Hire & Scale: Recruit, onboard, and manage a team of 10–20 field executives and canvassers across Indonesia.
Coach & Develop: Mentor the team on pitch tactics, objection handling, and closing deals in the field.
Lead by Example: Actively perform hands-on field acquisition, negotiate directly with transporters, and lock in new business yourself.
Extensive Travel: Travel frequently across major regions in Indonesia to inspect ground operations, support the team, and close key deals.
2. Commercial & Funnel Optimization
Funnel Analysis: Monitor every stage of the field conversion funnel (prospecting, pitch, conversion, and retention) to spot drop-offs and bottlenecks.
Root-Cause Analysis: Analyze performance metrics to explain the why behind success or underperformance, providing actionable recommendations to senior management.
Route & Pricing Strategy: Build pricing cases, evaluate route pricing, and structure profitable deals with transport partners.
Management Updates: Present clear performance summaries, forecasts, and strategic proposals directly to leadership.
3. Enablement & Playbooks
Playbooks & Training Tools: Create practical training guides, pitch scripts, and operational playbooks from scratch to ensure the field team has the right tools to close deals.
Local Execution: Roll out direct, on-the-ground acquisition tactics tailored to local market realities.
Requirements
Commercial & Negotiation Mastery: Exceptional negotiation skills with a strong grasp of commercial terms, pricing arguments, and margin calculations (specifically in dealing with transport/logistics partners).
Extensive Travel & Mobility: Willing and able to travel frequently across Indonesia on short notice. Expect up to 80% travel (~15 days/month) to inspect ground operations, support regional teams, and close key deals.
Proven Track Record: Demonstrated ability to scale a business or manage a large field sales team across multiple cities/provinces in Indonesia.
Analytical Thinking: Comfortable working with conversion numbers and identifying where and why leads drop off in the sales pipeline.
Hands-on Execution: A self-starter who thrives in the field and takes pride in closing deals personally while managing a team.
Training & Playbook Creation: Ability to build simple, effective pitch frameworks and training materials for field staff.
Communication: Persuasive verbal and written communication skills in Bahasa Indonesia, capable of presenting ideas clearly to executive management.
