Senior Head of Sales

The Senior Head of Sales is a high-performance sales leader responsible for driving all Malaysia sales outcomes across leads, conversions, revenue, and collections. This role owns the full sales engine — from pipeline discipline and CRM execution to team coaching and market strategy. You will lead a team of 7–12 sales professionals, building repeatable systems that consistently hit and exceed targets, while upholding the values and mission of SOLS Energy.

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.

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.

• A fair remuneration package.
• Work in an agile-driven environment alongside a diverse team who will support your job growth.
• Contribute directly to improving the lives of B40 communities, as a part of a #madetoimpact organisation.