Head of Sales

upscale; Subang Jaya; On-site; MYR 180,000 - 300,000; Full time

Job summary

upscale is seeking a strategic Head of Sales to drive profitable growth across all channels in Malaysia. The role requires strong leadership, capability in acquiring new business, and the ability to manage budgets and KPIs while delivering outstanding customer service.

You will lead a team, work with Operations and Customer Service, and implement country strategies to meet revenue targets. A proven track record in logistics or Express sectors and experience in CRM tools are essential.

Qualifications

• Minimum 5 years sales' / account management experience.
• 3 years of Express or Logistics industry background is preferred.
• Minimum 3 years of people management experience.
• Proven track record of achieving sales targets (personal &/or team).
• Organisational awareness (structure and products & services).
• Strong leadership and managerial skills.
• Deep understanding of logistics and supply chain management principles.
• Proficiency in CRM software and Microsoft Office suite.
• Results-oriented with a focus on achieving sales targets and delivering exceptional customer service.

Responsibilities

• Deliver budgeted revenue targets and ensuring the Sales team is resourced and managed to do the same.
• Grow revenue through new business acquisition
• Deliver against budgeted operating expenditure and to achieve target EBITA by controlling the selling rates through accurate commercial ratings
• Set up KPIs for monitoring/tracking the operating expenditure component of the business, as well as Sales profitability by account basis
• Identify potential market segments and develop a structure that is suited to win business in the target market segments
• Ensure accounts are focused on within predetermined portfolio/territory/geographical areas and sales channels that will contribute to the achievement of the revenue and profit budget
• Develop and manage the system and/or process used to gather customer information and intelligence
• Implement the country strategic objectives to achieve the portfolio's/company's revenue budget/target
• Provide input to the overall business plan in the Sales & Marketing area
• Produce/ensure business plans are in place to support small, medium and large accounts development
• Monitor and manage the performance against revenue budgets and targets for each sales channel
• Communicate and gain support from Country and Local management for the achievement of sales objectives
• Monitor the development of customer relationships across all sales channels
• Deploy and monitor sales channel processes, policies and procedures in order to ensure the consistency, efficiency and quality of internal and external customer expectations
• Work with cross-functional colleagues to ensure all customers and related functional processes are consistently applied to improve the customer experience
• Lead, motivate and empower staff through effective and open communication, excellent leadership, regular performance feedback and teambuilding, in order to maximise customer satisfaction, business results and employee satisfaction
• Attract and retain the very best sales employees across all sales channels by ensuring all sales leaders deliver against the Employee Value Proposition
• Manage, coach and review employees to ensure KPI's and personal objectives are achieved.
• Through training & coaching, ensure that direct employees are equipped with the right skills, knowledge, competencies, and empowerment to delight customers and achieve business results
• Comply with all company related policies, procedures and legal requirements

Skills

Sales & account management

People management

Leadership

Customer service focus

Cross-functional collaboration

Tools

CRM software

Microsoft Office

Job description

The Head of Sales is responsible for the profitable growth of the customer base across all sales channels. He/ She is also responsible for the delivery of effective and efficient services to all customers by working closely with Operations, Customer Service and other sales support departments.

Key Activities / Accountabilities:

• Deliver budgeted revenue targets and ensuring the Sales team is resourced and managed to do the same.
• Grow revenue through new business acquisition
• Deliver against budgeted operating expenditure and to achieve target EBITA by controlling the selling rates through accurate commercial ratings
• Set up KPIs for monitoring/tracking the operating expenditure component of the business, as well as Sales profitability by account basis
• Identify potential market segments and develop a structure that is suited to win business in the target market segments
• Ensure accounts are focused on within predetermined portfolio/territory/geographical areas and sales channels that will contribute to the achievement of the revenue and profit budget
• Develop and manage the system and/or process used to gather customer information and intelligence
• Implement the country strategic objectives to achieve the portfolio's/company's revenue budget/target
• Provide input to the overall business plan in the Sales & Marketing area
• Produce/ensure business plans are in place to support small, medium and large accounts development
• Monitor and manage the performance against revenue budgets and targets for each sales channel
• Communicate and gain support from Country and Local management for the achievement of sales objectives
• Monitor the development of customer relationships across all sales channels
• Deploy and monitor sales channel processes, policies and procedures in order to ensure the consistency, efficiency and quality of internal and external customer expectations
• Work with cross-functional colleagues to ensure all customers and related functional processes are consistently applied to improve the customer experience
• Lead, motivate and empower staff through effective and open communication, excellent leadership, regular performance feedback and teambuilding, in order to maximise customer satisfaction, business results and employee satisfaction
• Attract and retain the very best sales employees across all sales channels by ensuring all sales leaders deliver against the Employee Value Proposition
• Manage, coach and review employees to ensure KPI's and personal objectives are achieved.
• Through training & coaching, ensure that direct employees are equipped with the right skills, knowledge, competencies, and empowerment to delight customers and achieve business results
• Comply with all company related policies, procedures and legal requirements

Preferred Qualifications, Experience and Skills

• Minimum 5 years sales' / account management experience
• 3 years of Express or Logistics industry background is preferred
• Minimum 3 years of people management experience
• Proven track record of achieving sales targets (personal &/or team)
• Organisational awareness (structure and products & services)
• Strong leadership and managerial skills
• Deep understanding of logistics and supply chain management principles
• Proficiency in CRM software and Microsoft Office suite.
• Results-oriented with a focus on achieving sales targets and delivering exceptional customer service.