Head of Sales

About Our Client

Our client is a leading multinational fintech company dedicated to transforming the financial landscape across emerging markets. As they rapidly accelerate their expansion in Indonesia, they are seeking a visionary, highly strategic, and execution-driven commercial leader to build, scale, and govern their nationwide sales ecosystem from the ground up.

Role Overview

As the Head of National Sales, you will serve as the primary on-shore source of commercial truth for the global leadership team. You will be responsible for the architecture of the national sales team, the strategic deployment of multi-tier distributor networks across Indonesian provinces, and the end-to-end optimization of the P&L. This is a high-impact role requiring a masterful balance between aggressive market expansion and rigorous commercial governance.

Key Responsibilities

• National Sales Team Architecture
  Recruit, train, structure, and directly lead a high-performing nationwide sales field organization to maximize market adoption throughout Indonesia.
• Territory Strategy & Network Setup
  Design and implement comprehensive regional territory distribution frameworks from the ground up, including identifying, onboarding, and auditing multi-tier distributor networks across multiple Indonesian provinces.
• Multi-Channel Distribution Governance
  Manage and scale deep multi-channel commercial pipelines, balancing sales activities across Modern Trade (MT), General Trade (GT), localized wholesalers, traditional merchant markets, and field agents.
• Data-Driven KPI Management
  Formulate, roll out, and enforce strict, measurable sales targets, performance metrics, and individual KPIs for regional managers while continuously evaluating field progress through data-backed reporting systems.
• Cross-Departmental Launch Optimization
  Coordinate closely with corporate Marketing, Product Development, and Finance divisions to engineer high-impact product launch campaigns, localized merchant promotions, and competitive pricing strategies.
• Executive Pipeline Reporting
  Deliver structured, transparent updates regarding national sales performance, active pipelines, competitive actions, and changing macroeconomic insights to global leadership teams.
• Leakage Control & P&L Oversight
  Review countrywide sales costs, audit distributor discount structures, and monitor territory margins to guarantee profitable market share growth without budget leakage.

Requirements:

1. Education: Minimum Bachelor’s Degree in Business Administration, Marketing, Economics, Management, or a related quantitative commercial discipline from a recognized institution.
2. Experience:
1. Over 10 years of total working experience, with an extensive, verifiable track record operating at a National Sales Leadership or Head of Department or Director-level capacity within Indonesia.
2. The ideal candidate must have direct, hands-on experience managing large-scale national sales operations, with a strong focus on high-volume territory mapping.
3. A solid, reference-backed background in sales management within the Fast-Moving Consumer Goods (FMCG) industry is heavily prioritized.
3. Industry & Product Solution Focus:
1. Prior experience in financial technology is a strong asset for navigating a dynamic fintech environment. However, because the client’s flagship products are high-volume, merchant-level utility hardware terminals, the client specifically values an FMCG-driven distribution mindset. ○ Candidates must have proven experience in building physical distribution networks from scratch and scaling hardware/commercial assets nationwide.
2. The candidate must possess deep, verifiable expertise in:
1. Multi-channel distribution architecture (Modern Trade, General Trade, wholesalers, and field agents).
2. Regional territory design and distributor network management across multiple provinces simultaneously.
4. Language: Solid daily professional communication and reporting capabilities in either Chinese or English.
1. Geographic & Seniority Capacity Requirements:
1. High Mobility: The role requires a leader who is fully prepared and willing to travel extensively across the Indonesian archipelago to inspect regional footprints and lock down master distributor contracts.
2. Concrete Performance Data: The hiring framework mandates that the candidate must provide clear, undeniable proof of past commercial achievements. This includes historical sales growth metrics, market expansion records, target achievement reports, or verifiable employer references.