VP-Head of Home Sales Kalisumapa

Indosat; Indonesia; On-site; IDR 1.334.000.000 - 2.001.001.000; Full time

Job summary

A telecommunications company in Indonesia is seeking a strategic leader for branch operations in the Home Sales department. The Head of Home Sales will oversee the customer experience, drive sales strategies, and develop strong regional partnerships. This senior role requires a minimum of 15 years in commercial roles within the telecommunications sector, along with a strong background in FTTH and broadband services. The ideal candidate should demonstrate excellent leadership capabilities and customer service orientation.

Qualifications

• Minimum 15 years of total experience in sales roles within telecommunications or digital connectivity industries.
• At least 8–10 years in senior leadership roles managing large-scale broadband businesses.
• Strong exposure to FTTH/FWA ecosystems and ISP operations.
• Deep understanding of fiber network deployment.

Responsibilities

• Lead end-to-end Home Sales vertical across FTTH & FWA.
• Develop and implement sales capability enhancement programs.
• Oversee customer complaint resolution across Home Broadband touchpoints.
• Ensure alignment with corporate initiatives for sustainable growth.

Skills

Strategic planning

Business acumen

Executive leadership

Coaching

Process management

Stakeholder alignment

Customer experience management

Education

Bachelor’s degree in Business Administration, Marketing, Industrial Engineering, or related field

Master’s degree

Job description

Responsible for managing operations of a sales outpost branch. Oversees sales and the provision of services to local clients. Develops and maintains relationships with both new and existing customers. Is responsible for internal operations of the branch, e.g., Human Resources, Finance, Information Technology. May upsell additional services, parts, and equipment as needed. Specialization Match Note: Branch Management roles are also available in the following Job Families: Consumer and Commercial Banking, Retail, and Sales, Marketing and Product Management. If applicable please match to these roles.

This position integrates and leads four key functional domains—Branch HBB Leadership (FTTH), Home Capability Building, Home Installation & Infrastructure, and Home Customer Experience (CX)—to ensure seamless delivery from sales through customer activation and ongoing service quality. The Head of Home Sales will serve as the strategic business driver for FTTH expansion, fostering deep partnerships, improving end-to-end processes, and strengthening ground-level performance in collaboration with the circle and corporate teams.

Job Description

Strategic Leadership & Governance

• Lead end-to-end Home Sales vertical across FTTH & FWA, reporting to Head of Circle.
• Set strategy, roadmap, and revenue targets.
• Oversee regional & branch HBB leads.
• Drive partner and channel sales execution to meet acquisition and retention goals.
• Establish and maintain strong relationships with partners, ISPs, and infrastructure vendors for execution excellence.
• Partner effectiveness & cost optimization.

Cross-Functional Collaboration

• Work closely with Marketing, Technology, and Finance to align strategies for sustainable FTTH & FWA growth.
• Strategic alignment & cross‑unit synergy.

Home Capability Building

• Develop and implement programs to enhance sales and technical capability of teams.
• Ensure alignment with corporate initiatives.
• Facilitate capability development both FTTH & FWA.
• Coordinate installation and infrastructure readiness to support sales growth.
• Align with Network & Technology for rollout priorities.

Customer Experience (Home CX)

• Lead region‑wide monitoring, follow‑up, and resolution of customer complaints across all Home Broadband (FTTH/FWA) touchpoints.
• Look out ground‑level complaints and resolutions, and manage field compliance & customer experience issues at region, provide input to HQ.
• Own end‑to‑end complaint management for new subscribers (within first 3 months), ensuring fast and accurate resolution to strengthen early‑life experience.
• Customer Experience Quality & Operational Governance.

Required Skills

• Strategic planning, business acumen, executive leadership.
• Coaching, learning program design, cross‑functional collaboration.
• Operational planning, process management, stakeholder alignment.
• Customer experience management, root‑cause analysis, process improvement.

Qualifications

• Bachelor’s degree in Business Administration, Marketing, Industrial Engineering, or related field. A Master’s degree is a plus.
• Minimum 15 years of total experience in commercial or sales roles within the telecommunications, broadband, or digital connectivity industry. At least 8–10 years in senior leadership roles managing large‑scale home broadband or FTTH businesses.
• Strong exposure to FTTH/FWA ecosystems, ISP operations, broadband service models, or telecom fixed‑line business.
• Experience integrating field sales, installation, and CX operations into a unified delivery model is highly desirable.
• Deep understanding of fiber network deployment and how commercial and technical teams must integrate.
• Experienced in leading multi‑tier teams (direct reports such as Heads of Branch HBB, Home Installation, CX, and Capability).
• Demonstrated ability to scale new business verticals, ideally with FTTH or broadband services.
• High resilience, adaptability, and accountability for delivery.
• Strong communication and presentation skills for engaging senior internal and external stakeholders.

Job Responsibilities

• Developing Others
• Driving for Results
• Building Partnerships
• Customer Service Orientation
• Operational Decision Making
• Leading Execution
• Channel, Partner and Account Management
• Product Strategy and Road‑mapping
• Training and Talent Development (Commercial)
• Customer Experience and Journey Design
• Market and Competitive Intelligence
• Portfolio and Project Management
• Data Analytics and Revenue Insights
• Governance, Risk and Stakeholder Communications
• Go‑to‑Market and Launch Execution
• Pricing, Commercial and Deal Structuring