Channel and Category Sales Planning Lead (Telco Industry)

Michael Page; Kuala Selangor; On-site; MYR 150,000 - 250,000; Full time

Job summary

A leading telecommunications company in Malaysia is seeking a Channel and Category Sales Planning Lead. This role involves leading the development of channel roadmaps, managing operating models, and enhancing partner acquisition processes. The ideal candidate has a Bachelor's degree, 10+ years of experience in channel sales or retail planning, strong leadership skills, and a deep understanding of commercial operations. This position offers the opportunity to drive significant revenue impact and scalability in a dynamic environment.

Benefits

Dynamic work environment

Opportunity for nationwide impact

Leadership opportunities

Qualifications

• Minimum 10 years of experience in channel sales, retail planning, or commercial operations.
• Experience managing distributed sales networks or multi-tier dealer ecosystems.
• Deep commercial acumen with P&Ls and commission models.

Responsibilities

• Lead the development of channel roadmaps aligned with business priorities.
• Oversee segmentation, resource planning, and incentive architecture for partners.
• Build and manage operating models linking dealer economics to metrics.

Skills

Channel sales

Retail planning

Commercial operations

Analytical skills

Leadership

Stakeholder management

Education

Bachelor's Degree in business, marketing or related field

MBA

Job description

Channel and Category Sales Planning Lead (Telco Industry)

• Lead the development of channel roadmaps aligned with business priorities across multiple product segments
• Oversee segmentation, resource planning, and incentive architecture for external retail partners
• Build and manage operating models that link dealer economics to growth, quality, and retention metrics
• Identify new growth pockets across urban and regional markets; drive the expansion of independent retail touchpoints and new format stores
• Lead initiatives to enhance cost efficiency and streamline partner acquisition processes
• Introduce new partner formats and test alternative models to accelerate reach and service availability
• Establish performance dashboards and lead quarterly business reviews on retail channel performance
• Partner with data teams to use conversion funnels, activation trends, and quality metrics to course-correct strategies
• Continuously evaluate program ROI and drive improvements in net customer growth and cost-to-serve
• Collaborate closely with territory sales leaders to ensure alignment and operational execution across the country
• Interface with commercial, product, and finance stakeholders to deliver integrated go-to-market strategies
• Champion a consistent field rhythm across regions through coaching, review cadences, and tools adoption
• Spearhead programs focused on digitization of dealer tools, partner onboarding, and incentive workflows
• Establish scalable governance structures to uphold channel integrity, compliance, and performance discipline
• Launch capability-building frameworks for frontline and partner success

• Lead the development of channel roadmaps aligned with business priorities across multiple product segments
• Oversee segmentation, resource planning, and incentive architecture for external retail partners
• Build and manage operating models that link dealer economics to growth, quality, and retention metrics
• Identify new growth pockets across urban and regional markets; drive the expansion of independent retail touchpoints and new format stores
• Lead initiatives to enhance cost efficiency and streamline partner acquisition processes
• Introduce new partner formats and test alternative models to accelerate reach and service availability
• Establish performance dashboards and lead quarterly business reviews on retail channel performance
• Partner with data teams to use conversion funnels, activation trends, and quality metrics to course-correct strategies
• Continuously evaluate program ROI and drive improvements in net customer growth and cost-to-serve
• Collaborate closely with territory sales leaders to ensure alignment and operational execution across the country
• Interface with commercial, product, and finance stakeholders to deliver integrated go-to-market strategies
• Champion a consistent field rhythm across regions through coaching, review cadences, and tools adoption
• Spearhead programs focused on digitization of dealer tools, partner onboarding, and incentive workflows
• Establish governance structures to uphold channel integrity, compliance, and performance discipline
• Launch capability-building frameworks for frontline and partner success

Drive nationwide channel strategy in a leading telco companyOwn key revenue levers and scale influence

• Bachelor's Degree in business, marketing, or related field. MBA is a plus.
• At least 10 years of working experience in channel sales, retail planning, or commercial operations. (Experience in the telecommunications industry is preferred; FMCG GT sales candidates are encouraged to apply.)
• Demonstrated experience managing distributed sales networks or multi-tier dealer ecosystems.
• Deep commercial acumen, comfortable working with channel P&Ls, commission models, and dealer ROI frameworks.
• Strong analytical and strategic skills with the ability to convert market signals into actionable insights.
• Excellent leadership, communication, and stakeholder management capabilities.

One of the top leaders in Malaysia's telecommunications industry, known for its wide-reaching network, innovative digital services, and strong customer base across mobile, broadband, and enterprise segments. With a nationwide presence and a focus on driving digital transformation, the company is at the forefront of delivering connectivity and next-generation solutions to millions of Malaysians. It offers a dynamic, fast-paced environment with a strong emphasis on performance, growth, and nationwide impact.

Opportunity to lead national-scale initiatives that directly impact revenue, customer acquisition, and network expansion with one of market leaders in telco industry.