Head of Sales

CBI Credit Bureau Indonesia; Indonesia; On-site; IDR 900,000,000 - 1,600,000,000; Full time

Job summary

PT Credit Bureau Indonesia (CBI) seeks a seasoned Sales Lead to shape and execute the B2B sales strategy in Indonesia. You will guide Account Managers and Business Development Managers, harmonize with Finance, Product, Data & Analytics, IT and Marketing, and drive revenue and activations.

You bring a strong track record in sales operations and leadership; banking or B2B software experience is a plus, and CRM rigor along with KPI discipline is essential in our innovative environment.

Qualifications

• 10+ years in sales, incl. 5+ years in Sales Ops or Planning & Development.
• 5+ years in a sales leadership role.
• Banking or B2B software & analytics experience is a plus.
• Proven track record of achieving commercial KPIs.
• Strong analytical abilities to translate data into insights.

Responsibilities

• Lead a team of Account Managers and Business Development Managers.
• Chart out the sales roadmap with objectives, goals, strategies, actions, and measures.
• Develop and optimize Sales Performance Standards across the lifecycle.
• Collaborate with Pre-Sales and Product to craft tailored pitches and value propositions.
• Improve visibility into the funnel and CRM usage to boost conversion.

Skills

Sales leadership

Sales operations

CRM usage

Analytical mindset

Job description

Who We Are

PT Credit Bureau Indonesia (CBI), as one of the private credit bureaus in Indonesia has been established since 2014 and obtained an operational license from Otoritas Jasa Keuangan (OJK) as Lembaga Pengelola Informasi Perkreditan (LPIP) in 2015.

In November 2021, after obtaining approval from OJK, CBI received additional capital from shareholders and appointed a new management team, which aims to provide new and leading-edge services and products. This new identity will also strengthen CBI's position as the best-in-class, modern and innovative credit bureau in Indonesia.

CBI is a trailblazer in the credit bureau industry, dedicated to fostering a culture of excellence and innovation. We believe in the power of a talented and diverse team to bring cutting-edge solutions to our clients and contribute to the overall success of the financial landscape in Indonesia.

Why Join Us

• Innovative Environment: Continuously investing in cutting-edge technologies, including the powerful realm of artificial intelligence, your role becomes a pivotal part of our journey into the dynamic and evolving landscape of financial services. Being part of our innovative environment is your gateway to an exciting and forward-thinking career
• Impactful Work: We offer more than just a job; we provide an opportunity to play a crucial role in shaping the financial future of individuals and businesses across the nation. As a licensed credit bureau, our commitment to accuracy, reliability, and timeliness sets the stage for impactful work
• Professional Development: We are committed to the growth of our employees. Join a team that encourages continuous learning and offers opportunities for career advancement.
• Collaborative Culture: Work in a collaborative and inclusive environment where your ideas are valued, and teamwork is key to achieving our goals.

About The Role

As the CBI Sales Lead in the B2B Sales division, you are responsible for the creation, execution and monitoring of the sales strategy and roadmap, sales operation processes and sales KPIs across the organization. Reporting to the Sales Director, you are responsible for the enablement and optimization of the Commercial sales team by honing sales processes, fostering training programs, conducting sales analysis, reviewing pricing, developing reward & recognition programs and go-to-market strategies for new products and segments. Effective collaboration with support business units - Finance, Product, Data & Analytics, IT and Marketing departments is crucial to your role's success.

Key Responsibilities

• Manage a team of Account Managers and Business Development Managers.
• Engage closely with the sales team to chart out the sales roadmap (objectives, goals, strategies, actions plans & measures).
• Oversee sales improvement initiatives, such as: developing & optimizing robust Sales Performance Standards for the sales team, encompassing activities across the entire sales lifecycle
• Work with pre-sales and product to develop customized pitch decks that focus on solving customer problems, defining quantifiable value proposition and measurable outcomes.
• Improve visibility into the sales funnel and increasing conversion rates by streamlining sales processes
• Developing sales tools and processes (including Account Plan) that support effective selling efforts, including the improvement and enforcement of CRM usage
• Research, develop and execute go-to-market strategies for new products, segments & geographies
• Leading regular sales team cadences to facilitate discussions and remove roadblocks in the sales process
• Ensure delivery of the Commercial division targets (e.g. revenue, subscriber base, activations, customer retention, etc.) set for the various business units in the organization.
• Analyze and monitor the sales teams outcomes in relation to KPI targets, highlighting trends (productivity, pipeline growth, win ratio, renewal rates, etc), pinpointing areas for improvement and reporting findings to various senior stakeholders in the company.
• Collaborate with the various business units in the organization to deliver world-class solutions to our customer base.

Job Requirements

• Minimum 10 years of sales experience, including at least 5 years of experience in Sales Operations or Planning and Development, and at least 5 years in a sales leadership position. Candidates with existing experience in banking or prior B2B software & analytics ales experience will be an added advantage.
• A track record of sales processes optimization, sales project delivery, sales operations, CRM development, and resource management.
• A successful track record of delivering on commercial KPIs.
• Analytical mindset capable of transforming sales data into actionable insights.
• Strong interpersonal skills and a collaborative approach to working with cross-functional teams.