). Training, personnel development and compliance to Orica Group Standards.
• Lead contract excellence audits, pricing compliance reviews, and management of contractual exposures.
• Oversee customer record management, commercial approvals, contract audits, and strategic account plan governance.
• Support new business partner setup, contract creation, and contract variation processes.
• Develop and deliver commercial training, capability development, and Sales Excellence programs.
• Drive continuous improvement of commercial processes, systems, and customer-facing effectiveness.
• Provide commercial analytics, dashboards, and performance reporting to support strategic decision-making.
• Lead and mentor Commercial and Business Development teams, fostering a high-performance culture across Asia.

What you will bring

We're looking for someone who can demonstrate the skills and capabilities needed to succeed in this role. You may have gained these through experience in commercial leadership, business development, manufacturing, mining services, or other complex business environments.

• Strong commercial and financial acumen, with the ability to interpret data, evaluate opportunities and risks, and make informed business decisions.
• Experience developing and executing commercial strategies that support business growth and long-term value creation.
• Demonstrated capability in contract negotiation, contract management, and commercial risk management, including structuring and managing complex commercial agreements that balance value creation and risk mitigation.
• Strong strategic planning and business development skills, with the ability to identify opportunities and translate them into measurable business outcomes.
• Knowledge of commercial governance, compliance, and ethical business practices, with a commitment to maintaining high standards and managing risk.
• Strong understanding of commercial markets, industry trends, competitive dynamics, and regulatory environments, with the ability to translate insights into commercial outcomes.
• Proven ability to lead, develop and inspire teams, creating an inclusive and high-performing environment where people can grow and succeed.
• Experience leading change, continuous improvement, and capability-building initiatives across teams, processes, or systems.
• Strong stakeholder engagement and influencing skills, with the ability to build trusted relationships across diverse teams, customers, and business partners.

A tertiary qualification in Business, Commerce, Finance, Engineering, or a related discipline is valued. Postgraduate qualifications are an advantage.

How you shape and influence others

• Brings a strategic perspective that helps guide business decisions, align stakeholders, and drive long-term commercial success.
• Creates clarity and confidence during periods of change, helping teams adapt to evolving priorities, market conditions, and business needs.
• Encourages innovation and continuous improvement by challenging existing approaches, identifying opportunities, and fostering new ideas.
• Builds strong relationships and credibility across functions, customers, and leadership teams through clear communication, effective negotiation, and influencing skills.
• Demonstrates integrity and sound judgement, setting high standards for ethical conduct, accountability, and commercial decision-making.
• Fosters a collaborative and inclusive environment where diverse perspectives are valued and teams work together toward shared goals.
• Maintains composure and resilience in complex situations, supporting others through challenges while keeping focus on priorities and outcomes.
• Promotes cultural awareness and inclusive leadership, building strong partnerships across countries, regions, and diverse business environments.

What we offer

As part of a truly global company, you will have the ability to grow and learn in a diverse, collaborative culture. We foster relationships and learning through connected global and local teams, promote flexible and diverse career paths and support the development of your knowledge and skills.

You will be paid a competitive salary, learn from talented individuals across multiple disciplines and be able to thrive in a safe workplace within a collaborative culture. Ignite your career at a place where your distinct potential can find its home.

We respect and value all

Orica promotes and fosters a culture of inclusion and Equal Opportunity Employment everywhere we operate. We treat our people and applicants with fairness, dignity, and respect, getting the best of everyone’s contributions. All qualified applicants will receive consideration for employment without regard to race, religion, sexual orientation, gender perception or identity, nationality, age, military or veteran, marital or disability status.