Head of Sales (IT Solution - Manufacturing/ Automotive)

Head of Sales (IT Solution - Manufacturing/ Automotive)

Head of Sales / Chief Commercial Officer

We are seeking a dynamic and results-driven Head of Sales or Chief Commercial Officer to lead and execute our sales strategy. This role is responsible for creating and enhancing market presence through driving revenue growth, establishing brand image, and developing a high-performance sales team.

The ideal candidate will have a strong background in B2B industrial software sales, preferably within manufacturing digital solutions, industrial automation, IoT, or CRM ideally in Automotive, F&B, and relevant industries.

Key Responsibilities

1. Market Research, Strategizing and Execution
   • Develop and execute a comprehensive sales strategy aligned with company growth objectives.
   • Collaborate with solution and product teams to refine the go-to-market approach.
   • Analyze market trends, competitor activities, and customer needs to identify opportunities for expansion.
   • Establish pricing strategies and value-based selling approaches to enhance competitiveness.
2. Key Account Penetration and Maintenance
   • Identify, target, and secure new business opportunities within the chosen industrial sectors set out in company strategy.
   • Drive the entire sales cycle, from prospecting, needs analysis, solution selling, negotiation, to deal closure.
   • For each key client, develop and execute a tailored account plan for success.
   • Develop C-level relationships with key decision-makers and influence enterprise-level deals.
   • Work closely with Presales and support teams to ensure smooth onboarding and retention.
   • Drive upselling and cross-selling opportunities with existing clients to maximize account value.
3. Revenue Generation, Channel and Branding
   • Monitor sales performance metrics, forecast revenue, and provide strategic insights to senior leadership.
   • Identify and develop channel partnerships, reseller programs, or equivalent, and alliances to accelerate market penetration.
   • Ensure pipeline health and deal velocity through robust CRM utilization and data-driven decision-making.
   • Represent the company at industry events, conferences, and trade shows to drive brand awareness and lead generation.
4. Capability Development
   • Build, mentor, and scale a high-performing sales team with a data-driven, results-oriented mindset.
   • Propose and implement best practices in sales training, performance management, and incentive structures.
   • Develop and refine sales playbooks, objection-handling strategies, and industry-specific messaging.
   • Foster a culture of collaboration, accountability, and continuous learning.
   • Work closely with HR to recruit top sales talent and ensure career development pathways for team members.

Requirements

• Proven experience as a Head of Sales, Sales Director, or similar leadership role in an industrial digitalization business environment.
• Experience in MOM, ERP, CRM, and related industrial software sales. Exposure to AI and Digitalization consulting is welcome.
• Strong knowledge of manufacturing software solutions, industrial automation, IoT, and CRM. Good understanding of ISA-95 concepts.
• Able to clearly explain the advantage of MOM implementation, difference between ERP and MOM, and necessity of operational digitalization for businesses.
• Demonstrable experience in penetrating new markets to success.
• Track record in leading and scaling sales teams to strong growth record.
• Good understanding of the typical industrial digital products and solutions available in the market.
• In-depth understanding of ASEAN manufacturing industries, especially in the Automotive value chain, F&B, and/or Heavy Industries.
• Effective negotiation, communication, and stakeholder management skills.
• Strong and result-driven character and leadership skills.
• Willingness to travel as needed.

Qualifications & Personality

• Experience in MOM, ERP, CRM, and related industrial software sales. Exposure to AI and Digitalization consulting is welcome.
• Familiarity with digital transformation initiatives in Business Operations.
• MBA or relevant business/technical degree.