This position will remain open until filled.
Function: Sales
Location: Jakarta, Indonesia
Reporting to: Sales Director
Role: Permanent
Commercial Capabilities Head
Lead the commercial capability agenda by elevating field force capabilities, strengthening sales systems and governing sales support resources, including budgeting, as critical enablers of sustainable commercial growth. The role exists to build a high-performing sales organization with a strong commercial and growth mindset, simplify ways of working through business process improvement and automation, and design future-fit systems, tools and routines that improve execution quality, productivity, decision making and sales effectiveness across the organization.
As the Commercial Capabilities Head in the area of Sales, you will:
- Commercial Capability Strategy and Deployment
- Define and lead the commercial capability roadmap in order to build superior selling, execution and coaching capabilities across the sales organization, translating growth priorities into practical capability programs, standards, learning journeys and field routines.
- Field Force Effectiveness
- Drive field force capability and effectiveness in order to improve call quality, coverage, execution consistency and in-market productivity by strengthening frontline manager coaching, sales competencies, effective Sales Incentives and the use of data-driven insights.
- Sales Systems and Future Design
- Own the evolution of sales systems and commercial tools in order to enable efficient decision making and execution by simplifying requirements, partnering with IT, improving data quality, and designing future-fit solutions that support scalability, automation and user adoption.
- Business Process Improvement and Change Leadership
- Simplify ways of working in order to increase speed, control and commercial focus by redesigning core sales processes, removing non-value-adding activities, implementing automation and leading change adoption across stakeholders and teams.
- Sales Organization Design
- Lead strategic reviews of sales organization and position designs in order to align roles, spans, workload and capabilities with evolving business needs and commercial priorities, ensuring the structure supports effective execution and delivery of commercial objectives.
- People management
- Develop and lead the team with a strong growth mindset, ensuring clear priorities, capability development, performance management and effective collaboration across commercial, finance and technology stakeholders.
- Other
- Lead or contribute to strategic projects, organizational reviews and cross-functional initiatives as requested by management to continuously strengthen commercial capabilities and business performance.
Requirements:
- University degree
- 8+ years of progressive experience in sales operations, field force effectiveness, business planning, commercial systems or business transformation, including leadership of cross-functional improvement initiatives.
- Strong track record in capability building, process redesign, automation and managing support resources to deliver commercial outcomes.
- Fluent in spoken and written English and Bahasa Indonesia
- Functional Skills:
- Capabilty Development
- Data Analysis
- Business Process & System
- Field Force Performance Management
- Project Management
