IT Sales Manager - FTTH and accesories
Location: Jakarta, Indonesia Employment Type: Full-Time Salary: IDR 15,000,000 – 20,000,000 gross/month Reports To: Owner / Director Team: Sales Executives
About the Role Telcora is looking for an experienced Sales Manager to lead and develop our B2B sales team in the FTTH, networking, and telecommunications market. This is a hands-on sales leadership role. You will own the team’s revenue number and be responsible for building the sales strategy, setting targets, developing a strong pipeline, coaching Sales Executives, managing key accounts, and ensuring the team consistently delivers results. We are not looking for a manager who only reviews reports. We need someone who can lead from the front, work directly with customers, coach the team in the field, and build a disciplined sales organization.
Key Responsibilities Own and deliver the monthly and annual team revenue targets. Develop and execute Telcora’s B2B sales strategy for the Jakarta market. Set individual targets and KPIs for Sales Executives. Build and maintain a qualified sales pipeline of at least 3x the monthly sales target. Conduct structured weekly pipeline and performance reviews. Coach, develop, and hold Sales Executives accountable for their performance. Spend at least 2 days per week in the field with the sales team, including customer visits and key account meetings. Personally support major negotiations and high-value opportunities. Develop and maintain relationships with key customers, including ISPs, system integrators, contractors, installers, and other B2B accounts. Identify new accounts, projects, vendor registrations, and business opportunities. Ensure all sales activities and opportunities are accurately recorded in the CRM. Maintain sales forecast accuracy within ±15%. Monitor competitor activity, market trends, customer requirements, and pricing developments. Work closely with Technical Sales Support, Procurement, Operations, and Management to ensure accurate quotations, product availability, and customer delivery commitments. Provide management with clear sales forecasts, pipeline visibility, risks, and action plans. Monthly Performance Scorecard
The Sales Manager will be measured against clear monthly performance indicators, including: Monthly Team Revenue Target: Achievement against agreed target Pipeline Coverage: Minimum 3x monthly team revenue target Forecast Accuracy: Within ±15% Field Leadership: Minimum 2 field days per week with the team Sales Executive performance against individual quotas New customer and vendor registrations Key account development CRM and pipeline discipline Conversion of qualified opportunities into revenue
Requirements 7–10 years of B2B sales experience, preferably within FTTH, fiber optic, networking, telecommunications equipment, ISP solutions, or technical distribution. Minimum 3 years of experience managing a sales team. Proven track record of achieving and exceeding sales targets. Strong knowledge of the Jakarta ISP and networking market. Existing network of ISPs, system integrators, contractors, installers, or related B2B customers is highly preferred. Must already understand key FTTH concepts and products, including: PON / FTTH architecture Fiber optic cables PLC splitters ODP and closures Pigtails and patch cords Networking products and related infrastructure Strong pipeline management and forecasting capability. Comfortable using CRM and managing sales through measurable data. Strong commercial negotiation and closing skills. Able to coach and develop Sales Executives. Strong communication, leadership, and problem-solving skills. Highly accountable and results-driven.
What We’re Looking For We are looking for a player-coach who takes ownership of the number. This role is suitable for someone who combines sales strategy, strong customer relationships, technical understanding, and disciplined team leadership.
What We Offer Gross monthly salary: IDR 15–20 million Opportunity to build and lead Telcora’s expanding B2B sales team Direct reporting to the Owner / Director High level of ownership over sales strategy and execution Opportunity to shape Telcora’s growth within Indonesia’s FTTH and networking market
Skills: Sales Management, Communication Skills, Sales Operations, Sales Strategy, Key Account Management, Sales Planning, Business Development, B2B Sales, Performance Management, Team Management