Head of Sales Strategy & Operational Excellence, MSME

About the Role

Join our team and make a real impact. As the Head of Sales Strategy & Operational Excellence, you'll play a pivotal role in shaping the foundation and strategy of our sales team. Collaborating closely with sales, business, product, and marketing teams, you'll devise winning strategies that drive maximum value for the company. Your efforts will directly contribute to scaling up our business and propelling it to new heights. From structuring a high-performing sales team to crafting sharp, effective strategies, you'll have the opportunity to lead transformative initiatives and drive tangible results as we look to expand our sales team across the country.

What You Will Do:
• Develop comprehensive sales strategies and oversee the end-to-end planning process, define objectives and Key Results (OKRs), metrics, and targets for the sales team to drive performance and success
• Design and implement incentive schemes, conduct end-to-end calculations and perform industry benchmarking to enhance sales effectiveness
• Lead our vendor management teams to ensure sales teams always have a good supply of field sales executives and create policies to ensure a stable field sales team with minimal attrition
• Lead the L&SD (Learning & Skill Development) team to ensure our sales team has a good grasp of all product developments and can pitch them in the right way for our merchants to drive increased sales productivity
• Lead the sales support team, which helps answer and solve any field queries and also helps improve any process gaps to ensure the sales team can focus on sales and support can help solve any operational obstacles.
• Lead the go-to-market sales strategy for special projects and new products, aligning with partner needs and market demands by utilizing data-driven analysis to derive actionable insights, fostering accelerated growth and increased operational efficiency
• Collaborate cross-functionally with sales, product, marketing, and other stakeholders to align strategies derived from data-driven analysis and execute plans effectively

What You Will Need:
• Minimum 10 years of relevant working experience in strategy, business development, management consulting, or other related roles that require strong analytical skills, problem-solving, and business acumen
• A structured and analytical thinking process to develop frameworks, project charters, and prioritization
• Strong business sense and ability to articulate complex analysis results to a wide range of audiences and translate the results into actionable business insights
• Proficiency in basic modeling - market sizing, business projection, and scenario analysis
• Good presentation skills, especially the ability to present during problem-solving sessions with other stakeholders (working-level or leadership), are essential
• Solid track record of stakeholder management

About the Team

The Sales team consistently strives to implement solutions that allow our merchant partners in Indonesia to sell products both online and offline. We also work to improve the merchant-partner experience through product innovation and integration with the rest of the Gojek ecosystem.

One of our main goals is to strengthen our market share in Indonesia, combining strategy with local insights to propel our business onward and upwards. Furthermore, we maintain a holistic view of GoTo Financial’s business and payment solutions within the region, constantly striving better to understand the sales region's issues from the ground up and provide solutions and actionable steps forward. Lastly, We ensure our platform is at the top of the minds of merchants while improving our merchant’s life and their experiences using our services.

About GoTo Group
GoTo Group is the largest digital ecosystem in Indonesia with its mission to “Empower Progress’ by offering technological infrastructure and solutions for everyone to access and thrive in the digital economy. The GoTo ecosystem consists of on-demand transportation services, food and grocery delivery, logistics and fulfillment, as well as financial and payment services through the Gojek and GoTo Financial platforms.It is the first platform in Southeast Asia that hosts these crucial cases in a single ecosystem, capturing the majority of Indonesia’s vast consumer household.

About Gojek
Gojek is Southeast Asia’s leading on-demand platform and pioneer of the multi-service ecosystem with over 2.5 million driver partners across the regions offering a wide range of services such as transportation, food delivery, logistics and more. With its mission to create impact at scale, Gojek is committed to resolving consumer problems and raising standards of living by connecting consumers to the best providers of goods and services in the market.

About GoTo Financial
GoTo Financial accelerates financial inclusion through its leading financial services and merchants solutions. Its consumer services include GoPay and GoPayLater and serve businesses of all sizes through Midtrans, Moka, GoBiz Plus, GoBiz, and Selly. With its trusted and inclusive ecosystem of products, GoTo Financial is open to new growth opportunities and aims to empower everyone to Make It Happen, Make It Together, Make It Last.

GoTo and its business units, including Gojek and GoToFinancial ("GoTo") only post job opportunities on our official channels on our respective company websites and on LinkedIn. GoTo is not liable for any job postings or job offers that did not originate from us. You should conduct your own due diligence to prevent being victims of any fake job scams, if they did not originate from GoTo's official recruitment channels.

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