Business Development Manager

About Bukalapak

Bukalapak is a leading Indonesian technology company dedicated to empowering small and medium-sized enterprises (SMEs). We are committed to creating a fair economy for everyone, driving innovation, and contributing to the growth of society. At Bukalapak, you'll be part of a dynamic and passionate team making a real impact.

About the Role

As a Business Development Manager for Mitra Bukalapak, you will be responsible for driving end-to-end business performance for Virtual Products categories, including prepaid, postpaid, and gaming. This role focuses on commercial strategy, business growth, and partnership management—ensuring strong revenue performance, healthy contribution margins, and operational excellence across the business. You will work closely with cross-functional teams and external partners to identify growth opportunities, optimize business performance, and drive strategic initiatives that deliver measurable impact.

Responsibilities

• Own end-to-end business performance for Virtual Products (Prepaid, Postpaid, Gaming), including revenue, contribution margin, and key operational metrics such as Success Rate (SR), Delivery Rate (DR), and Complaint Rate (CR).
• Drive commercial strategies across pricing, promotions, and product mix to optimize growth and profitability.
• Lead partnership strategy and execution with aggregators, telco providers, and billers, including sourcing, negotiations, onboarding, and performance management.
• Identify and execute growth initiatives such as SKU expansion, pricing optimization, partner reshuffling, and go-to-market programs to unlock incremental revenue and margin improvement.
• Collaborate closely with Operations, Product, Supply, and Growth teams to improve reliability, cost efficiency, and overall user experience.
• Develop business cases and evaluate opportunities for new initiatives, categories, partnerships, and monetization models, including leading pilot executions.
• Monitor business performance at SKU, partner, and channel levels to identify risks, opportunities, and actionable insights for fast iteration.
• Prepare data-driven analyses, business reviews, and strategic recommendations for leadership discussions and decision-making processes.
• Maintain strong execution cadence through regular business reviews and action plans to improve underperforming areas and optimize business outcomes.

Requirements

• Minimum Bachelor's degree in Business, Management, Engineering, Economics, or a related field.
• Minimum 5 years of experience in business development, category management, partnerships, commercial strategy, or related roles within technology, e-commerce, fintech, or telecommunications industries.
• Strong analytical and commercial thinking, with experience managing revenue, profitability, and operational performance metrics.
• Proven experience in partnership management, including negotiations and stakeholder management with external partners.
• Strong problem-solving and project execution capabilities, with the ability to manage multiple priorities in a fast-paced environment.
• Excellent communication and presentation skills, including the ability to present insights and recommendations to senior leadership.
• High ownership mindset, attention to detail, and strong cross-functional collaboration skills.
• Comfortable working with data and translating insights into actionable business strategies.