Head of Sales

Job Description

The Head of Sale is responsible for driving revenue growth by leading sales strategy across retail stores, restaurant chains, cafés, and food & beverage groups. This role focuses on selling end-to-end business solutions (POS, Accounting, Inventory, Loyalty, E-Commerce, and Digital Ecosystem) and positioning the company as a long-term business transformation partner, not just a software vendor.
 

Responsibilities

1. Sales Strategy & Market Expansion 
   • Define and execute sales strategies for Distribution, Retail & F&B segments (single stores, chains, and enterprise groups) • Segment the market by store size, brand maturity, and operational complexity 
   • Develop go-to-market plans for: o Independent merchants o Multi-branch chains o Enterprise & mall-based operators 
   • Identify expansion opportunities through malls, business associations, franchises, and partners
2. Revenue & Deal Management 
   • Own and achieve revenue targets (monthly, quarterly, annual) 
   • Drive high-value solution-based deals, not price-driven sales 
   • Oversee pipeline health, deal velocity, and closing ratio 
   • Lead complex negotiations (multi-branch, enterprise, long-term contracts) 
   • Ensure predictable and sustainable revenue growth.

3. Ecosystem & Solution Selling 
   • Lead sales of integrated solutions including: 
       o POS & F&B operations 
       o Accounting & financial control
       o Inventory & warehouse management 
       o Loyalty, membership & customer engagement 
       o Digital receipt, feedback & CRM-related features.

   • Translate merchant pain points into clear business ROI 
   • Promote ecosystem adoption rather than single-product sales

   • Sales Team Leadership & Enablement 
   • Build, train, and manage Distribution, Retail & F&B sales teams 
   • Define clear sales playbooks for: 
       o Distribution o Retail merchants 
       o Restaurant & café operators 
       o Chain & enterprise clients 
   • Set individual targets aligned with company goals 
   • Coach teams on consultative selling, ROI storytelling, and objection handling 
   • Foster a performance-driven and professional sales culture.

4. Key Account & Partnership Management 
   • Personally manage strategic & enterprise clients 
   • Build long-term relationships with: 
       o Restaurant groups 
       o Retail chains 
       o Mall operators 
       o Industry associations 
   • Collaborate with partners to create joint promotions, campaigns, and bundled offers 
   • Ensure high customer retention and upsell opportunities.
5. Cross-Functional Collaboration 
   • Work closely with Marketing to: 
       o Generate qualified leads
       o Execute campaigns targeting Retail & F&B merchants 
   • Collaborate with Research & Development and Project Management team to: 
       o Align features with real operational needs 
       o Ensure smooth onboarding and go-live 
   •Coordinate with Finance for pricing, contracts, and revenue recognition.

Requirements

Required Qualifications 

• Bachelor’s degree in Business Administration, Sales & Marketing, Management, Information Technology, or a related field. 
• Minimum 5–7 years of experience in B2B sales, solution sales, software sales, ERP/POS sales, SaaS, technology solutions, or business system sales. 
• At least 2–3 years of experience in a sales leadership, sales manager, business development manager, or similar leadership role. 
• Strong understanding of Retail, F&B, Distribution, POS, inventory, accounting, loyalty, or digital business solutions. 
• Proven ability to achieve sales targets and manage revenue performance. 
• Strong experience in managing sales pipelines, forecasts, deal progress, and closing activities. 
• Ability to sell value, business impact, and ROI instead of only selling product features or price. 
• Strong negotiation, presentation, communication, and client relationship management skills. 
• Ability to lead, coach, train, and motivate a sales team. 
• Good understanding of enterprise sales, multi-branch business operations, and long-term contract negotiation. 
• Strong problem-solving skills and ability to understand customer pain points. 
• Good command of Khmer and English for business communication, proposal presentation, and client negotiation. 
• Proficient in Microsoft Office, Google Workspace, CRM tools, sales reports, and presentation tools. 
• High ownership, accountability, discipline, and result-oriented mindset.

Preferred Qualifications
 • Experience working in software, ERP, POS, accounting system, retail technology, loyalty platform, e commerce, or digital transformation companies. 
• Existing network with retail chains, restaurant groups, café brands, distributors, mall operators, franchise owners, or business associations. 
• Experience selling to SMEs, enterprise clients, and multi-branch businesses. 
• Experience building sales playbooks, sales processes, team targets, and sales performance dashboards.
• Strong knowledge of consultative selling, solution selling, value-based selling, and ROI-based proposal development. 
• Experience working with cross-functional teams, including marketing, implementation, product, finance, and customer support. 
• Ability to analyze market opportunities and create practical sales action plans. 
• Experience in partnership development, channel sales, referral programs, or strategic account management. 
• Strong leadership character with the ability to build a professional, positive, and performance-driven sales culture. 
• Passion for technology, business improvement, and helping SMEs grow through digital solutions.

Key Performance Indicators (KPIs) 
• Revenue growth (Distribution, Retail and F&B segments) 
• New merchant onboarding (single & multi-branch) 
• Enterprise & chain deal volume 
• Closing ratio & average deal size 
• Ecosystem adoption rate (multi-module usage) 
• Customer retention & expansion rate 
• Sales team productivity.