Lead - Business Development

Date: 17 Sept 2026

• Jakarta Selatan, Jakarta, ID, 12310
• Orica

About Orica

At Orica, it’s the power of our people that leads change and shapes our futures. Every day, all around the world, our people help mobilise vital resources essential to progress. Established in 1874, we have grown to become the world leader in mining and civil blasting with a diverse of team of more than 13,000 across the world.

It’s an exciting time to join us – we are shaping the future of mining through digital and automated technologies, embracing new ways of thinking, pioneering innovation and reimagining the way we work.

About the role

The Lead - Business Development will drive sustainable, profitable growth in the Indonesia business unit within Asia region. The role is responsible for identifying and converting strategic opportunities, deepening customer relationships, and shaping market-led commercial strategies. This role leads the improvement of Orica's market position and achievement of financial growth targets through winning new and maintaining existing accounts. The Lead – Business Development will actively coach, mentor and govern commercial execution within this Business Unit. This is a hands-on position that combines strategic thinking, disciplined deal leadership, and strong execution from opportunity identification through contract award and transition to delivery.

What you will be doing

• Own and execute the business development strategy for Indonesia, aligned with regional growth priorities and commercial objectives.
• Develop, qualify, and actively manage a robust opportunity pipeline, ensuring accurate forecasting, reporting and progression of opportunities
• Identify and secure new business opportunities through markets analysis, strategic partnerships and customer engagement

Retain and grow existing customer accounts by strengthening relationships, renewing contracts, increasing share of wallet and identifying opportunities to upsell higher-value solutions

Build and maintain strong relationships with key customers and stakeholders, positioning Orica as the trusted partner and preferred solutions provider

Lead commercial offers, bids, proposals, negotiations and commercial discussions, coordinating internal stakeholders and ensuring solutions are competitive, differentiated and deliverable

• Develop compelling business cases, value propositions and financial models that support customer conversion, investment decision and profitable growth
• Lead strategic growth and business improvement initiatives, including regional step-out projects and cross-functional programs that support Orica’s growth objectives

Collaborate across Commercial, Operations, Technical, Finance, Legal, Supply Chain, and regional teams to shape solutions and progress opportunities through governance, approval and execution processes.

Drive commercial excellence and capability development through sales and negotiation programs, onboarding and coaching of team members, and continuous improvement of account planning, bid management, RFQ processes, financial modelling, and commercial systems.

Maintain strong commercial governance and systems discipline, including account plan reviews, customer record governance, C4C and Ariba reporting, pipeline integrity, pricing discipline and contractual risk management

• Provide commercial insights and market intelligence on customer trends, competitors and growth opportunities to support strategic decision making
• Demonstrate visible Safety Leadership, complying with Orica's safety standards, operating procedures, audits, and leadership expectations in all business activities.
• What you will bring

A relevant tertiary qualification in business, commerce, economics, engineering, finance, or a related discipline. Equivalent significant industry experience may also be considered.

• 10+ years’ experience in business development, commercial, key account, or growth roles in Indonesia, ideally within a complex B2B, manufacturing / technical/mining environment.
• A proven track record of developing opportunities and progressing complex deals from early-stage concept through proposal, negotiation, and award.
• Strong commercial and financial acumen, with the ability to evaluate value, margin, investment, risk, and customer economics.
• Experience influencing senior stakeholders and coordinating cross-functional teams without relying solely on direct authority.
• Strong knowledge of the Indonesian business environment, customer landscape, and commercial practices.
• Excellent written and verbal communication skills, with the ability to create persuasive proposals and executive-level presentations.
• Professional fluency in Bahasa Indonesia and English, with the flexibility to travel within Indonesia as required.
• High integrity, sound judgement, resilience, and a strong commitment to safe and responsible business practices.
• What success looks like
• A focused Indonesia growth strategy and priority account plan are established, aligned, and actively executed.
• The opportunity pipeline becomes stronger in quality, value, stage clarity, and forecast reliability.
• Strategic customer relationships deepen, with clearer access to decision-makers and earlier visibility of opportunities.
• Priority bids and business cases are commercially rigorous, differentiated, and progressed through governance on time.
• Cross-functional teams have clear ownership, milestones, and decision points for each priority opportunity.
• Growth is achieved with appropriate commercial returns, manageable risk, and an effective transition from sales to delivery.

What we offer

As part of a truly global company, you will have the ability to grow and learn in a diverse, collaborative culture. We foster relationships and learning through connected global and local teams, promote flexible and diverse career paths and support the development of your knowledge and skills.

You will be paid a competitive salary, learn from talented individuals across m