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VP-Head of Home Sales Java

3 weeks ago

Jakarta, Jakarta, Indonesia PT. Indosat Tbk Full time

Job Summary
Responsible for managing operations of a sales outpost branch. Oversees sales and the provision of services to local clients. Develops and maintains relationships with both new and existing customers. Is responsible for internal operations of the branch, e.g., Human Resources, Finance, Information Technology. May upsell additional services, parts, and equipment as needed. Specialization Match Note: Branch Management roles are also available in the following Job Families: Consumer and Commercial Banking, Retail, and Sales, Marketing and Product Management. If applicable please match to these roles.

This position integrates and leads four key functional domains —
Branch HBB Leadership (FTTH), Home Capability Building, Home Installation & Infrastructure, and Home Customer Experience (CX)
— to ensure seamless delivery from sales through customer activation and ongoing service quality. The Head of Home Sales will serve as the strategic business driver for FTTH expansion, fostering deep partnerships, improving end-to-end processes, and strengthening ground-level performance in collaboration with the circle and corporate teams.

Job Description
Strategic Leadership & Governance

  • Lead end-to-end Home Sales vertical across FTTH & FWA, reporting to Head of Circle.
  • Set strategy, roadmap, and revenue targets.

Sales & Channel Management

  • Oversee regional & branch HBB leads
  • Drive partner and channel sales execution to meet acquisition and retention goals.

Partner & Vendor Management

  • Establish and maintain strong relationships with partners, ISPs, and infrastructure vendors for execution excellence.
  • Partnership effectiveness & cost optimization

Cross-Functional Collaboration

  • Work closely with Marketing, Technology, and Finance to align strategies for sustainable FTTH and FWA growth.
  • Strategic alignment & cross-unit synergy

Home Capability Building

  • Develop and implement programs to enhance sales and technical capability of teams
  • Ensure alignment with corporate initiatives.
  • Facilitate capability development both FTTH & FWA

Home Installation & Infrastructure

  • Coordinate installation and infrastructure readiness to support sales growth
  • Align with Network & Technology for rollout priorities.

Customer Experience (Home CX)

  • Lead region-wide monitoring, follow-up, and resolution of customer complaints across all Home Broadband (FTTH/FWA) touchpoints.
  • To look out ground level complain and resolutions, and manage field compliance & cust. experience issues at region, provide inputs to HQ
  • Own end-to-end complaint management for new subscribers (within first 3 months), ensuring fast and accurate resolution to strengthen early-life experience.
  • Customer Experience Quality & Operational Governance

Required Skills

  • Strategic planning, business acumen, executive leadership
  • Channel management, partner negotiation, sales execution
  • Coaching, learning program design, cross-functional collaboration
  • Operational planning, process management, stakeholder alignment
  • Customer experience management, root-cause analysis, process improvement
  • Vendor management, contract negotiation, stakeholder management
  • Collaboration, communication, project governance

Qualifications

  • Bachelor's degree in Business Administration, Marketing, Industrial Engineering, or related field. A Master's degree is a plus.
  • Minimum 15 years of total experience in commercial or sales roles within the telecommunications, broadband, or digital connectivity industry. At least 8–10 years in senior leadership roles managing large-scale home broadband or FTTH businesses.
  • Strong exposure to FTTH/FWA ecosystems, ISP operations, broadband service models, or telecom fixed-line business.
  • Experience integrating field sales, installation, and CX operations into a unified delivery model is highly desirable.
  • Deep understanding of fiber network deployment and how commercial and technical teams must integrate.
  • Experienced in leading multi-tier teams (direct reports such as Heads of Branch HBB, Home Installation, CX, and Capability).
  • Demonstrated ability to scale new business verticals, ideally with FTTH or broadband services.
  • High resilience, adaptability, and accountability for delivery.
  • Strong communication and presentation skills for engaging senior internal and external stakeholders.

Job Responsibilities
Leadership Competencies

  • Entrepreneurial Insight
  • Developing Others
  • Driving for Results
  • Building Partnerships
  • Customer Service Orientation
  • Operational Decision Making
  • Continuous Learning
  • Innovation
  • Leading Execution

Technical Competencies

  • Channel, Partner and Account Management
  • Product Strategy and Road-mapping
  • Training and Talent Development (Commercial)
  • Customer Experience and Journey Design
  • Market and Competitive Intelligence
  • Portfolio and Project Management
  • Data Analytics and Revenue Insights
  • Governance, Risk and Stakeholder Communications
  • Go-to-Market and Launch Execution
  • Pricing, Commercial and Deal Structuring
  • Brand, Content and Creative Strategy
  • Sales Operations and Enablement

Behavioral Expectations
Personality Traits
Internal Stakeholders
External Stakeholders