Head of Sales

The Head of Sales is responsible for leading the overall commercial, operational, and financial performance of the Distribution Business Unit. The role is accountable for developing and executing the business strategy, driving revenue growth, expanding market presence, optimizing operational efficiency, and ensuring sustainable profitability.
The incumbent will lead cross-functional teams, manage strategic partnerships, oversee P&L performance, and ensure strong governance while delivering exceptional customer satisfaction and business growth.

Develop and execute the long-term strategy for the Distribution Business. Identify market opportunities, industry trends, and competitive threats. Align business objectives with the organization’s overall strategic vision. Develop annual business plans and growth initiatives. Drive innovation and continuous improvement across the business.

Develop new revenue streams and expand the customer base. Build and strengthen strategic relationships with customers, vendors, manufacturers, and channel partners. Lead commercial negotiations and secure profitable business opportunities. Identify opportunities to expand into new markets and product portfolios.

Oversee end-to-end distribution operations including procurement, inventory, logistics, warehousing, sales operations, and customer fulfillment. Ensure operational excellence while maintaining service quality and delivery commitments. Improve supply chain efficiency and optimize operational costs. Monitor operational KPIs and implement corrective actions where necessary.

Own the Business Unit P&L. Prepare annual budgets, forecasts, and financial plans. Drive revenue growth and profitability. Monitor gross margins, operating costs, and ROI. Optimize resource allocation and investment decisions.

Lead, mentor, and develop a high-performing leadership team. Foster a culture of accountability, collaboration, and performance excellence. Establish succession planning and talent development initiatives. Conduct performance reviews and support employee growth.

Ensure compliance with company policies, legal requirements, and industry regulations. Identify business risks and implement mitigation strategies. Strengthen governance and internal control frameworks. Promote ethical business practices.

Present business performance to Executive Leadership. Build trusted relationships with key customers and strategic partners. Represent the organization during industry events and executive meetings. Collaborate closely with Finance, Sales, Supply Chain, Procurement, and Operations.

• Revenue Growth
• Gross Profit Margin
• EBITDA Achievement
• Business Unit P&L Performance
• Customer Satisfaction (CSAT)
• Inventory Turnover
• Order Fulfilment Performance
• Market Share Growth
• Vendor Performance
• Employee Engagement
• Operational Cost Optimization
• Business Development Pipeline

12+ years of progressive experience in Distribution, Sales, Supply Chain, or General Management. Minimum 5 years in a senior leadership role managing a Distribution Business. Proven experience managing P&L and driving business profitability. Experience leading large cross-functional teams. Strong background in business development and strategic planning. Experience with in ICT, Technology, Industrial, FMCG, or Distribution industries is highly desirable. Bachelor's Degree in Business Administration, Supply Chain, Engineering, Commerce, or related discipline.

MBA or Master's Degree is highly preferred.

• Strategic Thinking
• Executive Presence
• Commercial Acumen
• Decision Making
• Change Leadership

• P&L Management
• Business Development
• Contract Negotiation
• Market Expansion
• Customer Relationship Management

• Distribution Management
• Supply Chain Optimization
• Inventory Management
• Operational Excellence
• KPI Management