Head of Home Sales (Sumatra Region) (FTTH)

Our client is one of Indonesia's leading digital connectivity and home broadband providers, serving millions of customers through fixed broadband, digital lifestyle, and home connectivity solutions.

As part of its continued expansion strategy, the company is accelerating growth across Sumatra, strengthening its commercial presence, expanding network utilization, and increasing household penetration through data-driven sales execution, channel optimization, and ecosystem partnerships.

The organization is focused on balancing aggressive customer acquisition targets with service quality, customer experience, and sustainable regional growth.

The Head of Home Sales – Sumatra Region is responsible for leading end-to-end sales performance and commercial execution across the Sumatra territory.

This role oversees regional customer acquisition, sales productivity, channel effectiveness, and revenue growth while ensuring alignment between sales execution, network rollout, customer experience, and operational delivery.

The successful candidate will play a critical role in translating national growth ambitions into actionable regional strategies across multiple provinces and cities within Sumatra.

• Drive customer acquisition, revenue growth, and net-add achievement across the Sumatra region

• Develop territory-level sales strategies based on market potential, network rollout priorities, competitive landscape, and customer demand

• Monitor and govern sales performance across all sales channels, ensuring consistent execution against commercial targets

• Lead sales forecasting, pipeline management, and regional performance reviews

• Ensure achievement of subscriber growth, market share, and revenue objectives

• Lead and optimize regional channel operations, including direct sales teams, canvassing teams, distributors, dealer networks, and outsourced sales partners

• Strengthen channel productivity through effective territory planning, incentive management, performance tracking, and capability development

• Collaborate with telesales and digital acquisition teams to maximize lead conversion and customer acquisition efficiency

• Drive local sales activation initiatives and community-based acquisition programs

• Identify high-potential growth areas and develop localized go-to-market strategies

• Support broadband rollout acceleration by aligning commercial execution with network expansion plans

• Analyze competitive activity, pricing strategies, and customer behavior to optimize regional sales performance

• Leverage customer insights and field intelligence to improve acquisition effectiveness and retention outcomes

• Partner closely with Marketing to ensure effective local execution of campaigns, promotions, and product launches

• Work with Service Delivery and Operations teams to improve installation turnaround time and customer onboarding experience

• Collaborate with Customer Experience teams to address service issues and improve retention performance

• Ensure operational readiness to support regional growth initiatives

• Build and maintain strong relationships with distributors, channel partners, local communities, and key commercial stakeholders

• Engage with local government authorities and relevant stakeholders to support network rollout, permitting processes, and market expansion initiatives

• Represent the company in strategic discussions and regional business forums when required

• Regional Revenue Achievement

• Subscriber Net Adds Growth

• Market Share Expansion

• Channel Productivity Improvement

• Sales Conversion Performance

• Customer Acquisition Cost Optimization

• Regional Sales Forecast Accuracy

• Customer Retention & Churn Management

• Territory Expansion & Penetration Growth

• Bachelor's Degree in Business, Marketing, Management, Engineering, or related field

• MBA or postgraduate qualification is advantageous

• Minimum 12 years of experience in sales leadership, commercial operations, channel management, or regional business management

• Minimum 5 years managing large-scale regional sales organizations

• Strong preference for candidates from:

• Telecommunications
• Broadband / ISP
• FMCG
• Consumer Technology
• Digital Platforms
• Multi-channel Distribution Businesses
  
  

• Proven experience managing geographically dispersed teams and channel ecosystems across Sumatra or other large regional territories

• Strong commercial and growth mindset

• Execution-focused leader with strong operational discipline

• Ability to manage large and distributed sales organizations

• Strong stakeholder management and influencing skills

• Data-driven decision maker with strong analytical capabilities

• Capable of balancing aggressive growth targets with customer experience and operational excellence