AVP-Salesforce Management Sumatra

Job Summary

Responsible for optimizing the performance and effectiveness of the sales force by overseeing various sales operations and administrative functions. This role plays a key part in sales analysis, reporting, and strategic planning to enhance revenue growth, sales efficiency, and customer satisfaction. Key responsibilities include managing the agencies SLA for sales force fullfillment, turn-over, fraud management, on time payout management, monitoring sales force performance and productivity. Work-closedly with sales area manager for the process of sales force selection, managing onboarding process and induction training. Generating key reports on sales force management, productivity, key performance and complain handling related to the fulfillment and sales force management related requiremet.

Additionally, he/ she will be actively involved in monitoring the recruitment process, training, and motivating sales teams while implementing strategies to enhance salesforce productivity and drive business success. This position requires strong analytical skills, leadership, and the ability to collaborate across teams to ensure sales objectives are met effectively.

Key Responsibilities

• Analyze sales data and reports to identify areas for sales process improvement in order to conduct manpower planning for sales and distribution as per norm

• Develop and allocate territorial sales quotas aligned with the company's profit plan. Work closedly with region in manpower mapping to the territorial operation

• KPI and target setting to ensure sales effectiveness. Utilize analytics to measure and improve salesforce productivity

• Implement and provide day-to-day support for sales force program implementation and operation

• Assist sales teams with reporting and planning for individual accounts and sales territories.

• Ensure adherence to governance, compliance, and best practices in sales force management and operation

• Select, manage, and oversee external vendors for managing sales force fullfilment and payout and conduct vendor evaluation

• Prepare and control commission and incentive budgets. Ensure cost-effectiveness and ROI of incentive plans.

Job Qualifications:

• Bachelor’s degree in Business Administration, Sales, Marketing, Data Analytics, or a related field (Master’s degree/MBA preferred).

• Minimum 5+ years of experience in sales operations, sales process management, or salesforce effectiveness.

• Proven experience in sales analytics, forecasting, and quota management within a corporate sales environment.

• Experience working with channel sales programs and managing external distributors/partners.

• Strong background in CRM tools (e.g., Salesforce, SAP, Microsoft Dynamics) and data analytics platforms.

Technical Skills & Competencies

• Sales Performance Analytics: Ability to analyze sales reports, pipeline data, and process metrics to drive insights.

• Sales Planning & Forecasting: Expertise in developing sales plans, quota allocation, and profit-driven strategies.

• CRM & Automation Tools: Proficiency in using Salesforce, HubSpot, or other sales enablement tools for process automation.

• Channel Management: Experience in implementing and managing sales channel programs, governance, and compliance.

• Governance & Compliance: Strong understanding of regulatory frameworks and adherence to internal sales policies.