Head of Home Sales (Home Connectivity & Digital Services)

About the Company

Our client is a leading provider of home connectivity and digital lifestyle services, operating at national scale with strong regional footprints across Indonesia. As the Home Business continues to expand, the organization is strengthening its sales governance, partner ecosystem, and execution discipline to deliver sustainable growth across all markets and segments.

The company operates in a highly competitive environment, requiring strong sales leadership, disciplined execution, and cross-functional alignment to translate strategy into results.

Role Purpose

The Head of Home Sales is responsible for leading national and regional sales execution for the Home Business. This role drives revenue growth, partner channel performance, and sales productivity through strong governance, workforce management, and execution discipline.

The position plays a critical role in ensuring consistent performance across regions, strengthening partner capabilities, and embedding a high-performance sales culture.

Key Responsibilities

Sales Leadership & Execution

• Lead national and regional sales operations to deliver revenue and growth targets across all Home Business markets and customer segments

• Ensure consistent performance management, target achievement, and structured local market development

• Translate business objectives into clear regional execution priorities and sales operating rhythms

Sales Productivity & Governance

• Enhance sales productivity, capability building, and operational excellence through the Discipline of Performance (DOP) model

• Define and govern sales targets, incentives, and performance management frameworks

• Monitor execution rigor through dashboards, scorecards, and regular performance reviews

Partner & Channel Management

• Orchestrate partner channel performance across distributors, resellers, and community-based channels

• Strengthen partner capability, coverage, and effectiveness to maximize market reach and sales impact

• Drive alignment, accountability, and performance governance across partner ecosystems

Cross-Functional Alignment

• Ensure strong collaboration with Product, Marketing, Channel, and Operations teams to deliver consistent go-to-market execution

• Coordinate with Operations and Finance to ensure smooth order fulfillment, billing accuracy, and performance tracking

• Support unified growth outcomes through integrated planning and execution

External Engagement

• Engage with regional partners, distributors, and resellers to drive market expansion and local capability development

• Represent the organization in relevant regional forums or trade associations to strengthen market presence and partnerships

Key Outputs & Deliverables

• Improvement in national and regional sales performance

• Revenue achievement and channel productivity reports

• DOP implementation scorecards and execution reviews

• Sales incentive, target, and performance governance documentation

Qualifications

Education

• Bachelor's degree in Business, Marketing, or Management (required)

• Master's degree is an advantage

Experience

• Minimum 12 years of experience in sales leadership, channel management, or business development

• Proven track record in leading large regional sales teams and partner ecosystems, preferably within telecom, FMCG, or platform-based industries

Certifications

• Certifications in Sales Leadership, Channel Management, or Strategic Sales Planning are an advantage

Leadership & Functional Competencies

Leadership Capabilities

• Transformational and change leadership

• High-performing, execution-driven mindset

• Strong people development and coaching orientation

• Solid business and commercial acumen

Functional Expertise

• Deep understanding of home sales models, regional execution, and partner-led distribution