Field Acquisition Manager
Field Canvasser Management & Commercial Acquisition)
Location: Jakarta or Sumatra Based (high mobility required)
Employment Type: Full-time
Reporting to: Head of Transport
About the Role
We are looking for a hands-on, commercially sharp Field Acquisition Manager with more than 4 years of field sales experience to build, lead, and scale our field executives and field canvassers to acquire transporters (trucking vendors) across Indonesia.
In this role, you will be deeply involved in both team management and ground-level execution. You will recruit, coach, and manage a team of 10–20 team members (field executives and canvassers) across multiple locations nationwide. Beyond managing, you will be an active individual contributor, getting on the ground to handle deal negotiations,, set competitive pricing, and secure new transporter partnerships directly.
Key Responsibilities
1. Field Leadership & Direct Acquisition
- Hire & Scale: Recruit, onboard, and manage a team of 10–20 field executives and canvassers across Indonesia.
- Coach & Develop: Mentor the team on pitch tactics, objection handling, and closing deals in the field.
- Lead by Example: Actively perform hands-on field acquisition, negotiate directly with transporters, and lock in new business yourself.
- Extensive Travel: Travel frequently across major regions in Indonesia to inspect ground operations, support the team, and close key deals.
2. Commercial & Funnel Optimization
- Funnel Analysis: Monitor every stage of the field conversion funnel (prospecting, pitch, conversion, and retention) to spot drop-offs and bottlenecks.
- Root-Cause Analysis: Analyze performance metrics to explain the why behind success or underperformance, providing actionable recommendations to senior management.
- Route & Pricing Strategy: Build pricing cases, evaluate route pricing, and structure profitable deals with transport partners.
- Management Updates: Present clear performance summaries, forecasts, and strategic proposals directly to leadership.
3. Enablement & Playbooks
- Playbooks & Training Tools: Create practical training guides, pitch scripts, and operational playbooks from scratch to ensure the field team has the right tools to close deals.
- Local Execution: Roll out direct, on-the-ground acquisition tactics tailored to local market realities.
Requirements
- Commercial & Negotiation Mastery: Exceptional negotiation skills with a strong grasp of commercial terms, pricing arguments, and margin calculations (specifically in dealing with transport/logistics partners).
- Extensive Travel & Mobility: Willing and able to travel frequently across Indonesia on short notice. Expect up to 80% travel (15 days/month) to inspect ground operations, support regional teams, and close key deals.
- Proven Track Record: Demonstrated ability to scale a business or manage a large field sales team across multiple cities/provinces in Indonesia.
- Analytical Thinking: Comfortable working with conversion numbers and identifying where and why leads drop off in the sales pipeline.
- Hands-on Execution: A self-starter who thrives in the field and takes pride in closing deals personally while managing a team.
- Training & Playbook Creation: Ability to build simple, effective pitch frameworks and training materials for field staff.
- Communication: Persuasive verbal and written communication skills in Bahasa Indonesia, capable of presenting ideas clearly to executive management.
