Lukman's Resume

Lukman

Head of B2B Sales

Male

Nationality

Head of B2B Sales
PT Samsung Electonics Indonesia
2019.07-2025.07
(6 years)
(6 years 1 month) Responsible for overall country number. Lead sales team for Enterprise customer. Lead channel team and business development team for distributor, reseller and EPP. Lead telco channel sales and mid market sales team. Lead go to market strategy and execution for all channels, enterprise and smb accounts. Recognize sales opportunities, Progress, Close the sales and win the customer satisfaction with the engagement of total Solution offering. Establish relationship with channels and all Customer at most level management.
Head of Channel, Telco and Mid Market ( B2B Department)
Samsung Electronics Indonesia
2018.08-2019.06
(a year)
Indonesia Responsible for overall country channel number and channel busines. Lead team of channel manager, telco sales and mid market sales team. Development for Distributor, Reseller, Telco Channel and Mid Market customer for Samsung B2B Business. Go To Market Strategy and Execution for all channels and SMB Accounts. Recognize sales opportunities, Progress, Close the sales and win the customer satisfaction with the engagement of total Solution offering. Establish relationship with channels and SMB Accounts at most level management. Key Tasks: 1. Categorize accounts by their sales type to set growth plans for them and provide guidance for their sales activities according to their target market. 2. Hedge short and mid term account risk (inventory, collateral, payment, etc.) and check whether the pricing follows the contract. 3. [Account analysis by sales type] Carry out categorization of accounts by their sales type and growth plans based on their target business type. 4. [Sales activity management] Manage the feasibility of the sales activities based on the sales/marketing plans aimed at achieving common goals with accounts (set guidelines for ROI analysis and sales activities regarding ATL(Above the line) and BTL(Below the line)). 5. [Volume management] Manage accounts' carried product volume, product logistics, actual sales, and inventory. 6. [Risk management] Manage the potential financial risk in the account's collateral (limit), orders, and payment. 7. [Retail channel management] Manage to ensure that the contract, pricing policy, and the product distribution channel are aligned.
Country Sales Lead - Hybrid Data Management
PT IBM Indonesia
2018.01-2018.08
(8 months)
Responsibilities: • Team Members: 2 persons • Go to Market Strategy including develop and execute brand and channel strategy, determine business drivers, drive growth and work with internal and external resources to bring that strategy to life. • Tier 2 recruitment and development as well as winning mind share, investment and capability growth and distributor funnels • Establish GTM strategy, Increase Co-marketing and Promotion to increase IBM BP OI percentage
Senior Channel Sales Manager - Cloud and Solutions Group
PT. IBM Indonesia
2016.04-2017.12
(2 years)
5 years 4 months (1 year 9 months) Build Go to Market Strategy including develop and execute brand and channel strategy, determine business drivers, drive growth and work with internal and external resources to bring that strategy to life. • Facilitates indirect sales deals to third party reseller of solution and services. • Training a sales team, building relationships with dealers and resellers, educating retail managers about products, developing sales strategies, and meeting sales objectives. • Tier 2 recruitment and capability development as well as winning mind share, investment and capability growth and distributor funnels • Establish GTM strategy, Increase Co-marketing and Promotion to increase
Distribution Manager - Software Value Added Distributor
IBM
2015.03-2016.03
(a year)
BP OI percentage (1 year 1 month) - Responsible for all VAD business development and sales process including scale up sales competency, new partner acquisition,competition and go to market strategy with excellence execution. - Bring and execute new initiative and transformation to all Vad such as Jakarta Smarter Cities, Internet of things and E-Commerce. - Work together with Asean and Asia Pacific for planning and sales execution including back end process and credit to make sure all the plan executed and sales loaded smoothly.
Channel Sales Manager - Analytics ( Platform and Solutions )
PT. IBM Indonesia
2012.09-2015.03
(3 years)
(2 years 7 months) Achievement : 2014 IBM 100% Club 2014 IBM Sales Eminance 2013 IBM 100% Club 2013 IBM Sales Eminance - Direct Sales for Enterprise and Mid Market - IBM Analytics Business Unit Go To Market Strategy - Recognize sales opportunities, close the sale and win the customer's satisfaction with the engagement into a total solution and the offerings with minimum supervision. - Assignment to specific opportunities to perform sales and product expertise often in conjunction with Business Partners to close the business for IBM. - Responsibilities include matching IBM solutions to channels and selling IBM offerings directly to customers or through IBM Business Partners. - Establishes relationships with channels at most levels of management as well as advises channels on matters related to the discipline offerings. - Teaming with other IBM sales and technical sales resources to provide complete solutions to customer business requirements. - Work with distributor executive level and manager including sales operational team and review their performance quarterly. - Develop business partner for their IBM mind share, wallet share, sales skills and technical competency including build 1 year planning for enablement and incentive program. - Joint planning session to ensure superb execution on targeted account with total solution.
Partner Account Manager - Retail Sales and Marketing
PT Microsoft Indonesia
2009.08-2012.09
(3 years)
4 years 3 months (3 years 2 months) Achievement : 2011 Best Retail Account Manager Drive business success for the Retail Sales & Marketing (RSM) Indonesia by managing and driving high potential retail customers in assigned channel as well as identify and manage new potential partners in emerging sectors. Develop and execute key account plans to ensure that revenue and attach targets are met as well as work with distributor sales team to ensure sales execution excellence. In particular, work closely with partners to influence the PC aisle to drive attach for both software and hardware. Manage Tier 1 Traditional and Modern Channel including Large Format Account Reseller in assigned channel to ensure that target revenues are met (Jakarta and Geo-X) Achievements : Exceed the target both SMS&P and OEM Department each quarter by average 150% of target achievement. FY 09 (SMall Medium Business Department) Q2 : 202% Q3 : 186% Q4 : 128% FY 10 (Retail Department) Q1 : 149% Q2 : 123% Q3 : 133% Q4 : 133% FY 11 (Retail Department) Q1 : 119% Q2 : 126% Q3 : 210%. Q4: 111%
Channel Account Manager for SMB
SMB
2008.07-2009.07
(a year)
(1 year 1 month) Partner recruitment and onboarding: Identifies and evaluates potential partners to expand the company’s partner ecosystem, ensuring alignment with partner criteria and strategic objectives. • Program support: Provides ongoing support and guidance to partners, assisting with deal registrations, onboarding, marketing initiatives, and operational questions, while also managing the program’s partner management platform. • Partner engagement: Develops and executes strategic plans for partners, identifying opportunities for growth and aligning partner objectives with company goals. • Relationship building: Cultivates strong and collaborative relationships with their partners through regular communication, meetings, and joint business planning sessions. • Performance analysis: Monitors and evaluates partner performance against partner KPIs, such as sales targets, market share, and customer satisfaction rates. • Training and enablement: Designs and delivers training programs and resources to educate partners on the company’s products, services, and value proposition.
Technical Support and Customer Relationship
PT Asia Pulp and Paper
2007.10-2008.07
(10 months)
•In charge of handling complaint from overseas customers, troubleshooting and formulating solutions with the cooperation from the paper mill. •Conduct negotiations, settle the claims and provide feedback and solution to mills & customers •Analyze burning issues with respective mills and work towards Zero Customer Complaint •Analytical presentation of complaints to individual mills.
Branch Sales Leader
PT Astra International Tbk
2006.07-2007.09
(a year)
(1 year 3 months)
Management Trainee for Branch Manager
PT Astra International
2005.06-2006.06
(a year)
(1 year 1 month)