Head of Sales

About the Role

The Head of Sales will take charge of the commercial, operational, and financial outcomes of the Distribution Business Unit. This senior leadership position demands defining and implementing business strategies aimed at accelerating revenue growth, increasing market share, refining operational processes, and ensuring profitability remains sustainable.

Key Responsibilities

• Craft and implement the long-range strategic plan for the distribution segment.
• Spot market trends, opportunities, and threats to stay competitive.
• Align unit goals with the broader organizational vision.
• Formulate annual plans and growth-focused initiatives.
• Champion innovation and ongoing business improvements.
• Expand revenue streams and broaden the client portfolio.
• Forge and nurture key partnerships with suppliers, manufacturers, and channel partners.
• Lead profitable commercial negotiations and business deals.
• Explore and launch into new markets and product categories.
• Manage full-cycle distribution activities including purchasing, stock management, logistics, warehousing, sales processes, and customer delivery.
• Maintain top-tier operational standards and service levels.
• Boost supply chain efficiency while managing costs.
• Track and act on operational KPIs to ensure optimal performance.
• Oversee the unit’s profit and loss, preparation of budgets, forecasts, and financial planning.
• Drive revenue and profitability with close attention to margins, expenditures, and investments.
• Lead and develop a skilled leadership team fostering a culture of accountability and excellence.
• Ensure compliance with policies, legal standards, and regulatory demands.
• Identify risks and establish mitigation plans.
• Maintain robust governance and ethical business conduct.
• Communicate performance updates to executive leaders and represent the company at industry forums.

Performance Metrics

• Revenue growth
• Gross profit margins
• EBITDA targets
• Business unit financial health
• Customer satisfaction scores
• Inventory turnover ratio
• Order fulfillment rates
• Market share expansion
• Vendor performance metrics
• Employee engagement levels
• Operational cost efficiencies
• Business development pipeline health

Candidate Profile

• Minimum 12 years progressive experience in distribution, sales, supply chain, or general management.
• At least 5 years in a senior leadership role overseeing distribution operations.
• Proven track record managing P&L and driving profits.
• Experience leading large-scale, cross-functional teams.
• Strong expertise in strategic planning and business development.
• Background in ICT, technology, industrial, FMCG, or distribution sectors is highly desirable.
• A bachelor's degree in Business Administration, Supply Chain, Engineering, Commerce, or similar.
• MBA or master’s degree is strongly preferred.

Required Competencies

• Strategic and critical thinking capabilities.
• Strong executive presence and commercial judgment.
• Effective decision-making and change leadership skills.
• Expertise in P&L management and contract negotiation.
• Solid experience in market expansion and relationship management.
• Operational excellence in distribution, supply chain, and inventory management.
• Proficiency in managing KPIs to drive performance.