Head of Commercial

We are looking for a strategic and commercially driven Head of Commercial to lead category performance and drive profitable growth across our retail business. This role will own key commercial levers across sales, margin, pricing, assortment, inventory, and product lifecycle, turning customer and business insights into clear actions that improve performance across stores and channels.

Develop and drive commercial strategies across categories based on customer profiles, store performance, market dynamics, and business objectives to maximize sales and profitability.

Own commercial P&L performance, including sales forecasting, margin targets, pricing architecture, promotion, and performance.

Lead assortment, pricing, and product lifecycle decisions from launch through markdown and exit, ensuring the right product, price, and mix aligned with customer needs and commercial objectives.

Drive inventory productivity and in-season trading, identifying opportunities and taking timely actions on fast/slow movers, stock turnover, and markdowns.

Leverage customer insights and commercial analytics to identify growth opportunities, performance gaps, and corrective actions.

Partner closely with Concept, Product Development, Planning & Allocation, Store Ops, Marketing, and Logistics to ensure product launches, promotional plans, inventory flow, and commercial priorities are executed effectively and on time.

Lead and develop the Commercial team, building strong commercial capabilities and a performance-driven culture.

Bachelor's Degree in Business, Retail Management, Marketing, Merchandising, Finance, or a related field.

Minimum 10–15 years of experience in commercial, merchandising, buying, category management, or retail business management, with proven leadership experience.

Strong track record in driving sales, margin, P&L, pricing, assortment, and inventory productivity within fashion, department store, specialty, or large-scale retail.

Strong understanding of retail trading, product lifecycle, markdown strategy, stock productivity, and GMROI.

Commercially and analytically driven, with the ability to turn customer and business insights into actionable decisions and growth opportunities.

Strong stakeholder management, negotiation, and cross-functional leadership skills, with experience leading teams across complex, multi-category retail environments.

Matahari is Indonesia's premier department store chain, holding a commanding 47.8% market share. As the nation's leading omni-channel, customer-centric "house of specialists," we excel in apparel, footwear, beauty, and related sectors, driven by our philosophy of "feel good."

Matahari is Indonesia's premier department store chain, holding a commanding 47.8% market share. As the nation's leading omni-channel, customer-centric "house of specialists," we excel in apparel, footwear, beauty, and related sectors, driven by our philosophy of "feel good."