Head of Sales Operations Excellence

Department: Revenue Generation Team

Reports to: CEO of MDDD

Key stakeholders: Domestic Sales, International Sales, Mamee Foodservice, CSGE, Marketing, Finance, Supply Chain, IT and Human Resources

Role purpose

Lead the development of a high-performing Revenue Generation organization by strengthening commercial strategy, sales capabilities, operating discipline, data analytics and execution excellence.

The role integrates Domestic Sales, International Sales and Mamee Foodservice through common performance standards, processes, tools and capabilities to deliver sustainable revenue, profitability and market-share growth.

Key responsibilities:-

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.”