Head of Sales

JOB SUMMARY

The Head of Business is a senior sales leader responsible for delivering the group's overall sales revenue and pipeline targets. This role leads and manages a team of sales personnel across the group's accounts, drives annual and quarterly sales strategy planning, and reports directly to top management on sales performance, pipeline health, and market opportunities.

MAIN DUTIES AND RESPONSIBILITIES

• Own and deliver the group's overall sales revenue target, ensuring quarterly and annual sales quotas are met across all accounts and business segments.
• Own and manage the group's sales pipeline target, ensuring healthy pipeline coverage, accurate forecasting, and disciplined progression of deals through every stage.
• Lead, manage, and develop a group of sales personnel (Sales/BD Leaders, Account Managers, and Executives), setting individual targets and monitoring performance against KPIs.
• Recruit, coach, and mentor the sales team, conducting regular performance reviews, coaching cadences, and structured win/loss analysis to build a high performing sales culture.
• Develop and execute the group's annual and quarterly sales strategy, including market segmentation, target account planning, and go-to-market approaches.
• Formulate account and territory plans, ensuring appropriate sales coverage and resource allocation across B2B enterprise and B2G government accounts.
• Monitor pipeline stages, deal quality, and conversion rates, applying bid/no-bid discipline to prioritise high-value and high-probability opportunities.
• Prepare and present regular sales performance reports, pipeline updates, and strategic recommendations to top management (Deputy CEO / Group CEO / Board).
• Collaborate with Presales, Delivery, Finance, and Marketing to ensure smooth handover of won deals and alignment of sales strategy with delivery capacity.
• Build and maintain strong relationships with key clients, partners, and stakeholders to support sustainable, long-term revenue growth.

JOB REQUIREMENTS

Qualifications & Experience

• A Bachelor's degree in Business, Marketing, or a related field; an MBA or postgraduate qualification is an added advantage.
• Minimum 12-18 years of progressive sales experience, including at least 4-5 years in a senior sales leadership role managing a team of sales personnel.
• Proven track record of consistently delivering group-level sales revenue and pipeline targets in a B2B/B2G technology or solutions environment.
• Demonstrated experience managing and developing a group of sales personnel, including target setting, coaching, and performance management.
• Strong experience in sales strategy planning, including market segmentation, account planning, and go-to-market execution.
• Track record of pipeline management discipline, including forecast accuracy, deal stage governance, and bid/no-bid decision-making.
• Experience preparing and reporting sales performance, pipeline status, and strategic recommendations to senior or top management/Board level.
• Familiarity with public sector/government (B2G) procurement processes is an advantage (e.g., ePerolehan, ministry and GLC accounts).
• Prior experience in technology, AI, or IT solutions sales is highly preferred.

Skills & Competencies

• Strong sales leadership and people management skills, with the ability to motivate, coach, and hold a group of sales personnel accountable to targets.
• Strategic thinking with the ability to translate group sales and pipeline targets into actionable territory, account, and go-to-market plans.
• Excellent negotiation and relationship-building skills across enterprise clients and government stakeholders.
• Strong analytical skills for pipeline forecasting, sales reporting, and performance dashboards.
• Excellent communication and presentation skills for reporting sales performance to top management and the Board.