KEY RESPONSIBILITIES
1. Sales Leadership & Team Performance
- Own all Malaysia sales KPIs: leads, meetings, conversions, kWp, RM revenue, collections
- Lead, coach, and develop a team of 7–12 (ISR Outreach, ISR Sales, ISR Support, Field Sales)
- Conduct daily huddles using the Morning Command Check structure (pipeline, activity, follow-ups, priorities)
- Run weekly KPI reviews using the S.E.E.D.I.O framework (Speed, Execution, Experience, Demand, Intelligence, Offer)
- Enforce the 100kW monthly benchmark per rep — Good: 150–200kWp, Average: 100–150kWp, Below: <100kWp
- Manage the Sales Reset Program (SRP) for bottom 3 performers monthly
2. Pipeline & Forecasting
- Maintain ≥3x pipeline coverage against monthly target at all times
- Classify and update all deals: Hot (7–14 days), Warm (weekly touch), Cold (nurture or remove)
- Flag pipeline red flags weekly: below 3x coverage, over-reliance on large deals, stalled movement
- Run 100kW reverse-engineering system: 400 leads → 80 meetings → 8 closes → 100kWp
- Prepare weekly reports for Deputy CEO / Group CEO with actuals, outlook, and blockers
3. CRM & Process Discipline
- Own HubSpot CRM — ensure team adheres to daily updates across all deal stages
- Monitor and enforce 2-hour lead response SLA (9am–6pm, 7 days a week) — non-negotiable
- Own Respond IO - communication tool to monitor sales communication tools with customers
- Track and report on all 4 KPI layers: Demand (L1), Execution (L2), Output (L3), Operations (L4)
- Maintain and update SOPs, training materials, proposal templates, and objection handling scripts
- Ensure ISR Support pipeline: payment collection ≥85%, document collection on schedule, installation flags within 7 days
4. Sales Training & Coaching
- Train new hires using ramp-up targets: 20kWp (Month 1) → 40kWp (Month 2) → 60–80kWp (Month 3) → 100kWp+ (Month 4+)
- Conduct regular role plays and meeting observations to improve Meeting → Close rate to ≥10%
- Train team on the 5-step meeting framework: Ask & Listen → TNB Bill Analysis → 1=1 Moment → Proposal → Close/Block
- Upskill team on all objection handling modules (price, delay, family, warranty, ATAP, ROI, competitor)
- Coach team on SOLS product ecosystem: Solar ATAP, BESS, ChargeSingh EV chargers, SOLS Life inverters
5. Offer & Value Communication
- Ensure every proposal is based on last 3 months of actual TNB bills — no guesswork
- Enforce 3 payment option presentation: Pay in Full, Monthly IPP, Rent to Own
- Lead with investment return framing, not upfront cost — 20-year ROI, payback 5–7 years
- Drive ChargeSingh cross-sell on every EV owner; enforce free charger bundle trigger at 10kW+ solar installs
- Flag Commercial (Tarif B) deals at RRP + RM 3,000 and escalate for pricing approval
6. Strategy & Market Intelligence
- Track competitor activity weekly: Verdant Solar, Pekat Solar, and emerging players
- Collect and report on lost deal analysis — identify patterns and fix root causes
- Develop and execute outreach strategies across residential segments (GreenHomes, GreenProfessionals, GreenHeroes, GreenCSR, GreenBusiness)
- Align with Marketing (Liyana Azizi) on lead quality, targeting, and campaign performance
- Work with Technical and Ops teams to ensure customer timeline commitments are met
7. Culture & Values Enforcement
- Model and enforce SOLS Sales Values: Discipline, Customer Truth, Speed Wins, Kindness, Extreme Ownership, Continuous Improvement
- Apply Don't Be An Ostrich principle — face KPI data daily, act early, no reactive management
- Maintain commission deduction policies and HR compliance for discipline issues
- Uphold honest customer communication — no fake urgency, no overpromising, no third-party cable exceptions
QUALIFICATIONS & EXPERIENCE
Essential
- Bachelor's Degree in Sales, Business, Marketing, Management or equivalent
- Minimum 5–8 years total sales experience, with at least 3 years in sales leadership or management
- Proven track record of hitting or exceeding monthly revenue/volume targets
- Experience managing a team of 5+ with direct coaching, performance management, and SRP-style interventions
- Strong CRM discipline — HubSpot or equivalent; must be comfortable owning dashboards
- Proficiency in English and Bahasa Malaysia (oral and written) — Mandarin is a plus
- Proven ability to build repeatable sales systems — not just hit numbers personally
Preferred
- Solar, renewable energy, or related technical/infrastructure sales background
- Experience with IPP/financing products and consultative selling to residential customers
- Familiarity with SEDA regulations, Solar ATAP, TNB tariff structures, or willingness to learn fast
- Experience working in a values-led, mission-driven organisation
- Exposure to multi-brand or multi-product environments
