Job Description
Job Title: Commercial Lead
Location: Jakarta, Indonesia
Type: Full-time
About Us
Pet Farma is a rapidly growing company building Indonesia's first fully integrated, tech-enabled veterinary supply platform. We are transforming the animal health ecosystem by connecting international suppliers, distributors, and veterinary clinics through a seamless procurement and distribution model. Our platform simplifies access to veterinary medicines, supplements, and equipment while serving also as the exclusive distribution channel for global brands. Our mission is to empower veterinarians to deliver better care — faster, smarter, and with greater transparency.
The Role
We are seeking a commercially driven and entrepreneurial Commercial Lead to spearhead our go-to-market execution in Indonesia. This role combines strategic leadership with hands-on operational execution — driving growth across clinic onboarding, supplier coordination, and overall commercial excellence. The Commercial Lead will be responsible for leading all sales, marketing, and supplier management functions while ensuring Pet Farma becomes the trusted link between global veterinary manufacturers and Indonesian clinics.
What You'll Do (Key Responsibilities)
1. Commercial & Go-to-Market Strategy
● Develop and implement the national commercial strategy covering sales, pricing, and distribution structure.
● Define service tiers and pricing models for both clinics and distributors.
● Translate market insights into actionable sales and marketing plans to drive clinic acquisition and retention.
● Recruit, coach, and manage the commercial team (sales, customer success, and marketing) as the organization scales.
2. Supplier & Brand Coordination
● Act as the primary liaison with local and international suppliers as well as exclusive brand partners.
● Coordinate potential product registrations, pricing strategies, and marketing campaigns in alignment with local and global principals.
● Ensure efficient supply planning and forecasting in collaboration with supply chain and finance teams.
● Manage joint business plans (JBP) with suppliers, including sales targets, marketing expenses, and reporting.
● Maintain strong supplier relationships through proactive communication, transparency (e.g. stock situation) and performance updates
3. Business Development & Key Account Management
● Drive B2B sales across veterinary clinics, groups, and institutional partners.
● Identify and secure new partnership opportunities to expand Pet Farma's footprint nationwide.
● Lead key account negotiations and ensure high customer satisfaction through continuous engagement and service improvement.
4. Market Analysis & Portfolio Optimization
● Conduct market research and competitor benchmarking to guide portfolio decisions.
● Identify gaps and new product opportunities in the Indonesian veterinary landscape.
● Support evaluation of new suppliers or product lines for potential onboarding.
5. Financial & Performance Management
● Take full P&L ownership for commercial operations.
● Develop sales forecasts, annual budgets, and monthly reporting dashboards.
● Track commercial KPIs (sales growth, active clinic base, margin contribution) and drive corrective actions as needed.
Who You Are (Qualifications)
● Must-Haves:
○ Bachelor's or master's degree in business, Veterinary Science, or related fi eld.
○ 8+ years of experience in sales, distribution, or commercial leadership, ideally within animal health, pharma, or FMCG.
○ Proven track record in supplier management, sales team leadership, and P&L responsibility.
○ Strong analytical and strategic mindset; able to translate data into business decisions.
○ Excellent relationship builder and communicator — capable of liaising with both local and international stakeholders.
○ Fluent in Bahasa Indonesia and English (spoken and written).
● Nice-to-Haves:
○ Valid veterinary license
○ Existing network in the Indonesian veterinary or pet industry.
○ Experience working with international suppliers or exclusive distribution contracts.
○ Previous exposure to digital B2B platforms or e-commerce solutions.
Why Join Us?
● Strategic Impact: Lead the commercial growth of Indonesia's most promising veterinary supply chain startup.
● Global Exposure: Collaborate with leading international animal health brands and regional partners.
● Career Growth: Build and shape your own team and processes as Pet Farma scales nationwide and potentially regional.
● Dynamic Culture: Work directly with seasoned industry professionals and founders who value speed, ownership, and integrity.
● Competitive Compensation: Base salary with performance-based incentives and long-term growth potential.
Reporting Structure
In this role, you will report directly to the Founders of Pet Farma Indonesia and work closely with them to drive commercial execution with the company's strategic objectives.