Assistant Vice President - Sales Acceleration - Building Products - IIM/ISB/MDI/FMS

About the Role:

We are seeking a high-impact consultant to drive Sales Acceleration and Commercial Excellence programs end-to-end, designing and delivering measurable improvements in revenue growth, margin expansion, and EBITDA improvement. The role spans Sales Transformation, Go-to-Market (GTM) optimization, pricing & discounting excellence, channel/ecommerce strategy, performance management, and cost optimization across sales & commercial functions.

Key Responsibilities:

Sales Acceleration (Primary Focus):

- Diagnose revenue levers (pipeline health, conversion, win-loss, sales cycle, forecasting accuracy).

- Redesign GTM model (customer segmentation, territory design, coverage, key account plans).

- Build Sales Playbooks: customer value propositions, deal qualification, solution bundling, cross-sell/upsell motions.

- Set up Sales Ops cadence: funnel governance, weekly performance huddles, A/B tests, and field enablement.

- Implement Pricing & Discounting Guardrails, Deal Desk, and approval thresholds to protect margin.

- Deploy Incentive/Comp Plan redesign aligned to growth and profitability; define KPIs & scorecards.

- Stand-up Sales Tech stack recommendations (CRM hygiene, CPQ, pipeline analytics dashboards) and adoption.

Sales Transformation:

- Re-architect sales processes (lead-to-order), clarify R&R between marketing, inside sales, field, channel.

- Design inside sales and partner/channel models; align governance and performance metrics.

- Build capability uplift programs: sales skills, coaching, and frontline manager playbooks.

Cost Optimization & EBITDA Improvement:

- Identify cost-to-serve drivers across sales & distribution; reduce SG&A without hurting growth.

- Optimize trade spends, promotions, channel margins, and sales productivity.

- Improve pricing architecture and mix management to expand gross margin.

- Create zero-based commercial budgeting approaches where relevant.

Growth Strategy:

- Define growth thesis and priority battlegrounds by segment/region.

- Size opportunities and build GTM blueprints for new products/channels/geographies.

- Develop 3-5 year value creation plans with clear milestones and ownership.

Delivery & Stakeholder Management:

- Lead cross-functional client workshops with CXOs and commercial leaders.

- Own work-streams, manage analysts/consultants, and deliver board-ready outputs.

- Quantify impact with robust baseline to target to realized tracking and value assurance.

Must-Have Skills:

- Sales Acceleration & Commercial Excellence: pipeline design, sales ops cadence, playbooks.

- GTM & Channel Strategy: segmentation, coverage models, KAM, partner/e-comm strategy.

- Pricing Excellence: price/mix, discount governance, deal desk, promo ROI.

- Data-driven problem solving: funnel analytics, cohorts, drivers & sensitivity analysis.

- Operating Model & Change: incentives, org design, capability uplift, adoption management.

- Advanced Excel/Analytics & strong PowerPoint storytelling; CRM familiarity (e.g., Salesforce, Dynamics).

- Comfortable working in a client-facing, on-site environment to drive alignment, execution rigor, and sustained impact.

Experience & Qualifications:

- Education: MBA from Tier-1 institutes or equivalent.

- Sector exposure: Industrials, Consumer, Building Products (others welcome: TMT, Auto, Healthcare).

- Demonstrated outcomes in revenue growth, sales productivity uplift, pricing/margin expansion, and EBITDA improvement.

Travel Requirement:

- The role involves client-facing engagements and travel; therefore, candidates should be open to travel.