About the Role
Lead and drive SawitPRO's FFB (Fresh Fruit Bunch) crop commercial strategy, focusing on growth, market expansion, and strategic partnerships to support the acquisitions of FFB sources and funnel these sources into our partner mills.
Develop and execute a comprehensive commercial strategy that aligns SawitPRO's mission to enhance palm oil farming and business practices through increase in FFB growth in all stakeholders
Collaborate with product development and marketing teams to ensure product offerings meet market demands and customer needs.
Identify and pursue new business opportunities, markets, and partnerships to expand SawitPRO's footprint.
Own and develop the customer relationship for 3 distinct types of B2B customers of SawitPRO - Crude Palm Oil mills (CPO Mills), DO Agents/suppliers of CPO mills (suppliers), FFB Ramps and any other actors in the supply chain to help speed up acquisition and activation of the FFB sources.
Optimize and maximise revenue opportunities from the user base
Provide high quality customer experience through a combination of product, service and relationship management
Learn the motivation levels of each different types of customers, their pain points, business opportunities and growth prospects
Cross team collaboration across product, sales, operations, marketing and technology to promote good understanding of the customer
Be an ecosystem builder
Role of the Head, B2B Commercial
Strategy & ideation – The person responsible has to develop the overall strategy and ideas behind the company's FFB crop acquisition, conversion and customer management strategy
Team management – Lead a team of collaborators and contributors for delivering on all aspects of the business development and customer management
Leadership – demonstrate leadership by coming up with innovative ideas as well as by building and managing a high performance team
Customer Management – Manage 3 distinct types of customers - Palm Oil mills, palm oil mill suppliers / agents, FFB Ramps and any other actors relevant to the FFB Crop Business
Customer Service - Focus on both customer acquisition and retention through a sound customer service approach
Execution KPIs – clearly define execution goals and KPIs to deliver on the experience portfolio of the organization
Senior Management collaboration – work closely with senior management including the CEO, head of product, head of engineering, etc. to deliver on the strategic business outcomes including owning financial KPIs and human KPIs
DDD – Lead the Data Driven Decision (DDD) making across the entire organization. Utilize business intelligence and performance metrics to inform decision-making and strategy adjustments.
P & L - Manage revenue and costs generated from the customer base
CRM - Recommend, implement and own the Customer Relationship Management System for SawitPRO
Requirements
Bachelor’s Degree in Computer Science, Business or Marketing discipline is required.
Min. 10 years’ experience working in Sales, Commercial business management, growth,, etc. in driving digital adoption among customers with independent P&L responsibilities
Five or more years of progressive leadership experience in leading cross-functional teams and enterprise wide programs, operating and influencing effectively across the organization and within complex contexts
Experience in innovating business models and developing new channels, business models or business transformation
Experience in Sales of consumer industries like fast moving consumer goods (FMCG), consumer banking, digital insurance, FinTech, sharing economy, etc. is preferred
Palm oil industry knowledge would be helpful (optional)
Deep understanding of people and their motivations and behaviours
Relationship building and management of different types of B2B customers
Strong business acumen, including domain-specific knowledge of the manufacturing and resources companies and their business units
Excellent analytical, strategic conceptual thinking and consulting skills.
Strong influence and negotiation skills
Ability to effectively drive people, process and technology change in a dynamic and complex operating environment
Excellent oral and written communication skills, including the ability to explain digital concepts and technologies to business leaders, as well as business concepts to technologists
Must be a passionate human being with strong idealism and vision for a brighter future of Indonesia
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.