National Sales Excellence Manager

Key Responsibilities:

1. Annual S&D Planning & Governance

• Drive annual Sales & Distribution planning process aligned with business growth objectives.
• Develop and monitor extraction, Channel Partner (CP) expansion, and retail coverage expansion roadmaps.
• Establish governance mechanisms, review cadence, and performance tracking systems.
• Partner with Regional and Branch Sales teams to ensure execution against annual plans.

2. Manpower Planning & Deployment Strategy

• Define sales organization structure and manpower norms.
• Develop deployment models based on market potential, outlet universe, and productivity benchmarks.
• Monitor manpower productivity and recommend resource optimization initiatives.
• Support annual budgeting and manpower planning exercises.

3. Branch Sales Scorecards & Business Reviews

• Design and institutionalize branch and regional scorecards.
• Lead monthly, quarterly, and annual performance reviews.
• Build performance dashboards and actionable insights for leadership.
• Drive accountability and corrective action planning across regions.

4. Sales Process Excellence (SFDC)

• Act as business owner for SFDC and sales automation initiatives.
• Define and improve sales processes, workflows, and adoption metrics.
• Work with IT, Digital, and Vendor teams for capability enhancements and rollouts.
• Drive user adoption, compliance monitoring, and process governance.

5. NPD Go-to-Market (GTM) Excellence

• Develop standardized GTM frameworks for New Product Launches.
• Coordinate with Marketing, Product Management, Supply Chain, and Sales teams.
• Ensure readiness on distribution, visibility, training, schemes, and execution.
• Monitor launch KPIs and recommend course corrections.

6. Annual Sales Conference & Capability Programs

• Lead planning and execution of the Annual Sales Conference.
• Design sales engagement and recognition programs.
• Coordinate capability-building initiatives and training interventions.
• Support field force communication and change management programs.

7. Territory Ways of Working

• Define standardized territory management principles and execution routines.
• Drive productivity enhancement through structured call planning and outlet coverage.
• Institutionalize best practices across regions.
• Measure compliance and effectiveness of field execution standards.

8. Master Data Management

• Govern sales hierarchy, outlet master, distributor master, and customer master data.
• Establish data quality processes and audit mechanisms.
• Ensure data accuracy across SFDC, ERP, BI, and reporting systems.
• Lead master data standardization initiatives across the organization.

9. Cross Functional Leadership

• Collaborate with Sales, Marketing, Supply Chain, Finance, HR, IT, and Digital teams.
• Lead strategic capability projects and transformation initiatives.
• Manage external consultants, technology vendors, and implementation partners.
• Present periodic updates and recommendations to senior leadership

Desired Candidate Profile

• 7+ years of experience in Sales Excellence, Sales Planning, Sales Operations, GTM Excellence, or Commercial Capability roles.
• Strong understanding of General Trade distribution and sales processes.
• Experience managing CRM platforms, preferably SFDC.
• Strong analytical and stakeholder management capabilities.
• Proven ability to drive change management and national-scale capability initiatives.