Head of Retail Sales & Business Development

Private Advertiser; Selangor; On-site; MYR 300,000 - 540,000; Full time

Job summary

Private Advertiser in Malaysia seeks a highly commercial Head of Retail Sales & Business Development to lead growth across all retail channels and expand market presence through strategic partnerships.

You will set the retail strategy, manage budgets and forecasts, lead a multi-store team, and collaborate with Marketing, Merchandising, and Operations to deliver outstanding customer experiences.

Qualifications

• Bachelor's Degree in Business, Marketing, Retail Management, or a related discipline.
• Minimum 8–10 years' progressive experience in retail sales, commercial management, or business development.
• Senior leadership experience managing multi-store retail operations.

Responsibilities

• Lead Retail Strategy, Business Planning & Growth across all channels.
• Drive market expansion, store openings, and new formats.
• Develop strategic partnerships and wholesale opportunities.
• Oversee retail operations, standards, and cost control across stores.
• Drive customer experience initiatives and brand excellence.
• Lead talent development and succession planning for retail teams.

Skills

Leadership

Retail Sales

Business Development

Strategic Planning

Negotiations

People Leadership

Budgeting

Forecasting

Financial Analysis

Analytics

Education

Bachelor's Degree in Business/Marketing/Retail Management

Job description

Head of Retail Sales & Business Development

We are seeking a highly commercial, results-driven Head of Retail Sales & Business Development to lead the growth, profitability, and expansion of our retail business. This role is responsible for driving retail sales growth, maximizing profitability, expanding market presence, developing new business opportunities, and establishing strategic partnerships that accelerate sustainable business growth and strengthen the Company's competitive advantage.

The successful candidate will provide strategic leadership across retail sales, business development, customer experience, and operational excellence, ensuring all retail channels consistently achieve sales targets while delivering exceptional customer experiences. This is a senior leadership role for an entrepreneurial and commercially minded individual with a proven track record in retail sales management, business expansion, commercial leadership, and team development.

Key Responsibilities:

1. Retail Strategy, Business Planning & Growth

Develop and execute the annual Retail Sales & Business Development Strategy aligned with the Company's overall business objectives.

Prepare annual retail business plans, budgets, sales forecasts, and growth initiatives.

Drive sustainable revenue growth, profitability, and market share across all retail channels.

Identify opportunities to improve commercial performance, customer acquisition, and store productivity.

Regularly review business performance and implement corrective actions to achieve sales and financial targets.

Provide strategic insights and recommendations to senior management on growth opportunities, market trends, and competitive developments.

Develop short and long-term business growth plans to support expansion and profitability objectives.

Lead all retail sales activities to achieve monthly, quarterly, and annual sales objectives.

Own and deliver retail sales targets, revenue budgets, and profit objectives across the retail network.

Develop and implement sales-driving initiatives to increase footfall, conversion rates, Average Transaction Value (ATV), Units Per Transaction (UPT), and customer retention.

Monitor and analyze sales performance, store productivity, and key retail KPIs to identify opportunities for improvement.

Drive sales accountability through structured performance reviews, coaching sessions, and action plans at store and regional levels.

Establish sales incentive programs and performance frameworks to drive a high-performance culture.

Conduct regular business and sales reviews to ensure achievement of commercial targets.

Collaborate closely with Marketing and Merchandising teams to maximize promotional effectiveness and campaign ROI.

Champion omnichannel sales initiatives to drive customer acquisition and improve overall sales conversion.

Ensure consistent execution of sales strategies across all stores and channels.

3. Business Development & Market Expansion

Identify, evaluate, and pursue new business opportunities, partnerships, and revenue streams.

Lead market expansion initiatives, including geographic expansion, new store openings, and alternative retail formats.

Conduct feasibility studies, financial analysis, and business case development for expansion projects.

Explore strategic opportunities within corporate sales, wholesale partnerships, marketplaces, pop-up concepts, and emerging retail channels.

Develop and execute channel expansion strategies, including e-commerce partnerships, corporate sales, B2B opportunities, and alternative revenue models.

Identify and evaluate franchise, licensing, joint venture, and strategic growth opportunities where applicable.

Build and maintain strong relationships with landlords, developers, business partners, and key stakeholders.

Develop initiatives that enhance customer acquisition, market penetration, and long-term business growth.

4. Strategic Partnerships & Commercial Development

Develop and manage strategic commercial partnerships to drive revenue growth and brand visibility.

Lead negotiations on leases, commercial agreements, contracts, and partnership arrangements.

Identify collaboration opportunities with complementary brands, retailers, and business partners.

Build strong relationships with shopping mall operators, landlords, distributors, industry stakeholders, and commercial partners to unlock new growth opportunities.

Evaluate new business models, channels, and strategic alliances that support long-term growth objectives.

Manage key external relationships to maximize commercial opportunities and business value.

5. Retail Operations & Excellence

Ensure operational excellence across all retail locations through effective policies, standards, and procedures.

Review and improve retail operating processes to enhance efficiency, productivity, and profitability.

Maintain and continuously update retail operating standards and ensure consistent implementation across all stores.

Work cross-functionally with Operations, Marketing, Finance, HR, IT, and Supply Chain teams to ensure successful execution of business initiatives.

Identify operational challenges that impact store productivity and implement sustainable solutions.

Ensure compliance with Company policies, procedures, and retail operating standards.

Drive continuous improvement initiatives that enhance operational effectiveness and customer experience.

6. Store Expansion, Openings & Refurbishment

Lead retail expansion projects from site evaluation through store opening and post-launch performance review.

Oversee new store openings, relocations, refurbishments, and retail concept upgrades.

Partner with Store Development, Property, and Project teams to ensure projects are delivered on schedule and within budget.

Ensure operational readiness and successful execution of all store development initiatives.

Monitor post-opening performance and implement plans to achieve targeted returns on investment.

7. Customer Experience & Brand Excellence

Champion a customer-centric culture that delivers exceptional service standards throughout the retail network.

Develop and implement initiatives that improve customer satisfaction, loyalty, and retention.

Analyze customer feedback, shopping behaviour, and market trends to enhance the retail experience.

Partner with Marketing and Customer Experience teams to strengthen brand engagement and loyalty programs.

Ensure stores consistently reflect the brand's values, image, and customer service standards.

Leverage customer insights and retail analytics to support commercial and strategic decision-making.

Lead, coach, and develop a high-performing retail sales and business development team.

Establish performance expectations, KPIs, and development plans for all direct reports.

Work closely with HR and Learning & Development teams to strengthen talent pipelines and succession planning.

Foster a culture of accountability, ownership, collaboration, and commercial excellence.

Implement employee engagement and motivation initiatives that enhance productivity and retention.

Build leadership capabilities among store managers and field leadership teams.

Drive talent development initiatives that strengthen organizational capability and future leadership readiness.

9. Inventory, Cost & Profitability Management

Partner with Supply Chain and Merchandising teams to maintain optimal inventory levels and stock availability.

Ensure inventory planning supports sales growth while minimizing markdowns and stock ageing.

Monitor product performance and recommend stock optimisation strategies.

Manage retail operating costs, including manpower, occupancy, utilities, and store expenses.

Identify opportunities to improve operational efficiency and profitability without compromising customer experience.

Ensure responsible management of retail budgets and financial resources.

Drive profitability improvement initiatives through effective cost control and resource optimisation.

Monitor competitor activities, pricing strategies, promotions, customer initiatives, and market developments.

Analyze customer and market data to identify trends, risks, and new growth opportunities.

Provide actionable insights and recommendations to strengthen market competitiveness.

Evaluate emerging retail trends, consumer behaviour shifts, retail technologies, and industry best practices.

Continuously identify opportunities to improve business performance, customer engagement, and market position.

Requirements:

Bachelor's Degree in Business, Marketing, Retail Management, or a related discipline.

Minimum 8-10 years' progressive experience in retail sales, commercial management, or business development, with at least 3-5 years in a senior leadership role managing multi-store retail operations.

Experience within beauty, cosmetics, personal care, lifestyle, FMCG, premium retail, or related consumer sectors is preferred.

Proven track record of delivering significant retail sales growth, profitability improvement, and market expansion.

Demonstrated success in business development, strategic partnerships, negotiations, and retail expansion initiatives.

Proven experience leading business transformation, sales turnaround, or growth acceleration projects.

Experience managing sizeable retail teams and multi-location retail operations.

Strong P&L management, budgeting, forecasting, commercial planning, and financial analysis experience.

Strong understanding of consumer behaviour, retail analytics, and customer lifecycle management.

Strong commercial acumen and entrepreneurial mindset

Strategic thinking with strong execution capability

Exceptional sales leadership and business development expertise

Strong analytical and financial management capability

Excellent negotiation and stakeholder management skills

Strong business networking and partnership-building abilities

Effective people leadership, coaching, and talent development skills

Strong communication and presentation skills

Results-oriented with a passion for growth and operational excellence

Ability to thrive in a fast-paced and dynamic retail environment

High level of initiative, ownership, and accountability

Willingness to travel as required for store operations, expansion projects, and business development activities