Job description for Business Development Manager at Kongsi
About Kongsi
Kongsi is building a shared freight platform for Indonesia.
Today, trucks often travel partially empty, while businesses shipping smaller loads can end up paying for an entire truck. Kongsi solves this by grouping compatible shipments together, improving truck utilization and making freight more affordable.
We are an early-stage startup building toward our MVP. You will be joining at the beginning of Kongsi's journey, as one of our first employees and one of the first members of our commercial team. You will have a meaningful opportunity to help shape not just what we build, but how we go to market and win customers.
About the Role
As a BD Manager, you will be responsible for both hunting and farming: finding and winning new shippers and logistics partners, then building and growing those relationships after they sign.
You will be one of the first team members building Kongsi's commercial function from the ground up, in a market where the concept of shared freight is still relatively new.
This is not a role where you inherit an established pipeline or playbook. You will help create the playbook. You will be expected to test approaches, learn from the market, build relationships, and figure out what works.
This is a hands-on role for someone who enjoys creating opportunities rather than waiting for leads, and who wants to have a direct impact on Kongsi's growth.
What You'll Do
- Build and manage your own pipeline of prospective shippers and logistics partners
- Drive outbound sales through prospecting, cold outreach, calls, meetings, and partnerships
- Own the sales process from first conversation through negotiation and signed agreement
- Build strong relationships with the customers you bring in, and identify opportunities to retain and grow those accounts
- Bring market and customer insights back to the Product and wider team to help shape Kongsi's offering
What We're Looking For
- 3–5 years of experience in sales, business development, account management, or a similar commercial role, with a track record of winning and retaining customers
- Proven experience with outbound sales and cold outreach
- Comfortable owning the full customer relationship, from first contact through ongoing account management
- Persistent and patient, with the ability to navigate longer sales cycles and multiple stakeholders
- Confident communicating and representing Kongsi in meetings with both prospective and existing customers
Nice to Have
- An existing network in Indonesia's freight, logistics, transportation, or related industries
- Experience selling a new or unfamiliar product where the market needs to be educated
- Experience working in an early-stage startup or building a sales function from scratch
What Success Looks Like After 90 Days
- A healthy pipeline is established: you have built a qualified pipeline of prospective shippers and logistics partners and have a clear system for managing follow-ups
- Deals are moving: multiple prospects are actively progressing through the sales process, with at least one opportunity reaching an advanced stage or closing
- Customer relationships are organized: existing accounts are actively managed with clear next steps, follow-ups, and opportunities for growth
- The commercial playbook is taking shape: you have tested different approaches, identified what works, and started building repeatable processes for prospecting, selling, and managing accounts
- You are operating independently: you can manage your pipeline, sales process, and customer relationships with minimal supervision
