Commercial Head/Director (Umrah & Religious Travel)

Role Overview

As the Commercial Lead for this new venture, you will have end-to-end ownership over commercial strategy, agent partnership distribution, DMC/ground relationships, and overall package sales volume. You will leverage your existing, active Umrah network to drive adoption from day one while shaping the long-term commercial playbook for the company.

Key Responsibilities

• Agent Distribution & Partnerships: Build, manage, and expand a high-volume reseller network of Umrah agents and Sub-PPIUs across key provinces in Indonesia. Design margin structures, incentives, and partner loyalty programs.
  
• DMC & Ground Partner Oversight: Manage strategic operational relationships with Saudi-side DMCs, land operators, transport providers, and hotel chains alongside our licensed travel partners.
  
• Commercial Execution & Volume: Own and execute package sales targets. Drive revenue by moving specialized, high-margin, medically supervised packages through agent channels.
  
• Commercial Strategy & Pricing: Collaborate with the executive team to define package pricing, commission tiers, risk allocation, and overall unit economics to maintain a premium market positioning.
  
• Market Expansion & Leadership: Scale the commercial footprint across Indonesia, build out the sales support team, and establish best practices to expand into future regional markets.
  

Qualifications

• Deep Umrah Industry Expertise: Minimum 8 - 10+ years of commercial, sales, or distribution leadership experience strictly within the Indonesian Umrah and religious-travel ecosystem (e.g., top PPIUs, Umrah consolidators, or specialized travel houses).
  
• Live, High-Volume Agent Network: Must possess an active, immediate network of Umrah-selling agents, resellers, and sub-agents across major Indonesian provinces.
  
• Active DMC & Ground Relationships: Proven direct working relationships with Saudi ground handlers, Makkah/Madinah hotel suppliers, and muassasah/visa services.
  
• Proven Track Record: Demonstrated success in moving large-scale pilgrim volume (pax/season) and driving measurable revenue through channel partnerships.
  
• End-to-End Business Fluency: Master-level understanding of the complete Umrah supply chain—including seasonal rhythms, air/land arrangements, visa processing, pricing elasticity, and reseller margins.
  
• Polished Communication & Credibility: Excellent negotiation and presentation skills; comfortable acting as a trusted representative to medical professionals, corporate partners, and senior industry figures.
  

Nice-to-Have

• Prior experience marketing or selling travel packages tailored to senior citizens, high-net-worth individuals (HNWIs), or pilgrims with special medical/accessibility needs.
  
• Proven track record of successfully launching a new product line or travel package from zero to scale.