**Description**:
- As the Head of Sales Excellence at Tokopedia, you will be responsible for leading and systematizing our comprehensive sales approach, which we refer to as our 'Sales Trinity.' This encompasses three critical phases: Pre-sales, During-sales, and Post-sales. In the Pre-sales phase, you will oversee activities such as preparing pitch narratives, conducting client research, qualifying prospects, and creating insightful product materials. During the sales process, your focus will shift to developing business projections, honing negotiation tactics, and leveraging various sales levers to optimize deal closures. Finally, in the Post-sales phase, you will ensure excellent account management, provide top-notch after-sales service, and conduct thorough business reviews to assess the effectiveness of our sales strategies.
**What You Will Do**
- Lead market analysis to identify growth opportunities across various product categories
- Collaborate cross-functionally to develop & execute comprehensive go-to-market plans
- Segment clients and tailor sales approaches to meet specific needs
- Conduct regular performance evaluations and provide actionable feedback to the team
- Spearheading client research to understand market needs and challenges
- Prepare and disseminate insightful product materials for client engagement
- Develop and oversee business projections for both potential and existing sales
- Train the team in effective selling and negotiation tactics to optimize deal closures
- Leverage various sales levers to maximize revenue and profitability
- Develop high-quality account management guidelines and governance
- Develop after-sales guidelines & governance to maximize customer satisfaction
- Develop best-in-class business review templates to help the sales team effectively conduct review meetings
- Utilize data analytics to monitor sales performance and identify areas for improvement
**What This Role Needs**
- Over 8 years of B2B sales experience
- Strong knowledge of digital marketing, with a preference for experience in selling digital media to advertisers or marketers
- Proven leadership in managing sales teams and systematizing sales activities
- Exceptional communication skills, with professional proficiency in both English and Bahasa Indonesia
- High proficiency in digital marketing terminology and metrics
- Strong business acumen with a knack for identifying and seizing opportunities
- Demonstrated ability to collaborate effectively with cross-functional teams
- Proficiency in document, spreadsheet, and presentation software
- Bachelor's degree in Business, Marketing, or a related field
- Strong ability to process and synthesize data for informed decision-making
- Strong problem-solving skills and adaptability to rapidly changing environments
**Preferred Qualifications**
- Extensive experience in various aspects of eCommerce, including merchandising, logistics, payments, and marketing
- Familiarity with CRM and eCommerce marketplace platforms
- Strong background in buying/selling digital marketing, particularly with major ad tech platforms like Google, Meta, TikTok, and other programmatic ads
- Proven experience in engaging with senior-level executives and conducting high-level conversations
- Expertise in sales operations and a track record of building sales teams from the ground up
**IMPORTANT**: