About the Company:

Our client is a multinational Chinese employer which is providing network tools, network services, and telecommunication related needs. Our client's headquarter is based on Shenzhen, Guangdong who's established in 1987. This company is starting to produce phone switches, and now developed into creating the telco network providers which is not only tools, but also the complex service for domestic and international coverage. Their products are reaching more than 170 countries with more than 195,000 employees.

The Associate Director / Senior Manager of Distribution Sales will be responsible for developing and executing the distribution sales strategy in Indonesia, with a focus on the Run-Rate Market. This role requires a seasoned professional with a strong background in IT product distribution, channel partner management, and competitive market analysis.

The ideal candidate will have extensive experience in the Run-Rate Market, a deep understanding of distribution networks, and the ability to drive sales, marketing, and promotional strategies to enhance market share and profitability.

Key Responsibilities

1. Sales Strategy & Market Expansion

• Develop and implement a robust distribution sales strategy for the Indonesian market.

• Identify key market opportunities to expand product penetration and maximize revenue.

• Define short-term and long-term sales goals, ensuring alignment with corporate objectives.

• Strengthen relationships with existing channel partners while identifying new potential partners to expand market coverage.

2. Market Analysis & Competitive Intelligence

• Conduct in-depth market research to analyze industry trends, customer needs, and competitor activities.

• Identify emerging opportunities and threats in the Run-Rate Market.

• Develop and refine pricing strategies to maintain a competitive edge while ensuring profitability.

3. Channel Partner & Distribution Management

• Manage and optimize relationships with distribution partners, resellers, and system integrators.

• Ensure the effective implementation of distribution models to increase product reach.

• Work closely with partners to align business objectives, sales targets, and promotional efforts.

• Establish clear KPIs and performance metrics for distribution partners to ensure target achievement and operational excellence.

4. Sales Performance & KPI Management

• Drive revenue growth by ensuring sales targets are met or exceeded.

• Monitor and analyze sales performance data, implementing corrective actions when needed.

• Optimize sales operations to improve efficiency and productivity.

5. Marketing & Promotion Strategy

• Design and execute high-impact marketing campaigns tailored to the Run-Rate Market.

• Develop competitive and attractive Run-Rate promotions to boost product sales.

• Leverage digital marketing, events, and reseller programs to increase brand awareness and demand.

6. Team Leadership & Development

• Lead, mentor, and develop a high-performing distribution sales team.

• Provide training and capability-building programs to enhance team effectiveness.

• Foster a collaborative and results-driven culture to ensure business success

Requirements:

• Bachelor degree

• 10+ years of experience in distribution sales within the IT, telecommunications, or networking industry.

• Extensive experience in the Run-Rate Market with a proven track record of sales growth.

• Strong expertise in IT hardware, networking solutions, and related products.

• Deep understanding of channel partner structures, distribution models, and reseller networks.

• Knowledge of competitor strategies and how to differentiate in the market.

• Ability to develop and execute data-driven sales and marketing strategies.

• Experience working with established players in the Run-Rate Market.

• Exceptional leadership, negotiation, and relationship management skills.

• Strong analytical skills with experience in P&L management, forecasting, and market insights.

• Proficiency in English and Bahasa Indonesia is an advantage.