Head of Commercial

Role Dimensions: Optimum Commercialization and monetization of companies' Sales Gas Assets

Key Accountabilities

Policies and Procedures • Manage the development and oversee the implementation of commercial business processes, procedures and controls covering all areas of commercial and · marketing activities to ensure all relevant procedural / legislative requirements are fulfilled whilst delivering a quality, cost-effective service to customers. · KPI's • Internal Commercial policies, processes and controls are approved for implementation. • Effective communication of internal policies and procedures. Management • Manage through to a successful conclusion the IBU of Commercial objectives through the leadership of the Commercial Team – setting objectives, • managing performance, developing and motivating staff, provision of formal and informal feedback and appraisal – in order to maximize subordinate and the • performance of the Commercial unit. • KPI's • Individual objectives, training and development plans in place for all direct reports within the timescales defined by the corporate Performance Management • process. • Frequency of feedback and appraisal meetings. • KPI’s related to Scorecard and FDP. Organization Structure

• Recommend an optimum organization structure for the Commercial unit so that resources are optimally utilized and communication can take place in an efficient manner – dependent on BU growth. KPI's • Commercial unit organization structures are defined, approved in place and implemented. • Efficiency of the department and delivery of outputs. Budgeting and Cost Control • Manage the preparation of the Commercial and Marketing departmental budget and monitor financial performance versus the budget so that the business is • aware of anticipated costs/revenues, areas of unsatisfactory performance are identified, and potential performance improvement opportunities are capitalized • upon. • KPI's • Financial variance versus budget. • Budgets and plans prepared within budgeting process timescales. • Accuracy of budget. • Quarterly Reviews. Gas Commercialization • Where appropriate, develop the market for gas by coordinating with prospective customers and clients in various industry segments such as fertilizers, • electrical supply and utility companies etc. • Manage, review; negotiate in marketing all contracts related to commercialization of gas in Indonesia and as appropriate overseas / LNG. • Recommend prospective gas markets/utilization and look for specific areas for improving probability of finding gas. • Manage the Gas Sales Agreement discussion with the buyer to negotiate the related commercial clauses in the GSA to ensure gas commercialization contract • terms are in the best interest of company and further manage the contracts by establishing effective relationships with the clients. • Manage all critical information (i.e. gas price etc.) on the gas sales process to fit with the economics of the fields. • Lead internal coordination with related functions to map out possible technical/operational constraints to ensure lifting target is achieved. • Lead the commercial stakeholder engagement in each region company operates. • KPI's • Effective relationship with prospective clients • Accurate contracts related to gas commercialization • Quality advice on gas commercialization terms. • Scorecard and FDP KPI’s. Evaluation • Ensure proper commercial evaluation of all operating and non-operating assets and assist the exploration function in acquisition of new as well as producing • blocks by performing economic analysis to provide robust business case.

• KPI • Robust evaluation methodology and advice. Business Intelligence • Ensures that company strategies for the commercialization of gas are in line with the market requirements by periodically scanning the • market as well as competitors. • KPI • Updated business intelligence related to the Gas market. Portfolio Management • Collects and integrates the portfolio of assets and provides recommendations to the senior management based on analysis to highlight the risks and future • course of action. • KPI • High quality advice on portfolio viability. Continuous Improvement • Stimulate subordinates and contribute to the identification of opportunities for continuous improvement of Commercial unit systems, processes and • practices taking into consideration ‘international best practice’, improvement of business processes, cost reduction and productivity improvement. • KPI • Number and quality of improvements are lined with corporate expectations and implemented. Commercial Performance Reports • Manage Commercial Performance reports which include but are not limited to Buyer’s performance, gas price and lifting figures timely and accurately to meet • Company and department requirements, policies and standards. • KPI • The commercial department report is prepared timely and accurately and meets company policies and requirements. HSSE Commitment • Shall comply with all company HSSE Policy, Standards, and Procedures. • Demonstrate HSSE commitment in any activities starting from an initial plan until the completions, becoming role model, and actively participate in any • Company HSSE initiatives to satisfy Company HSSE KPI/target. • Responsible for working safely and environmentally manners. • KPI's • Compliance with all Company HSSE Policy, Standards, and Procedures. • Frequency of participation in HSSE initiatives. • • Achievement of Company HSSE target.

Framework, Boundaries & Decision-Making Authority

Scope: The Head of Commercial reports to President Director and confers with the latter on strategic issues.

Challenges: A key challenge of the job is to keep pace with the new markets and customer requirements and provide them with the desired options. Decision Making: • The nature of the role is extremely diverse in terms of the mix of ongoing support to operational and commercial activities whilst also developing the market • for gas in and around Indonesia. • The size of the commercial department is small, hence requiring a high degree of flexibility and the ability to manage a broad portfolio of disparate • accountability. • • The jobholder exercises financial authority as per the level established by the Management.

Communications & Working Relationship

Internal: All internal functions/departments within the Indonesia Business Unit and relevant contacts in Middle East. External: SKKMIGAS, MIGAS, Auditors, Ministry of Energy, Ministry of Finance. Joint Venture Partners

Knowledge, Skills & Experience

· Educational Background: Bachelor’s in engineering / economics. · Experience: 10-12 years in Commercial and Marketing role. Experience in the region is an added advantage. · Skills: General and project management skills, good communication skills, analytical skills, good interpersonal skills.