HEAD OF SALES PLANNING AND DEVELOPMENT, COMMERCIAL

We are Malaysia’s leading Credit Reporting Agency (CRA) and we are aggressively expanding our business, looking for dynamic, driven, and motivated individuals to join our team. Our Direct-To-Consumer segment (D2C) is one of our fastest-growing product areas in the market, with an abundance of expansion plans and innovative ideas on hand.

As the Head of SPD (Sales Planning & Development), you are responsible for the robust creation and execution of the sales roadmap, processes, and all sales KPIs across the organization. Reporting to the COO, you will enable and optimize the Commercial Sales Team by honing sales processes, fostering training programs, conducting sales analysis, reviewing pricing, and developing reward & recognition programs. Effective collaboration with the Business Units, Finance, Product, Data & Analytics, IT, and Marketing departments is crucial to your role's success.

Key Responsibilities

1. Engage closely with the respective Business Heads and their sales teams to chart out the sales Roadmap (objectives, goals, strategies, action plans & measures).
2. Oversee and lead all sales improvement initiatives, such as:
1. Developing and executing a robust SPS, performance monitoring to ensure high performance sales execution across the BDO, Strategic Sales, and Customer Success Team.
2. Developing sales tools and processes that support effective sales efforts, including the development and centralization of the CRM across all business units.
3. Improving visibility into the sales funnel and increasing conversion rates by streamlining sales processes.
4. Leading regular sales team cadences to facilitate discussions and remove roadblocks in the sales process.
3. Deliver on the commercial targets (e.g., revenue, margins, subscriber base, etc.) set for the various business units in the organization.
4. Analyze and monitor the sales teams’ outcomes in relation to targets, highlighting trends (pipeline growth, win ratio, renewal rates, etc.), pinpointing areas for improvement, and reporting findings to various senior stakeholders in the company.
5. Partner with the Strategy, Partnership & Innovation Head to spearhead new GTM, Sales acquisition, customer programs, marketing ideas & initiatives.

Minimum Requirements

1. Minimum 15 years of sales experience, including at least 10 years in Sales Operations or Planning and Development, and at least 5 years in a sales leadership position. Candidates with existing experience in financial institutions or prior B2B regional sales experience will be an added advantage.
2. Minimum Bachelor's Degree in a related subject area.
3. A track record of sales processes optimization, sales project delivery, sales operations, CRM development, and resource management.
4. A successful track record of delivering on commercial KPIs.
5. Analytical mindset capable of transforming sales data into actionable insights.

Languages

Spoken Language: Malay, English

Written Language: Malay, English