Head of Sales Channels

Head of Sales Channels (Mortgages/Loans/Investments/Insurance) Mid Valley (LRT)

Overview:

The Head of Distribution is responsible for leading and driving the company's overall distribution strategy across multiple financial products, including mortgage loans, property financing, personal loans, and investment planning. This role will oversee the development of distribution channels, expanding call centre and its productivity, strengthen strategic partnerships with insurers, banks and brokers (agency force) and build high-performing direct sales teams to deliver sustainable business growth while maintaining compliance with regulatory standards.

Job Scope:

Strategic Leadership

• Develop and execute the overall distribution strategy to achieve business growth and meeting the assigned profitability targets.
• Lead transformation of traditional distribution models into modern, technology-enabled (AI and fintech ecosystem), customer-centric channels.
• Identify and establish new partnerships with banks, insurers, fintech platforms, brokers (agency), developers, and ecosystem players.
• Drive product cross-sell and bundling opportunities across mortgage, lending and investment offerings.

Channel Management

• Oversee all distribution channels: direct sales, in-house call centre, agency force, digital platforms, referral partners, and institutional alliances (investors).
• Design and implement sales incentives and campaigns, applicable KPI frameworks, and performance reward systems to drive productivity and sustainable business growth.
• Monitor and optimize the customer acquisition journey - from lead generation to onboarding and retention (cross selling and upselling)

Business & Financial Performance

• Deliver on revenue, loan disbursement processes, and investment inflow targets.
• Analyse financial market trends, customer behavior, and competitor movements to ensure competitive positioning.
• Implement data-driven performance management with clear KPIs, dashboards, and mandatory reporting.

People & Culture Leadership

• Recruit, develop, and retain top-performing distribution leaders and sales teams.
• Foster a performance-driven, ethical, empathetic and customer-first culture.
• Provide leadership, guiding, coaching, and succession planning within the distribution department.

Governance & Compliance

• Ensure adherence to regulators' guidelines - Bank Negara Malaysia (BNM), Securities Commission Malaysia (SC), and relevant financial regulations.
• Promote responsible lending and ethical investment practices.
• Collaborate with Risk, Compliance, and Legal teams to uphold high governance standards.

Requirements

Qualifications & Experience

• Bachelor's degree in Business, Finance, Economics, or related field (MBA preferred).
• 10-15 years of progressive experience in financial services, with at least 5 years in a senior leadership role in distribution, sales, or channel management.
• Proven track record of leading distribution in mortgage loans, property financing, personal lending, or investment planning.
• Experience with both traditional sales networks and digital distribution platforms.
• Strong strategic and commercial acumen with a growth mindset.
• Excellent stakeholder management, negotiation, and partnership skills.
• Proficient in CRM systems, BI tools, and digital sales enablement platforms.
• Data-driven decision-making with the ability to translate insights into actionable strategies.
• Outstanding leadership, communication, and team-building abilities.
• Customer-first orientation with high ethical standards.
• Entrepreneurial, innovative, and agile in fast-changing environments.
• Resilient, adaptable, and results-driven.
• Integrity and accountability in all decision-making.