S&D Product Owner Lead

Job Description

Role Summary
The S&D Product Owner (Sales Execution Applications) owns the product lifecycle of IOH’s sales & distribution execution applications, covering DSE, Internal Sales, Direct Sales Agent, Promotor, Merchandiser, Partner, Retailer and Key Accounts. As the central HQ owner of the domain roadmap, requirements and delivery alignment, the role works with IT delivery and UAT Testers on quality, and with Sales Enablement so that what is built gets adopted in the field. It also turns field and system data into recommendations on how automation can make the sales force more effective.

Key Responsibilities

1. Roadmap Ownership & Management

• Develop and own the sales execution applications roadmap, based on business priorities, regional input, field insight and automation opportunities.
• Prioritize the roadmap and backlog by business impact, field readiness and delivery capacity, and manage dependencies with UI/UX, IT delivery and core systems teams.
• Decide roadmap and scope changes within the domain, and escalate items that add a new module or user group, change a business process, or affect other channels.
• Tailor solutions to differences in sales roles, employment models (direct vs. partner) and regions.

2. Requirement Definition & Detailing

• Detail requirement documents, user stories, process flows, business rules and acceptance criteria.
• Validate flows with UI/UX through wireframes and interactive prototypes before development starts.
• Align and develop business requirements for core and broader system dependencies.

3. Delivery Monitoring & UAT Governance

• Align with IT delivery on scope, timeline and quality, and escalate risks early with options.
• Provide acceptance criteria and business scenarios for UAT, and monitor progress and results against requirements and timeline.
• Decide on deviations raised during development and UAT (defects, scope gaps, workarounds, slippage) by weighing business impact against timeline, and keep requirements valid as conditions change.
• Escalate deviations that change scope, business process or go-live date, and recommend go/no-go for final sign-off.

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4. Regional Alignment & Channel Enablement

• Lead workshops, field visits and requirement validation with regional teams, so requirements reflect regional realities before sign-off.
• Align with Sales Enablement on what is changing, why and when, so training and field communication are ready before go-live.
• Provide functional guidance to regional counterparts for consistent execution across regions.

5. Insight & Automation Recommendations

• Analyze field and system data (visit execution, coverage, productivity, adoption, compliance) to find where sales effectiveness is lost and which manual field processes can be automated.
• Assess automation opportunities by sales impact, effort saved and feasibility, build them into the roadmap, and escalate larger or cross-channel opportunities.

Qualifications & Experience

1. Experience: 5–7 years in sales operations, business analysis, product ownership, or sales strategy, preferably in telecom, FMCG, or digital services, including at least 2 years owning a sales, field, or distribution application or leading cross-functional delivery.
2. Technical Knowledge: Strong understanding of field sales and route-to-market dynamics, proven ability to write requirement documents and acceptance criteria, and the data literacy to turn field and system data into recommendations, including where automation can improve sales effectiveness.
3. Execution & Operational Discipline: Proven track record managing a product backlog, driving UAT to closure with IT and QA teams, making trade-off decisions under timeline pressure, and supporting application rollouts to field teams across regions.
4. Stakeholder Management: Ability to drive alignment between HQ, regional teams, Sales Enablement, IT delivery, PQA, and UI/UX without direct authority.