Haleon - Regional Commercial Excellence Manager

Role Overview:

As Regional Commercial Excellence Manager for Haleon India, you will shape and drive the region's commercial excellence agenda to improve market execution, route-to-market effectiveness, distributor and infrastructure health, sales capability, technology adoption and profitable growth. Working closely with the Regional Head, Area Sales Managers, Customer Marketing, Finance, Demand Planning and other cross-functional teams, you will translate business priorities into disciplined in-market execution.

Role Responsibilities:

Commercial Excellence & Go-to-Market:

- Lead the development and execution of regional GTM plans to improve coverage, service levels, infrastructure effectiveness, and channel productivity.

- Identify coverage gaps, whitespace opportunities, and network inefficiencies; partner with field teams to deploy corrective actions and pilot new interventions.

- Support market expansion initiatives across urban, rural, and alternate channels in line with business priorities.

Distributor, Network & Infrastructure Health:

- Review distributor capability, territory infrastructure, service standards, and cost-to-serve metrics to improve regional efficiency.

- Drive actions to strengthen distributor management practices, network health, and execution readiness across the region.

Sales Capability & Execution Excellence:

- Build sales capability through training, execution routines, field coaching inputs, and process simplification across regional sales teams.

- Partner with Regional Head and ASMs to build strong operating rhythm around the core commercial cycle, innovation launches, and execution scorecards.

Systems, Analytics & Digital Adoption:

- Drive adoption and discipline across SFA, DMS, and other sales systems to improve planning, productivity, and data visibility.

- Analyze sales, distribution, productivity, and execution KPIs to generate actionable insights and improve business decisions.

- Work with HO teams and vendors to resolve process or system issues and improve usability of commercial tools.

Stakeholder Management & Governance:

- Set up effective communication and review mechanisms between head office and region to ensure timely downloads, escalations, and follow-through.

- Collaborate closely with Customer Marketing, Finance, Supply Chain and Demand Planning to deliver regional commercial priorities.

- Influence internal and external stakeholders without direct authority and ensure alignment on timelines, actions, and outcomes.

Business Performance & Continuous Improvement:

- Track performance of regional interventions across distribution, productivity, innovation execution, technology adoption, and service levels.

- Continuously identify and implement process improvement opportunities to strengthen execution quality and sustainable growth.

Why you?:

To succeed in this role, you will combine strategic thinking with strong operational rigour, commercial acumen and the ability to influence without authority in a matrixed environment. You will be comfortable translating data and business priorities into practical actions that strengthen regional execution and sustainable growth.

Basic Qualifications:

- MBA / Postgraduate degree in Business Management, Sales, Marketing, or General Management preferred.

- Strong commercial acumen with solid analytical capability.

- Proficiency in Excel, PowerPoint, and business analytics / reporting tools.

- Excellent communication, stakeholder management, and presentation skills.

- Previous Experience Required: 4+ years.

- Minimum Level of Job-Related Experience Required: 2 - 4 years in field roles, commercial excellence, customer marketing, or route-to-market roles within FMCG / consumer health / pharma / consumer products.

Preferred Qualifications:

- Experience in regional sales operations, distributor management, GTM design, or sales force effectiveness.

- Experience working in a multi-channel environment including pharmacy, general trade, modern trade, and alternate channels.

- Ability to translate data and insights into practical in-market actions.

- Strong bias for action, ownership mindset, and comfort operating in a fast-paced matrix organization.

- Prior experience leading pilots, process improvements, or capability-building interventions would be an advantage.

Location:

- Mumbai