Sales Director

SOLS Energy Sdn Bhd.; Kuala Lumpur; On-site; MYR 350,000 - 700,000; Full time

Benefits offered by this job

Remuneration package

Agile environment

Impact on communities

Job summary

The Sales Director at SOLS Energy Sdn Bhd leads a 7–12 person team across ISR and Field Sales in Malaysia, driving the full sales pipeline and ensuring performance across leads, meetings, conversions, and revenue. This player‑coach role demands accountability for every metric from lead response time to kWp delivered and customer satisfaction.

You will set strategy, coach for results, enforce CRM discipline in HubSpot, and align with marketing to optimize lead quality and campaigns, while

Qualifications

• Bachelor’s degree in a relevant field and minimum 5–8 years total sales experience.
• Proven track record of hitting or exceeding revenue targets and managing a team.
• Strong CRM discipline and comfort owning dashboards in HubSpot or equivalent.
• Proficiency in English and Bahasa Malaysia (spoken and written).

Responsibilities

• Lead and coach a 7–12 person sales team across ISR and Field Sales.
• Own Malaysia sales KPIs: leads, meetings, conversions, revenue and collections.
• Run daily huddles and weekly KPI reviews to drive performance.
• Maintain ≥3x pipeline coverage and manage SRP for under-performers.
• Enforce 2-hour lead response SLA (9am–6pm, 7 days a week).
• Develop SOPs, training materials and templates for the team.
• Drive value-based proposals and cross-sell initiatives.

Skills

CRM discipline

Team leadership

Forecasting

Bilingual English/BM

Education

Bachelor’s Degree in Sales, Business, Marketing, Management or equivalent

Tools

HubSpot

Job description

The Sales Director owns the full sales pipeline across SOLS Energy's Inside Sales (ISR) and Field Sales channels, leading a team of 7 to 12 across outreach, sales, support, and field functions. This is a player‑coach role accountable for every metric from lead response time to kWp delivered, collection rate, and customer satisfaction.

1. Sales Leadership & Team Performance

• Own all Malaysia sales KPIs: leads, meetings, conversions, kWp, RM revenue, collections.
• Lead, coach, and develop a team of 7–12 (ISR Outreach, ISR Sales, ISR Support, Field Sales).
• Conduct daily huddles using the Morning Command Check structure (pipeline, activity, follow‑ups, priorities).
• Run weekly KPI reviews using the S.E.E.D.I.O framework (Speed, Execution, Experience, Demand, Intelligence, Offer).
• Enforce the 100kW monthly benchmark per rep — Good: 150–200kWp, Average: 100–150kWp, Below: <100kWp.
• Manage the Sales Reset Program (SRP) for bottom 3 performers monthly.

2. Pipeline & Forecasting

• Maintain ≥3x pipeline coverage against monthly target at all times.
• Classify and update all deals: Hot (7–14 days), Warm (weekly touch), Cold (nurture or remove).
• Flag pipeline red flags weekly: below 3x coverage, over‑reliance on large deals, stalled movement.
• Run 100kW reverse‑engineering system: 400 leads → 80 meetings → 8 closes → 100kWp.
• Prepare weekly reports for Deputy CEO / Group CEO with actuals, outlook, and blockers.

3. CRM & Process Discipline

• Own HubSpot CRM — ensure team adheres to daily updates across all deal stages.
• Monitor and enforce 2‑hour lead response SLA (9am–6pm, 7 days a week) — non‑negotiable.
• Own Respond IO — communication tool to monitor sales communication tools with customers.
• Track and report on all 4 KPI layers: Demand (L1), Execution (L2), Output (L3), Operations (L4).
• Maintain and update SOPs, training materials, proposal templates, and objection handling scripts.
• Ensure ISR Support pipeline: payment collection ≥85%, document collection on schedule, installation flags within 7 days.

4. Sales Training & Coaching

• Train new hires using ramp‑up targets: 20kWp (Month 1) → 40kWp (Month 2) → 60–80kWp (Month 3) → 100kWp+ (Month 4+).
• Conduct regular role plays and meeting observations to improve Meeting → Close rate to ≥10%.
• Train team on the 5‑step meeting framework: Ask & Listen → TNB Bill Analysis → 1=1 Moment → Proposal → Close/Block.
• Upskill team on all objection handling modules (price, delay, family, warranty, ATAP, ROI, competitor).
• Coach team on SOLS product ecosystem: Solar ATAP, BESS, ChargeSingh EV chargers, SOLS Life inverters.

5. Offer & Value Communication

• Ensure every proposal is based on last 3 months of actual TNB bills — no guesswork.
• Enforce 3 payment option presentation: Pay in Full, Monthly IPP, Rent to Own.
• Lead with investment return framing, not upfront cost — 20-year ROI, payback 5–7 years.
• Drive ChargeSingh cross‑sell on every EV owner; enforce free charger bundle trigger at 10kW+ solar installs.
• Flag Commercial (Tarif B) deals at RRP + RM 3,000 and escalate for pricing approval.

6. Strategy & Market Intelligence

• Track competitor activity weekly: Verdant Solar, Pekat Solar, and emerging players.
• Collect and report on lost deal analysis — identify patterns and fix root causes.
• Develop and execute outreach strategies across residential segments (GreenHomes, GreenProfessionals, GreenHeroes, GreenCSR, GreenBusiness).
• Align with Marketing (Liyana Azizi) on lead quality, targeting, and campaign performance.
• Work with Technical and Ops teams to ensure customer timeline commitments are met.

7. Culture & Values Enforcement

• Model and enforce SOLS Sales Values: Discipline, Customer Truth, Speed Wins, Kindness, Extreme Ownership, Continuous Improvement.
• Apply ‘Don’t Be An Ostrich’ principle — face KPI data daily, act early, no reactive management.
• Maintain commission deduction policies and HR compliance for discipline issues.
• Uphold honest customer communication — no fake urgency, no overpromising, no third‑party cable exceptions.

Essential

• Bachelor’s Degree in Sales, Business, Marketing, Management or equivalent.
• Minimum 5–8 years total sales experience, with at least 3 years in sales leadership or management.
• Proven track record of hitting or exceeding monthly revenue/volume targets.
• Experience managing a team of 5+ with direct coaching, performance management, and SRP‑style interventions.
• Strong CRM discipline — HubSpot or equivalent; must be comfortable owning dashboards.
• Proficiency in English and Bahasa Malaysia (oral and written) — Mandarin is a plus.
• Proven ability to build repeatable sales systems — not just hit numbers personally.

Preferred

• Solar, renewable energy, or related technical/infrastructure sales background.
• Experience with IPP/financing products and consultative selling to residential customers.
• Familiarity with SEDA regulations, Solar ATAP, TNB tariff structures, or willingness to learn fast.
• Experience working in a values‑led, mission‑driven organisation.
• Exposure to multi‑brand or multi‑product environments.

Benefits

• A fair remuneration package.
• Work in an agile‑driven environment alongside a diverse team who will support your job growth.
• Contribute directly to improving the lives of B40 communities, as a part of a #madetoimpact organisation.