AVP-Head of Sales Operations & Support

Role Purpose:

Oversees the sales support functions, including sales operations, helpdesk, and training. Ensures seamless operation and effective support for the sales team by managing day-to-day activities, resolving escalations, and enhancing team performance through targeted training programs. Manages relationships with sales vendors, including door-to-door agent vendors and sales partners, to ensure optimal performance and alignment with sales objectives. Oversees digital sales initiatives, including tele sales and digital channels, to drive growth and efficiency in online sales efforts. Supports regional heads in achieving sales targets and improving operational efficiency, while also developing and implementing vendor management and digital sales strategies to enhance overall sales performance.

Qualifications:

• Bachelor’s degree in Business, Marketing, Communications, or a related field
• Proficiency in English and the local language
• Additional certifications in sales support or operations management are a plus

Related Experience:

• Minimum 10 years of experience in a sales support or administrative role within the telco/ fixed broadband/ ISP industry
• Experience in managing sales data, reporting, and incentive administration
• Proven track record of supporting sales teams and improving operational efficiency

Skills:

• Strong organizational and administrative skills
• Excellent communication and interpersonal skills
• Proficiency in sales management and CRM tools
• Analytical skills with the ability to interpret sales data and generate reports
• Detail-oriented with strong problem-solving abilities

Area of Responsibilities:

Contribute to Gaining Minimum Guarantee TUR as a Contract in Each Partner/Vendor

• Negotiate and secure Minimum Guarantee Take-Up Rate (TUR) agreements with partners and vendors
• Monitor and ensure compliance with contractual TUR requirements
• Collaborate with partners to optimize sales strategies and achieve TUR targets

Contribute to Maintaining EBITDA as the Target

• Develop and implement operational strategies to meet EBITDA targets
• Monitor and control operational expenses to maximize profitability
• Collaborate with finance teams to ensure alignment with financial goals

Oversee Sales Analysis & Reporting

• Ensure accurate and timely sales analysis and reporting
• Develop and maintain dashboards and reporting tools to track sales performance
• Provide insights and recommendations based on sales data analysis

Ensure Accurate Reporting & Incentives Administration

• Oversee the administration of sales incentives and ensure accurate reporting
• Develop and implement processes to track and report on sales incentives
• Ensure compliance with incentive policies and guidelines

Ensure Smooth Operation by Company Policy

• Develop and implement operational policies and procedures
• Ensure compliance with company policies and regulatory requirements
• Monitor and manage operational risks

Ensure Support Delivery to All Regions

• Provide operational support to all regional sales teams
• Ensure consistency in sales support processes across regions
• Develop and implement strategies to address regional operational challenges

Mitra Management

• Manage relationships with Mitra (partners) to ensure effective collaboration
• Develop and implement strategies to optimize partner performance
• Monitor and evaluate partner performance and provide feedback for improvement

QoQ Growth

• Monitor and report quarter-on-quarter growth in sales performance
• Support strategies aimed at achieving QoQ growth targets

Oversee Region Operational Management (incl. Extension)

• Ensure efficient and effective regional operational management
• Oversee regional extensions and expansions
• Develop and implement strategies to address regional operational challenges

Productivity

• Assist in tracking and reporting sales team productivity
• Provide support to initiatives aimed at improving productivity