Business Development Executive - Indonesia Market (Based in Singapore)

About us:

WMG is a Singapore-licensed postal operator and cross-border eCommerce logistics group, operating since 1982 across Singapore, Malaysia, Thailand, Hong Kong and China. We are opening the Indonesia market as a priority corridor.

About the role:

This is a full-time permanent, build-from-scratch commercial role. You will be reporting to the Group President and own the Indonesia pipeline end to end: identifying and closing shipper accounts, negotiating with local last-mile and customs-brokerage partners, and standing up the commercial relationships that make the corridor work in both directions. This role will require business travel (Approx. 50–60% — primarily Jakarta and Surabaya, with periodic travel to Kuala Lumpur, Bangkok and Hong Kong).

Job Responsibilities:

*Market development*

•⁠ ⁠Build and own the Indonesia sales pipeline across cross-border eCommerce shippers, marketplace sellers, freight forwarders and 3PLs

•⁠ ⁠Identify, qualify and close new shipper accounts for inbound and outbound Indonesia volume

•⁠ ⁠Develop the commercial case for corridor investment — volumes, lane economics, service levels — and present it internally

*Partner negotiation*

•⁠ ⁠Source, evaluate and negotiate agreements with Indonesian last-mile carriers, customs brokers, warehouse operators and postal counterparts

•⁠ ⁠Negotiate rates, service-level commitments and settlement terms; manage the commercial relationship post-signature

•⁠ ⁠Work with operations to onboard partners onto WMG systems and hold them to agreed performance

*Deal execution*

•⁠ ⁠Prepare and respond to RFQs, build rate cards and pricing proposals, and structure deals that hold margin

•⁠ ⁠Work with finance on credit terms, payment risk and DDP cash-flow exposure on Indonesia lanes

•⁠ ⁠Maintain accurate pipeline and forecast reporting

*Regulatory and market intelligence*

•⁠ ⁠Track Indonesian customs, de minimis, import licensing and postal regulatory developments and flag commercial impact

•⁠ ⁠Report on competitor pricing, capacity and service positioning in the corridor

What you should possess:

*Experience*

•⁠ ⁠4+ years in business development, sales or commercial roles in logistics, freight forwarding, express, postal or cross-border eCommerce

•⁠ ⁠Demonstrated experience closing new business, not managing existing accounts

•⁠ ⁠Direct working experience in or with the Indonesian logistics market, including familiarity with Indonesian customs clearance and last-mile landscape

•⁠ ⁠Track record negotiating carrier or vendor agreements

*Language*

This role requires professional working proficiency in *English, Bahasa Indonesia and Mandarin Chinese*, for the following reasons:

•⁠ ⁠Bahasa Indonesia — negotiations with Indonesian last-mile carriers, brokers and regulators are conducted in Bahasa. Contract review, regulatory circulars and operational escalation with Indonesian counterparties are not conducted in English.

•⁠ ⁠Mandarin — a substantial share of corridor volume originates from China-based sellers and forwarders. Commercial negotiation and account management with these shippers, and with WMG's China operations, is conducted in Mandarin.

•⁠ ⁠English — internal reporting, systems, contracts and group-level communication.

*Other*

•⁠ ⁠Willing and able to travel to Indonesia approximately twice monthly, including multi-day trips at short notice

•⁠ ⁠Comfortable operating with autonomy and limited local support in-market

•⁠ ⁠Working knowledge of cross-border eCommerce mechanics: HS classification, duty and tax treatment, DDP/DDU, customs data requirements

*Nice to have*

•⁠ ⁠Existing network among Indonesian forwarders, marketplace logistics teams or last-mile operators

•⁠ ⁠Experience with postal networks or designated operator arrangements

•⁠ ⁠Comfort with data and systems — we run an AI-augmented operating model and expect commercial staff to work directly with our internal platforms

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## To apply

Click Apply or submit a CV and a short note (no more than one page) covering: your Indonesia market experience, one partner or shipper deal you personally closed, and your language proficiency in each of the three required languages to [email protected].