Subang Jaya, Malaysia

Head of Sales Operations Excellence

JOB DESCRIPTIONS

• 1. Revenue generation strategy
  • Develop the Revenue Generation Excellence roadmap across Domestic Sales, International Sales and Mamee Foodservice.
  • Identify growth opportunities by business unit, market, category, channel, customer and product portfolio.
  • Support annual business planning, target setting and resource allocation.
  • Ensure alignment between revenue growth, profitability and organisational capability.

  2. Performance management

  • Establish a common performance-management framework across all revenue-generating divisions.
  • Develop dashboards and scorecards covering sales, margin, distribution, customer performance, market execution and productivity.
  • Identify performance gaps, determine root causes and coordinate corrective actions.
  • Improve forecast accuracy and visibility of business risks and opportunities.

  3. Sales and commercial excellence

  • Define Mamee’s sales excellence framework and standard ways of working.
  • Strengthen selling, negotiation, customer management, distributor management and commercial-leadership capabilities.
  • Standardise effective sales routines such as:

  a) Priority and call planning

  b) Daily sales briefings

  c) Customer visitation

  d) Route riding and coaching

  e) Outlet execution

  f) Order generation

  g) Collection management

  h) End-of-day performance reviews

  • Embed strong sales fundamentals and execution discipline across the Revenue Generation Team.

  4. Route-to-market excellence

  • Review and optimise Mamee’s route-to-market models across Malaysia and international markets.
  • Improve direct sales coverage, distributor coverage, outlet segmentation, sales territories and service frequency.
  • Establish distributor appointment, assessment and performance-management standards.
  • Improve cost-to-serve, outlet productivity and customer service levels.
  • Develop suitable RTM models for emerging channels such as pharmacy, sports centres, e-commerce and foodservice.
  • Share and replicate successful RTM practices across markets.

  5. Trade and market execution

  • Establish clear standards for distribution, product availability, pricing, planogram, homeshelf, visibility, displays, promotions and POSM.
  • Ensure campaigns, promotions and new product launches are implemented on time and in full.
  • Develop market-execution scorecards and field-audit processes.
  • Improve share of shelf, secondary displays and overall in-store presence.
  • Work closely with CSGE, Marketing and Sales to strengthen shopper conversion and brand demand.

  6. Capability and talent development

  • Establish competency frameworks for sales and commercial roles.
  • Identify capability gaps and develop structured training programmes.
  • Build the capabilities of sales leaders, key account teams, field sales personnel and distributor teams.
  • Establish coaching, certification and succession-development programmes.
  • Partner with Human Resources to strengthen talent assessment and career development.
  • Promote a performance culture anchored in Mamee’s 4i values: Integrity, Intensity, Innovation and Involvement.

  7. Digital transformation and analytics

  • Champion the use of sales-force automation, distributor-management systems, business-intelligence dashboards and customer analytics.
  • Improve the quality, consistency and accessibility of commercial data.
  • Develop actionable insights for management and sales teams.
  • Automate recurring reporting and reduce manual administrative work.
  • Encourage data-driven decision-making throughout the Revenue Generation organisation.

  8. Cross-business collaboration

  • Connect Domestic Sales, International Sales, Mamee Foodservice and CSGE through common processes and learning platforms.
  • Facilitate the sharing of successful customer, channel and market practices.
  • Ensure strategies are translated into clear field-level actions.
  • Act as the central driver of Revenue Generation transformation projects.

  9. Team leadership

  • Coach and develop the Revenue Generation Excellence team.
  • Create a culture of continuous improvement, accountability and “Hungry for Growth.”

JOB REQUIREMENTS

• Bachelor’s degree in business and minimum 8 years’ experience in revenue generation roles.
• An advanced degree (MBA, M.S., MD, or Ph.D.) is preferred.
• Preferably to have experience in FMCG.
• Excellent relationship building, presentation and communications skills.
• The ability to influence and work successfully with varied audiences.
• Energetic, self-starter, results oriented and the ability to work effectively in an entrepreneurial environment.
• Passionate and self-motivated to assist with driving deals to a successful conclusion and to deliver quality results.