Senior Sales Manager -Palm Kernel Shell

Position Overview

Reporting directly to the Country Director, the Senior Sales Manager will be responsible for driving commercial growth, expanding market presence, and developing strategic sales initiatives across the Palm Kernel Shell business. This role requires a highly experienced sales leader with strong expertise in commodity markets, pricing strategies, customer relationship management, and business development.

The successful candidate will lead sales strategy execution, identify new market opportunities, optimize pricing and profitability, and build long-term relationships with customers and stakeholders across domestic and international markets.

Key Responsibilities

Sales Strategy & Business Development

• Develop, implement, and execute strategic sales plans to drive revenue growth, market expansion, and long-term business sustainability.
• Identify, acquire, and develop new customers while strengthening relationships with existing accounts.
• Lead commercial initiatives to increase market share and enhance the company's competitive positioning within the Palm Kernel Shell and biomass energy sectors.
• Monitor industry developments and market trends to identify growth opportunities and emerging customer needs.

Commercial Leadership

• Manage and coordinate sales activities across the organization to ensure achievement of sales targets and business objectives.
• Collaborate closely with the Country Director and senior management to establish annual budgets, sales targets, and growth strategies.
• Analyze sales performance and market developments to recommend corrective actions and business improvement initiatives.
• Drive business profitability through effective sales planning, customer portfolio management, and commercial execution.

Market Intelligence & Pricing Strategy

• Conduct market research and competitive analysis to assess market opportunities, industry developments, and customer trends.
• Develop and implement pricing strategies aligned with market conditions, supply-demand dynamics, and profitability objectives.
• Monitor commodity price movements and market risks, providing strategic recommendations to optimize commercial performance.
• Support the business in managing price volatility and commodity-related risks through informed market analysis.

Technical & Commercial Support

• Provide technical and commercial guidance to sales and marketing teams regarding products, applications, and customer requirements.
• Work closely with cross-functional teams to develop tailored solutions that meet customer needs and strengthen value propositions.
• Support contract negotiations, commercial discussions, and strategic customer engagements.
• Ensure customer satisfaction through proactive relationship management and responsive service delivery.

Stakeholder Management

• Build and maintain strong relationships with key customers, traders, suppliers, and industry stakeholders.
• Represent the company professionally at customer meetings, industry events, and commercial negotiations.
• Collaborate with internal and external stakeholders to ensure alignment on business objectives and market strategies.

Key Requirements

Education

• Bachelor's Degree in Marketing, Business Administration, Economics, International Business, or a related discipline.
• Additional qualifications in Sales Management, Commodity Trading, or Business Strategy will be an advantage.

Experience

• Minimum 10 years of sales and business development experience within multinational organizations.
• Strong preference for candidates with significant experience in Palm Kernel Shell, biomass commodities, agricultural commodities, renewable energy feedstocks, or related sectors.
• Proven track record of consistently achieving revenue targets and driving business growth.
• Experience managing major customer accounts, commercial negotiations, and strategic partnerships.

Commercial & Technical Expertise

• Strong understanding of commodity markets, trading dynamics, and price risk management principles.
• Experience developing and implementing sales strategies, pricing models, and market expansion initiatives.
• Strong analytical capabilities with the ability to assess complex market trends and commercial opportunities.
• Sound understanding of profitability management, budgeting, forecasting, and financial performance drivers.
• Familiarity with international trade, commodity supply chains, and export markets is highly desirable.

Leadership Competencies

• Strong leadership and team management capabilities with the ability to motivate and develop high-performing sales teams.
• Excellent communication, presentation, negotiation, and interpersonal skills.
• Target-driven with a proven ability to operate in a fast-paced, performance-focused environment.
• Strong commercial acumen combined with strategic thinking and problem-solving abilities.
• High levels of integrity, professionalism, and ethical conduct.

Language & Technical Skills

• Fluent in English and Bahasa Indonesia, both written and spoken.
• Strong computer literacy, including proficiency in Microsoft Office and sales reporting tools.
• Ability to prepare and deliver impactful presentations to customers and senior stakeholders.

Ideal Candidate Profile

The ideal candidate is a commercially driven sales leader with deep expertise in Palm Kernel Shell trading, biomass energy markets, or agricultural commodities. They possess a strong understanding of market fundamentals, pricing strategies, and commodity risk management, combined with a proven track record of developing profitable customer relationships and driving sustainable revenue growth. Highly strategic yet hands-on, this individual is capable of leading commercial initiatives, navigating market volatility, and delivering outstanding business results in a multinational environment.