Mobile Experience - Head of Mobile Sales

Position Summary

The Sales Director / Head of Mobile Sales holds end-to-end accountability for the Mobile sales business across all key channels, including Telco, Mass Merchant, Independent/Retail Channels, Sales-In, Distributor Management, and other strategic sales channels.
This role is responsible for delivering overall revenue and sales targets, developing and executing channel strategies, managing distributor and key account performance, strengthening strategic customer relationships, leading the sales organization, and ensuring disciplined forecasting and commercial execution.
As a critical commercial leadership position, the Sales Director provides clear ownership and accountability for business performance while ensuring strong execution, market coverage, channel effectiveness, and sustainable growth.

Role and Responsibilities

Roles & Responsibilities
Sales & Revenue Leadership

• Own and deliver overall Mobile sales, revenue, volume, market share, and profitability targets.
• Translate business objectives into clear sales strategies, channel priorities, and execution plans.
• Drive sales performance across Telco, Mass Merchant, Independent/Retail, Distributor, Sales-In, and other relevant channels.
• Identify growth opportunities and implement corrective actions where performance is below target.
• Maintain strong commercial discipline while balancing revenue growth, profitability, inventory, and market competitiveness.

  Channel Strategy & Management

• Define and execute the overall channel strategy to maximize market coverage, sell-in, sell-out, and customer reach.
• Establish channel-specific objectives, investment priorities, commercial programs, and performance KPIs.
• Continuously assess channel productivity, market dynamics, competitor activities, and emerging routes to market.
• Optimize channel mix and resource allocation to improve sales effectiveness and return on investment.
• Ensure consistent execution of product launches, promotions, pricing initiatives, and sales campaigns across channels.

Telco & Key Account Management

• Lead strategic relationships with major Telco operators and other key accounts.
• Build strong senior-level customer partnerships and maintain effective engagement with key decision-makers.
• Lead major commercial negotiations, joint business planning, promotional programs, and strategic account initiatives.
• Ensure customer opportunities, risks, and commercial issues are addressed promptly and effectively.
• Develop long-term account strategies that strengthen partnership value and deliver sustainable business growth.

Distributor Management

• Own distributor strategy, governance, and performance management.
• Establish clear sales targets, inventory expectations, coverage requirements, and performance KPIs for distributors.
• Monitor distributor sales-in, sell-out, inventory, aging, channel coverage, and operational effectiveness.
• Conduct regular business reviews and drive corrective actions where required.
• Ensure distributors have appropriate capabilities, resources, and commercial alignment to support business objectives.

Sales Forecasting & Business Planning

• Lead sales forecasting and demand planning across products, accounts, and channels.
• Maintain strong forecast accuracy through disciplined pipeline management and regular business reviews.
• Work closely with Product, Marketing, Supply Chain, Finance, and other stakeholders to align demand, supply, inventory, and commercial priorities.
• Identify potential sales, supply, inventory, and market risks early and implement mitigation plans.
• Provide management with timely and accurate visibility of sales outlook, opportunities, risks, and required decisions.

Commercial Execution

• Drive timely and effective execution of commercial strategies, product launches, promotional activities, pricing actions, and channel programs.
• Ensure sales initiatives are supported by clear objectives, measurable KPIs, and appropriate commercial governance.
• Maintain strong control over commercial investments and ensure resources are directed toward activities that generate sustainable business value.
• Resolve critical commercial issues quickly to protect sales momentum and customer relationships.

Sales Team Leadership

• Lead, coach, and develop the Mobile Sales organization to build a high-performance and accountable sales culture.
• Establish clear objectives, roles, responsibilities, and performance expectations across the team.
• Conduct regular performance reviews and ensure appropriate development and succession plans are in place.
• Build organizational capability in account management, negotiation, forecasting, channel management, and commercial execution.
• Foster strong collaboration across Sales and cross-functional teams.

Market & Competitive Leadership

• Maintain strong understanding of market trends, competitor strategies, pricing movements, channel developments, and customer requirements.
• Translate market intelligence into actionable commercial strategies.
• Identify new business opportunities, partnerships, accounts, and channels that can accelerate growth.
• Ensure the organization responds quickly to changes in market and competitive conditions.

Skills and Qualifications

• Candidate must possess at least a Diploma, Bachelor's Degree, Master's Degree, any field.
• Significant senior sales leadership experience with at least 15 years of experience within consumer electronics, mobile devices, telecommunications, technology, FMCG, or a similarly complex multi-channel environment.
• Proven track record of owning and delivering substantial revenue and sales targets.
• Strong experience managing Telco operators, major retailers, distributors, and/or independent sales channels.
• Demonstrated capability in channel strategy, key account management, commercial negotiation, forecasting, and distributor management.
• Strong commercial and financial acumen with the ability to balance growth, profitability, inventory, and investment.
• Proven ability to lead and develop high-performing sales teams.
• Strong stakeholder management skills with experience operating effectively across senior internal and external stakeholders.
• Excellent analytical, negotiation, communication, and decision-making capabilities.
• Ability to operate effectively in a fast-moving, highly competitive, and results-oriented environment.

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