Role Summary
The AVP Trade Revenue Strategy & Governance defines the national pricing, channel mix and monetization framework for the trade channel, and governs the price discipline that protects it. The role owns how IOH monetizes trade across Wholesale, Retail and KRO — the pricing corridors, the channel mix strategy, and the High Value Trade and Key Account governance model.
Trade revenue is exposed to price distortion and channel conflict that sits above the scope of Circle, particularly where Server Players operate across Circle boundaries. This role holds the national position: it issues the pricing corridor, arbitrates cross-Circle conflict, and redesigns the monetization model as the channel shifts toward digital.
The role both designs and leads. It designs the national monetization model, and then leads that model through to adoption across every Circle — owning the rollout sequence, chairing the governance forum, and making the go/no-go recommendation at each stage. It works with Circle Revenue functions, Key Account Management, Channel Policy, Product, Pricing, Supply Chain and Finance to protect trade margin, sustain price discipline, and grow revenue per outlet.
Skills
- Deep understanding of Indonesian prepaid trade economics — wholesale, retail and KRO margin structures and the Server Player ecosystem.
- Strong command of pricing and margin analysis: corridor design, price distortion diagnosis, channel cannibalization.
- Ability to design commercial frameworks and governance models from first principles, and to lead them through to adoption across multiple Circles.
- Experience governing partner or key account performance frameworks.
- Advanced analytical capability across revenue, product mix and channel datasets.
- Proven ability to lead national, cross-functional programs to completion without direct reporting authority, and to hold a firm national position when Circle interests conflict.
- Governance and standard-setting: writing policy that holds up when applied across multiple Circles.
- Strong written and verbal communication in Bahasa Indonesia and English.
Qualifications
- Bachelor's degree in Business, Marketing, Economics, Finance or a related field;
- Minimum 8 years of experience in telecommunications commercial, revenue management, pricing, trade or channel strategy, including experience at national or multi-region level.
- Proven experience designing pricing or commercial frameworks subsequently adopted across multiple regions.
- Experience governing key account or partner performance frameworks.
- Strong background in commercial and financial analysis, including margin and profitability modelling.
- Proven track record leading national or multi-region programmes end to end From design through rollout to adoption without direct reporting authority.
- Ability to communicate complex commercial material to both field and executive audiences.
- Excellent written and verbal communication in Bahasa Indonesia and English.