Commercial Director

Role Purpose

The Commercial Director is responsible for leading and executing the commercial strategy for the Indonesia market, ensuring alignment with global apparel objectives. This role drives sustainable revenue growth, profitability, customer loyalty, and market expansion while building a high-performing commercial organization and strengthening key account partnerships.

Responsibilities & Accountabilities:

1. Commercial Strategy & Market Execution

Lead the execution of the Indonesia commercial strategy in alignment with global apparel business objectives.

• Translate global strategies into actionable local commercial plans across sales, pricing, and customer segments.

• Continuously assess market dynamics and adapt strategies to remain competitive in volatile conditions.

2. Sales Growth & Profitability

• Drive sustainable sales growth and margin improvement through effective pricing strategies, product mix optimization, and market segmentation.

• Ensure disciplined commercial governance to balance growth, profitability, and risk.

• Own and deliver annual budgets, forecasts, and commercial KPIs.

3. Route-to-Market & Channel Effectiveness

• Review and optimize route-to-market strategies to ensure agility, efficiency, and competitiveness.

• Implement necessary channel or distribution adjustments in response to economic, regulatory, or market changes.

4. Key Account & Customer Relationship Management

• Strengthen strategic relationships with key customers to improve loyalty, retention, and long-term value creation.

• Lead Voice of Customer (VoC) initiatives and translate insights into differentiated commercial offerings.

• Deliver commercial plans for global and regional key accounts in close collaboration with the Global Accounts (GA) team.

5. Market Intelligence & Business Development

• Identify and execute new market and business opportunities based on competitor analysis, customer trends, and market research.

• Monitor competitive landscape and proactively respond with innovative commercial initiatives.

6. Risk Management & Business Resilience

• Develop and implement effective risk mitigation plans to address economic volatility, customer concentration, and supply-demand challenges.

• Ensure commercial continuity and resilience under changing business conditions.

7. CRM & Data-Driven Decision Making

Drive adoption and optimization of CRM systems (CSX) across the sales organization.

• Ensure data accuracy, disciplined usage, and analytics-driven decision-making to enhance customer engagement and forecasting quality.

8. Commercial Organization & Talent Development

• Build, lead, and develop a high-performing commercial team through effective recruitment, coaching, and succession planning.

• Embed Commercial Excellence principles, performance management, and capability development across the team.

• Foster a strong performance culture with clear accountability and collaboration.

9. Digitalization & Customer Experience

• Champion the rollout and adoption of digital tools and initiatives to enhance customer experience, sales effectiveness, and operational efficiency.

• Collaborate with regional and global teams to align local digital initiatives with global platforms.

10. Governance, Compliance & H&S/E

• Ensure full compliance with the Company Business Code of Conduct, internal policies, and governance standards.

• Promote and enforce Health, Safety & Environment (H&S/E) standards across all commercial activities.

Qualifications & General Requirements

Education

• Bachelor’s degree in business administration, Marketing, Engineering, or a related discipline.

• MBA or postgraduate qualification is an advantage.

Experience

• Minimum 12–15 years of progressive commercial leadership experience, preferably within apparel manufacturing, textiles, FMCG, or industrial B2B environments.

• Proven track record in driving sales growth, margin improvement, and strategic account management.

• Experience managing complex, matrixed organizations with strong regional/global stakeholder interaction.

• Demonstrated success in leading and transforming commercial teams.

Competencies & Skills

• Strong strategic thinking with hands-on execution capability.

• Excellent commercial acumen, pricing discipline, and financial understanding.

• Advanced negotiation, relationship management, and influencing skills.

• Data-driven mindset with solid experience in CRM and digital sales tools.

• Ability to lead through change, ambiguity, and market volatility.

• Strong leadership presence with the ability to inspire, coach, and develop talent.

Language & Other Requirements

• Fluent in English (written and spoken); Bahasa Indonesia required.

• Willingness to travel domestically and internationally as required.

• Strong alignment with ethical business practices and safety standards.