About the Role
As AVP of Commercial, you will lead and integrate SawitPRO’s Customer Experience, Commercial, B2B Sales, Customer Management, Growth, Marketing, and Performance functions into one cohesive strategy.
You will be responsible for building and scaling SawitPRO’s relationship with key stakeholders across the palm oil ecosystem, particularly Palm Oil Mills, mill suppliers/agents, FFB Ramps, and other B2B partners.
This role combines commercial leadership and customer experience, with a strong focus on driving customer acquisition, engagement, retention, revenue growth, and long-term ecosystem development.
You will work closely with the CEO and other senior leaders across Product, Engineering, Operations, Marketing, and other functions to translate customer and market insights into business growth and strategic outcomes.
Key Responsibilities:
1. Experience & Commercial Strategy
Develop and execute SawitPRO’s overall Customer Experience and Commercial strategy, aligned with the company’s business objectives.
Own the end-to-end customer journey, from customer acquisition, onboarding, activation, engagement, growth, to retention.
Identify opportunities to improve customer experience while maximizing commercial value and revenue.
Develop strategic initiatives, new channels, business models, and partnerships to accelerate growth.
Build and continuously improve the roadmap and budget for the Experience and Commercial portfolio.
2. B2B Sales & Customer Management
Own the commercial relationship with SawitPRO’s key B2B customer segments, including Palm Oil Mills, suppliers/agents, FFB Ramps, and other supply-chain stakeholders.
Develop strategies to acquire, activate, grow, and retain B2B customers and partners.
Understand customer motivations, pain points, business opportunities, competitive landscape, and growth potential.
Build long-term strategic relationships with key customers and ecosystem partners.
Optimize revenue opportunities across the existing customer base.
Establish a strong customer service and relationship management approach to ensure high customer satisfaction and retention.
3. FFB Commercial Growth
Lead the commercial strategy for FFB source acquisition, conversion, and customer management.
Identify and develop new markets, customer segments, partnerships, and distribution channels to expand SawitPRO’s FFB ecosystem.
Build strategic partnerships with mills, suppliers, ramps, and other relevant stakeholders.
Work closely with internal teams to accelerate the acquisition and activation of FFB sources and maximize their commercial potential.
4. Customer Growth & Engagement
Drive customer growth through customer intelligence, growth marketing, engagement programs, partnerships, campaigns, and ecosystem development.
Develop initiatives such as engagement programs, rewards, and gamification to increase stakeholder participation and loyalty.
Leverage customer and competitor intelligence to identify growth opportunities and improve commercial performance.
Ensure customer insights are translated into actionable improvements across products, services, and business processes.
5. Data-Driven Decision Making
Lead Data-Driven Decision Making (DDD) across the Experience and Commercial functions.
Establish and monitor key performance indicators covering customer acquisition, activation, engagement, retention, revenue, and commercial growth.
Utilize business intelligence and performance data to identify opportunities, evaluate performance, and adjust strategies.
Ensure decisions are supported by clear customer, market, and business insights.
6. Leadership & Cross-Functional Collaboration
Lead and develop a high-performing team of collaborators and contributors across Experience, Commercial, Sales, Customer Management, and Growth.
Set clear goals, KPIs, priorities, and execution roadmaps for the Experience portfolio.
Work closely with senior management, including the CEO, Head of Product, Head of Engineering, and other functional leaders, to deliver strategic business outcomes.
Drive strong collaboration across Product, Sales, Operations, Marketing, Technology, and other functions.
Build a customer-centric culture across the organization.
7. P&L & Business Performance
Own relevant financial and business KPIs for the Experience and Commercial portfolio.
Manage revenue and costs generated from the customer base.
Ensure commercial initiatives deliver measurable business impact and sustainable growth.
Continuously evaluate the return on investment of customer experience, commercial, marketing, and growth initiatives.
8. CRM & Customer Intelligence
Own the development and implementation of SawitPRO’s Customer Relationship Management (CRM) strategy and system.
Establish processes to capture, manage, and utilize customer data effectively.
Develop customer segmentation and intelligence to support acquisition, retention, cross-selling, and growth strategies.
Kualifikasi
Education
Bachelor’s Degree in Business, Marketing, Management, or a related discipline.
Experience
Minimum 10 years of experience in business management, commercial, sales, marketing, business development, customer experience, growth, or related fields.
At least 5 years of progressive leadership experience managing cross-functional teams and enterprise-wide programs.
Proven experience in driving commercial growth, customer acquisition, customer retention, and digital/business transformation.
Experience managing P&L or significant financial/business KPIs.
Experience in developing new business models, channels, partnerships, or go-to-market strategies.
Experience working in B2B or customer-centric businesses is highly preferred.
Experience in industries such as FMCG, consumer banking, FinTech, digital services, technology, agriculture, or other fast-moving industries is preferred.
Experience in the palm oil industry or agricultural ecosystem is an advantage, but not mandatory.
Knowledge & Skills
Strong understanding of customer behavior, commercial strategy, sales, growth, and business development.
Strong ability to build and manage relationships with different types of B2B customers and strategic partners.
Strong commercial and business acumen, including understanding of manufacturing, resources, and supply-chain businesses.
Strong analytical, strategic, and conceptual thinking.
Strong influence, negotiation, communication, and stakeholder management skills.
Strong understanding of digital marketing, analytics, CRM, growth, and customer intelligence.
Ability to use data and business insights to make strategic decisions.
Ability to drive people, process, technology, and business transformation in a dynamic and complex environment.
Excellent oral and written communication skills, with the ability to communicate effectively with both business and technology leaders.
Strong leadership mindset with the ability to build and manage a high-performing team.
Passionate about building a better future for Indonesia and creating meaningful impact in the palm oil industry.
Willing to be placed in Pekanbaru or Medan.
About the Company
SawitPRO is the best innovator that improves the lives of everyone in the Palm Oil industry. SawitPRO develops an integrated end-to-end agri-platform, creating a win-win-win for people, planet and profit. Our missions are to improve the livelihood of Indonesia’s smallholders, to unlock value for the industry, and to strive in a demanding global market in traceability and sustainability of palm oil products.
We provide platforms that connect the supply chain stakeholders within the palm oil industry (i.e. Palm Oil Mills, Agents, Smallholders, and Agri Input vendors), create a digital ecosystem that removes friction points, and essentially boosts the productivity of the smallholders via access to affordable yet high quality agro-inputs, agronomic services, and high-quality planting materials.
We envision to be the game-changer that improves smallholders’ living standard, and helps our planet to meet the growing global demand for sustainable palm oil.