INDONESIA INCORPORATION

Headquartered in Jakarta, the company is the rapidly growing and major market leading business to business services corporation.
In recent years the company has achieved an enviable record of consistent and remarkably strong growth and profitability.
An acknowledged innovator and leader in its field the company provides a diverse range of sophisticated, leading edge business to business services, utilizing extensive physical and IT based systems, facilities and resources to hundreds corporate clients in all business sectors nationwide. Its primary brief is to help organizations reduce the costs and risks associated with information protection and storage through the provision of comprehensive records management, data protection and information destruction solutions.
The company is fully committed to the highest standards of operational excellence; superior client service, value and quality; continuous investment in and enhancement of resources; the achievement of substantial ongoing growth and pre-eminence in a very fertile global marketplace. Future growth will be achieved via a strategy focused on the maximization of organic and acquisition opportunities, and targeting services to the needs of big businesses in the private and public sectors – including sectors as yet not addressed. The company has a matrixed operating philosophy and structure and an integrated cultural style which enables expertise and best practice to be shared, and for resources and support to be deployed flexibly and most effectively where and when needed. Their core values are founded on honesty and openness; organizing around the work; speed and efficiency; accountability and responsibility; competence, reliability and security. The empowering culture actively encourages people at all levels to be proactive, contribute at their best, continuously improve and develop and grow. Positive contribution is both recognized and rewarded.

This brief specifically relates to the need to appoint a COMMERCIAL DIRECTOR in Indonesia. This is a key and exciting, highly visible and influential senior functional leadership role expected to have a major and measurable impact upon the future development and profitable growth of the business and its people in the marketplace in Indonesia.

Job Overview:
To lead the company's Commercial Team to find, win, keep and develop profitable customers. The role is responsible for strategic commercial development in order to consistently meet the forecasted revenue expectations within the country. This will be achieved by providing clear proactive and positive leadership and developing, inspiring and motivating the Commercial Team.

Key Accountabilities:
Strategy
Provide strategic “thought Transformational Leadership” to the commercial organization, and shape and drive strategies and tactics that will identify and maximize market opportunities, improve performance, results and profitability.
Clearly communicate strategic and tactical initiatives to improve alignment and understanding within the Commercial Team.
Ensure pricing optimization through proactive price management and adherence to the pricing approach, lead the market with proactive price management that improves profitability.
Initiate and lead the design, implementation and management of specific projects that will improve performance.
Ensure that the entire Commercial Team are effectively managed, reviewed and developed to ensure continued effectiveness, performance achievement and retention.
Exceed company revenue budgets and manage the cost of sales within the budget.
Provide leadership and management to the Commercial Team focusing on productivity and teamwork.
Support individual and team performance through effective coaching.
Ensure that regular performance reviews and annual performance appraisals are performed.
Develop and maintain individual training plans for the Commercial Team.
Ensure clear communication and achievement of activity performance standards.
Ensure accurate and timely target and objective setting for the Commercial Team.
Lead the recruitment, training and disciplining process for the Commercial Team.
Listen to the field team and maintain a solid understanding of their needs in their support of customers.

Market Place Information

Gather competitor and customer information through field based sales activities to create awareness of local market trends and competitors.
Interact with customers to establish market information specific to them.
Observe local market trends and relate impact to customers.
Collect competitor intelligence, eg pricing schedules, service brochures, etc.
Share relevant information with other departments.
Increase personal knowledge of key customers and markets / sectors through additional networking and membership of professional associations.
Understand and maintain thorough knowledge about the products, services, features and applications.

Selling

Find, win, keep and develop customers in order to at least achieve revenue targets for new and existing business.
Generate sales opportunities at the highest decision making levels to support the Commercial Team.
Plan, develop and execute sales strategy and tailor it to potential customers’ needs.
Take a lead role in major new business proposals and keep the group President Director informed of progress.

Customer Relationship Management

Ensure the retention and development of allocated customers through building lasting relationships and enhancing customer satisfaction.
Design and build standardized procedures and processes for providing quality customer service; continuously seek ways to improve service and coverage strategies to enhance the company's ability to deliver Total Customer Satisfaction (TCS). Build measurement capabilities enabling the setting of targets, management of progress and to drive accountability.
Provide a channel of communication between the company and its customers.
Facilitate the effective resolution of all enquiries as appropriate with other members of the Commercial Team.
Act as the highest point of contact for customer issues.
Provide records management advisory services through customer needs surveys, program design and set up and customer training.
Deliver exemplary customer support at all times to facilitate higher levels of TCS.

Administration

Ensure all sales administration activities are performed to maintain accurate information essential to sustain revenue and customer service.
Accurately complete sales reports within agreed time frames.
Complete and update customer information and documentation as required by the business.
Write and prepare proposals and presentations as part of the sales process where required.
Update the sales systems as appropriate to ensure the maintenance of accurate customer information.
Review sales performance and prepare presentations as necessary for sales meetings and debriefs.
Ensure compliance and adherence to all company policies and procedures.

Relationships

The Commercial Director will perform a highly visible and influential leadership role vital to the success and growth of the business. It will be of paramount importance to form close, effective working, reporting and interpersonal relationships at all levels in all key disciplines within the company, and externally with current and potential customers.

The Future

There will be significant scope for contribution and recognition in the role of Commercial Director, together with outstanding opportunities for ongoing personal development, role growth and broad career progression within a rapidly growing and vibrant business

The Candidate

Education and Training:
Ideally a Degree in a Business / Commercial discipline and / or a MBA Degree.

Experience & Capabilities:
Essential

At least 4 years business to business sales management and leadership experience in Indonesia within a large, matrixed and multi-cultural organization.
Proven ability to meet sales goals within budgeted resources and develop national sales strategies within own sector or market.
P & L management exposure and accountability.
Executive Team Leadership skills.
Organizational awareness ( structure, products and services ).
Excellent communication ability at management level, both internally and externally.
Full oral and written fluency in English and Indonesian languages.

Technical / Functional Skills

Essential

Ability to liaise and present well at all levels both internally and externally.
Results driven, customer focused and adaptable.
High level of competency using Microsoft Office applications.
Very able in the use of written and verbal language to convey complex business messages.
Ability to produce financial forecasts and business cases with revenue and profit projections.
Strong understanding of financials as they relate to adjusted gross profit, impact of pricing on long-term revenue growth, return on investment and cost management.

Preferred

Ability to create and interpret standard business reports and employ information effectively both internally and externally.

Future Aims

Career orientated and ambitious with the desire and ability to succeed, grow and progress further.

Personal Circumstances

Willing and able to travel extensively in Indonesia and the South East Asia regions on business and when necessary stay away from home.
High level of personal flexibility required

Our Client offers very attractive remuneration package. Monthly basic salary range Rp.120 to 170 million
Luxurious company’s car plus driver, and other benefits

All applications will be treated in the strictest of confidence. If you are a suitable match for this position please send your application and recent photograph to
recruitment@indonesia-inc.com