Head of Sales - B2B (Automotive, EV)

POSITION TITLE: Head of Sales - B2B

Position Overview

The Head of Sales - B2B is responsible for leading and driving the overall corporate, fleet, and dealer B2B sales strategy from the principal office in Malaysia. This role has full accountability for achieving national sales targets through the dealer network, ensuring dealers meet assigned wholesale and retail targets, and strengthening dealer capability in corporate and fleet sales.

The role ensures strong alignment between principal and dealer network, drives dealer performance, expands corporate channels, and ensures sustainable sales growth, market share expansion, and profitability.

Key Responsibilities

1. Dealer Sales Target Setting & Achievement (Core Responsibility)

Establish and allocate annual and monthly sales targets to dealers aligned with national objectives.

Ensure dealers achieve wholesale, retail, fleet, and corporate sales targets.

Monitor dealer performance against assigned KPIs, including volume, pipeline, conversion, and order bank.

Conduct regular dealer business reviews to evaluate performance and implement corrective action plans.

Hold dealers accountable for target achievement, sales discipline, and reporting accuracy.

Develop dealer-specific action plans to recover underperforming dealers.

Ensure balanced sales performance across regions and dealer network.

2. Dealer Network Performance Management

Drive dealer engagement and ensure full alignment with principal sales strategy.

Support dealers in developing and executing B2B and fleet sales initiatives.

Monitor dealer sales funnel, lead management, and corporate account handling.

Implement dealer incentive programmes to drive performance.

Identify opportunities to strengthen dealer capability and productivity.

Work closely with Dealer Development team on dealer expansion and performance improvement.

3. B2B and Corporate Sales Growth via Dealer Network

Drive corporate, fleet, leasing, and government sales through dealer network.

Ensure proper allocation and management of corporate leads to dealers.

Support dealers in securing major fleet accounts and tender opportunities.

Establish structured B2B framework across dealer network.

Monitor and ensure dealers actively pursue corporate sales opportunities.

4. Sales Strategy, Volume & Profitability Management

Develop national sales plans aligned with business targets and market conditions.

Manage volume planning, stock allocation, and dealer inventory health.

Ensure pricing discipline and protect principal and dealer profitability.

Monitor dealer stock ageing and implement action plans.

5. Sales Operations & Leadership

Lead and manage the B2B and sales operations team at principal level.

Establish structured reporting and performance tracking systems.

Ensure discipline in sales forecasting and pipeline management.

Ensure dealers comply with principal sales standards and SOP.

6. Product & Market Development

Provide market feedback to Product Planning based on dealer and customer input.

Support dealers with product positioning to improve competitiveness.

Identify growth opportunities within corporate and fleet segments.

7. Reporting & Governance

Monitor national and dealer-level sales performance.

Provide regular performance reports to senior management

Ensure transparency and accountability across dealer network.

Qualifications & Requirements

Bachelor's Degree in Business, Marketing, Automotive Engineering, or related field.

Minimum 10-15 years of automotive sales experience, including dealer network management at principal level.

Strong experience managing dealer sales targets and performance.

Proven track record of driving dealer network sales growth.

Strong understanding of Malaysian automotive dealer operations and market dynamics.

Excellent leadership, negotiation, and stakeholder management skills.

Core Competencies

Dealer target setting and performance management

Strong dealer network leadership

B2B and fleet sales expertise

Strategic sales planning and execution

Commercial and financial acumen

Strong accountability and results-driven mindset

Stakeholder and dealer relationship management