Head of Sales (Banking Solution)

Jakarta, Indonesia | Posted on 08/19/2024

Our client has been building sophisticated enterprise-class software for the biggest banks and largest enterprises in Malaysia over 20 years with multiple international awards. Currently on a mission to expand overseas, they are seeking a passionate and ambitious Head of Sales to lead the Indonesia market entry and bring growth to the next level.

As the Head of Sales, Indonesia, you are responsible for the entry into the Indonesia market. Working closely with the CEO and various heads of department, you will lead and grow a dynamic team of account managers and support teams in delivering on the company’s growth ambitions in Indonesia.

KeyResponsibilities

1. Sales strategy execution:-

Develop and execute the overall Sales Roadmap for Indonesia, aligning it with the company's business objectives and growth targets.

Drive sales growth by identifying and pursuing new business opportunities, markets, and customer segments in Indonesia.

Oversee and lead sales improvement initiatives, such as:

Developing a robust Key Account Management Plan for the company’s top accounts in Indonesia, including product mapping, relationship management, etc.

Improving visibility into the sales funnel and increasing conversion rates by streamlining sales processes.

Developing sales tools and processes that support effective selling efforts, integrating the sales cycle into the CRM.

Leading regular sales team cadences to facilitate discussions and remove roadblocks in the sales process.

Developing and executing go-to-market strategies for new products & segments.

Monitor and analyze market trends, competitive landscape, and customer needs to identify new product and service offerings that align with market demands.

Ensure detailed key account management plans are being executed accordingly.

Provide regular reports and updates to the executive team on sales performance against monthly budgets, market trends, and strategic sales initiatives.

Deliver on the overall sales targets and objectives set by the company.

2. Developing high-performance sales team:-

Build and lead a team of account managers, providing coaching, guidance, and support to enable them to achieve individual and team sales targets.

Implement and manage a disciplined sales review cadence and pipeline monitoring process to drive sales efficiency, forecast accuracy, and revenue predictability.

Establish expectations on sales performance standards for the team of Account Managers, and give feedback, including managing underperformers.

Provide leadership to the SPD function to ensure initiatives are seen through, gap-closing strategies are proactively developed & CRM best‑practices are adhered to.

Develop a robust sales training curriculum with support from the Head of Sales Training to upskill the account managers in various hard and soft skills.

Develop a winning AMP (Attitude, Motivation & Passion), skills & competencies within the sales team.

3. Lead generation via partnerships and marketing:-

Secure strategic partnerships that will generate high-quality leads and opportunities for the company.

Develop win‑win commercial agreements with partner organizations & incentivize partners to deliver on expectations.

Collaborate with the marketing team to develop effective sales enablement materials for pitches and demos.

Run effective workshops and social events for lead generation and relationship‑building, and set up an effective incoming lead management process.

4. Establishing and strengthening client relationships:-

Establish strong relationships with key decision‑makers in target banks and financial institutions, leveraging your network and industry expertise to generate leads and close deals.

Strengthen relationships with existing customers to expand the share of wallet, identify upselling and cross‑selling opportunities, and ensure high customer satisfaction.

Develop and maintain a robust relationship mapping between company and the client org, at all levels of the organization.

5. Fostering close internal collaboration

Collaborate with internal teams, including product, legal, finance and customer success, to ensure seamless delivery and implementation of solutions to customers.

De‑bottleneck processes where necessary to minimize delays along the entire revenue‑generating value chain, from pitching to contract signing to delivery and contract renewal.

Requirements

Minimum 20 years of sales experience, with at least 10 years in a Head of Sales or equivalent sales leadership position.

Candidates with strong experience and track record in the following areas will have an added advantage:

Solution / tech‑based products

Selling into financial institutions.

Regional sales, particularly in Indonesia

Strong leadership skills, with experience and track record in developing and leading high‑performing sales teams.

A strong track record in delivering on sales targets & growing top‑line across multiple businesses.

Strong interpersonal skills and a collaborative approach to working with cross‑functional teams.

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