🔹 Position Overview

The General Manager (GM) Sales – Indonesia is responsible for leading the national sales strategy, revenue growth, and market expansion within the loyalty, rewards, incentives, and digital voucher industry. This role drives B2B acquisition across enterprise, banking, fintech, FMCG, retail, telco, and corporate sectors while building strategic partnerships and strengthening the company’s market position in Indonesia.

The GM Sales will oversee sales planning, pipeline management, key account strategy, partnership expansion, and sales team performance to achieve aggressive revenue targets.

🔹 Key Responsibilities

1. Sales Strategy & Revenue Growth

• Develop and execute national sales strategy aligned with company growth targets
• Drive revenue growth across enterprise, mid-market, and strategic accounts
• Identify new vertical opportunities (Banking, Fintech, FMCG, Telco, E-commerce, Corporate Rewards)
• Develop pricing strategy and commercial frameworks

2. Business Development & Partnerships

• Build and maintain C-level relationships with key enterprise clients
• Develop strategic alliances with partners in loyalty ecosystem (merchant networks, digital vouchers, fintech, reward aggregators)
• Expand channel partnerships and indirect sales networks
• Lead high-value contract negotiations

3. Sales Leadership & Team Management

• Build, lead, and scale high-performing sales teams
• Set KPIs, performance metrics, and incentive structures
• Monitor sales pipeline, forecasting, and conversion ratios
• Conduct coaching, mentoring, and performance reviews

4. Key Account Management

• Oversee top-tier accounts and strategic clients
• Ensure client retention, upselling, and cross-selling initiatives
• Maintain strong client satisfaction and renewal rates

5. Market Intelligence & Competitive Strategy

• Analyze industry trends and competitor positioning (e.g., players like Sodexo, Giift, GIFTEE, and other loyalty solution providers)
• Provide market feedback to Product and Marketing teams
• Develop go-to-market strategies for new products

6. Financial & Operational Oversight

• Own sales budget and P&L contribution
• Develop accurate revenue forecasting and reporting
• Ensure compliance with commercial and contractual governance

🔹 Key Performance Indicators (KPIs)

• Annual Revenue Target Achievement
• Gross Margin Performance
• New Enterprise Accounts Acquired
• Client Retention Rate
• Sales Pipeline Health & Forecast Accuracy
• Team Productivity & Performance Metrics

🔹 Requirements

Education

• Bachelor’s Degree in Business, Marketing, Management, or related field
• MBA is preferred

Experience

• Minimum 10–15 years of experience in B2B sales
• At least 5 years in senior sales leadership role (Head of Sales / Sales Director / GM Sales)
• Experience in loyalty, rewards, fintech, SaaS, digital solutions, or incentive industry is highly preferred
• Strong track record managing large enterprise accounts

Skills & Competencies

• Strategic thinking & commercial acumen
• Strong negotiation and closing skills
• Leadership and team-building capability
• Excellent stakeholder management
• Data-driven decision making
• Deep understanding of Indonesia corporate landscape
• Strong network in Banking, FMCG, Fintech, Telco, and E-commerce sectors

Personal Attributes

• Results-oriented and aggressive growth mindset
• Entrepreneurial and adaptable
• Strong executive presence