Head of Sales Channel Management - Southern

Job Description

(Role is based at CelcomDigi Southern Campus@Taman Molek)

The Head of Sales Channel Management – Southern region is a senior commercial leadership role responsible for end-to-end performance of the Franchise and Retail sales channels across the Region.

Reporting to the Head of Region, the successful candidate will be a commercially astute sales and distribution leader with strong experience in channel management, retail distribution, distributor and franchise management, sales force leadership, and commercial performance management. The individual must have the ability to manage the financial performance of the channels within the broader regional P&L framework to deliver overall regional business objectives.

Responsibilities

• Own and drive the Franchise and Retail channel strategy and performance, delivering agreed volume, revenue, acquisition, margin, and profitability targets in alignment with the overall regional business strategy.
• Translate business strategy into actionable channel plans and lead the team in achieving monthly, quarterly, and annual acquisition and revenue objectives, with clear accountability for execution and results.
• Develop annual and long-term business plans for the Franchise and Retail channels in alignment with the Head of Region's overall regional strategy and P&L objectives.
• Lead the execution of the company's sales and marketing strategy across the Retail channel, optimizing the distribution network and channel capabilities to maximize market coverage, product penetration, sales growth, and profitability across the full product portfolio.
• Drive the distribution strategy and execution for the Franchise and Retail channels across the Region.
• Develop and optimize the route-to-market model to maximize market reach, outlet productivity, product availability, and commercial returns.
• Drive distribution width and depth, ensuring the right products are available through the right outlets and channels.
• Establish distribution benchmarks and monitor performance across territories, distributors, franchisees, and retail outlets.
• Conduct regular distributor reviews and audits covering sales, inventory, coverage, productivity, compliance, and commercial effectiveness.
• Translate market intelligence into actionable commercial strategies and tactical responses.

Requirements

• Bachelor's degree in Business, Marketing, Sales, Management, or a related discipline.
• 12–15 years of progressive experience in Sales, Channel Management, Distribution, or Commercial Management, preferably within FMCG, Consumer Electronics, Retail, or another high-volume distribution environment.
• Proven experience managing a large-scale Franchise, Retail, Distribution, or Channel business with significant revenue and commercial accountability.
• Demonstrated experience managing channel financial performance, including revenue, margin, costs, profitability contribution, and commercial ROI.
• Strong hands-on experience managing retail distribution, distributors, franchisees, and multi-channel sales networks.
• Proven track record in developing and executing route-to-market and distribution strategies.

Next Steps

Thank you for taking the first step towards joining our team at CelcomDigi! After submitting your application, our Talent Acquisition team will review your CV and reach out to shortlisted candidates to guide you through the next steps, including a pre-screening conversation, interviews and or assessments.

At CelcomDigi, we aspire to be Malaysia's leading telco-tech company — the nation's digital growth engine — powering transformation through 5G, AI, and innovation that impacts over 20 million customers. Here, your role goes beyond work. It's about enabling businesses to thrive, connecting communities, and advancing society, as we build a brand rooted in trust, reliability and customer excellence. Aligned with our employer value proposition, Grow with Purpose. Build with Trust, you'll have the opportunity to innovate responsibly and create digital solutions that truly make a difference. If you're driven, future focused, and ready to be part of something bigger, we want you on our team.

Let's advance and inspire Malaysia together! #WeAreCelcomDigi

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CelcomDigi is an equal opportunity employer, and committed to promote employment practices that are transparent, objective and fair.