Job Description

About the role

This is a builder/operator role for a durian fruit orchard, not a traditional sales-management position. You will own LK Durian's commercial strategy and revenue growth across B2C, B2B and export, with a strong focus on leading expansion into China and other international markets, and building the Malaysian consumer business. You will be expected to build the commercial function from the ground up: manage and market the brand, develop the strategy, grow channels, establish partnerships, build the team, implement systems and ultimately deliver profitable revenue growth. You will work closely with the COO and senior management team and have significant autonomy to shape how LKD takes its fruit to market.

Key responsibilities

Own LKD's overall commercial strategy across B2C, B2B and international markets, including setting revenue, volume, pricing and margin targets by channel
Develop strategies to increase realised value per kg and identify new customers, channels, products and markets
Build and manage the commercial budget, forecasts and performance dashboard, monitoring revenue, margins and channel profitability
Lead the development of LKD's China market strategy and export business, identifying and establishing relationships with distributors, importers and e-commerce platforms
Own the growth and performance of LKD's B2C business, including the retail store and TikTok live-selling operation
Develop LKD's social-commerce and e-commerce strategy with customer acquisition, retention and repeat-purchase programmes
Build and professionalise LKD's domestic B2B customer base through relationships with distributors, wholesalers, retailers and restaurants
Develop and manage the Brand & Marketing to establish LKD as a differentiated premium durian brand
Build the Commercial function, recruit and develop sales, marketing, e-commerce and export talent, and establish KPIs and performance management
Work closely with Farm Production, Finance and Procurement to connect what the farm produces with what the market wants

About you

8–15+ years of relevant experience in commercial, sales, marketing, e-commerce, FMCG, food, agriculture or a related sector. Experience with durian or other fruit highly preferred.
Proven track record of growing revenue and building commercial channels, particularly into China.
Strong understanding of B2C, DTC, e-commerce and/or social commerce
Hands-on understanding of TikTok, live-selling and digital customer acquisition (domestic as well as China equivalents)
Strong B2B sales, negotiation and account-management skills
Experience launching or scaling new channels, products, markets or businesses
Strong commercial numeracy and understanding of pricing, margins and unit economics
Entrepreneurial and comfortable operating in a fast-growing business with limited existing infrastructure
Excited about spending time on the ground on the farm every week
Strong leadership and stakeholder-management skills
Fluent in English and Bahasa Malaysia; proficiency in Mandarin highly preferred

About us

LK Durian is a large-scale, 2,700 acre premium Malaysian durian producer focused on producing exceptional estate-grown durians from Raub, Pahang. We are now building the commercial engine to match our growing production.