Head of Incentive Management (Telco Giant)

The Head of Incentive Management is responsible for designing, governing, and continuously optimizing incentive programs that drive partner performance and commercial productivity across the company's Home Business ecosystem. Operating within one of Indonesia's leading telecommunications groups, this role plays a critical function in ensuring that incentive structures effectively align sales channel behavior with broader business objectives, particularly within broadband, home connectivity, and digital service distribution.

This position oversees the full lifecycle of incentive managementfrom program design and financial modelling to governance, performance monitoring, and payout execution. A key focus of the role is ensuring that incentive programs remain transparent, accurate, and cost-efficient through robust calculation models, automation, and disciplined clawback mechanisms. By leveraging data-driven insights and cross-functional collaboration, the role ensures incentives not only motivate channel partners but also deliver measurable return on investment while maintaining operational integrity.

The role works closely with Sales, Finance, Commercial Strategy, and Operations leadership to translate commercial targets into effective incentive structures that support sustainable growth of the Home Business segment.

• Design and implement end-to-end incentive programs for external partners and sales channels, ensuring strong alignment with Home Business growth targets, channel strategy, and revenue objectives.

• Develop structured incentive frameworks that encourage partner productivity, acquisition performance, and long-term customer value across broadband and home connectivity distribution channels.

• Establish robust calculation models and payout mechanisms that ensure transparency, accuracy, and consistency in incentive distribution, while incorporating automation to reduce operational complexity and manual processing.

• Implement effective clawback methodologies and governance frameworks to manage payout risks, ensure accountability, and maintain financial discipline across large-scale partner ecosystems.

• Monitor and evaluate incentive program effectiveness by linking partner performance outcomes with sales KPIs, channel productivity metrics, and customer acquisition targets.

• Conduct ongoing data analysis and performance reviews to identify opportunities for incentive optimization, cost efficiency, and improved return on incentive investment.

• Develop forecasting and financial modelling to ensure incentive programs remain within approved budgets while supporting aggressive commercial growth targets.

• Collaborate closely with Finance, Sales Leadership, and Commercial Strategy teams to ensure incentive design supports overall business priorities and commercial initiatives.

• Oversee operational governance of incentive programs, ensuring compliance with internal policies, financial controls, and reporting standards.

• Provide regular performance insights and executive reporting to senior management, highlighting incentive impact, channel performance trends, and strategic recommendations for improvement.

• Bachelor's degree in Finance, Economics, Business Administration, or a related discipline.

• Minimum of 10 years of experience in incentive management, sales performance planning, commercial finance, or revenue operations, preferably within telecommunications, technology, or other large-scale distribution-driven industries.

• Strong understanding of sales channel dynamics, partner ecosystem management, and performance-based compensation structures.

• Proven experience designing incentive models that balance sales motivation, financial discipline, and operational scalability.

• Strong analytical and financial modelling capabilities, with the ability to translate complex data into actionable insights.

• Demonstrated ability to collaborate across cross-functional teams including Sales, Finance, Commercial Strategy, and Operations.

• High level of integrity, governance awareness, and attention to detail in managing financial incentive structures.