Head of Commercial - Fashion Retail

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.

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