Sales Excellence Manager

Role: Manager - Sales Excellence

Reporting to: Head of Sales Development

Location:Kolkata

Roles & Responsibilities

1. Sales Excellence & Productivity

• Co-work and implement Sales Excellence frameworks across all sales channels.
• Drive leading indicators including ECO, Lines per Bill, Bill Cuts, Strike Rate, Value per Order, Outlet Productivity and Sales per Salesman.
• Monitor productivity dashboards and recommend corrective actions.

2. Performance Management

• Partner target setting and territory planning.
• Partner in developing KPI scorecards and performance dashboards.
• Drive Monthly, Mid-Month and Quarterly Business Reviews.
• Assist in performance assessment.

3. Sales Capability Development

• Assist in capability gaps and create learning journeys.
• Co-work and Conduct functional and behavioural training.
• Measure training effectiveness and business impact.

4. Sales Ways of Working

• Drive SFA adoption, attendance compliance, Feet on Street (FOS), Effective Field Time (EFT) and Customer Facing Time (CFT).
• Conduct regular field coaching and improve execution standards.

5. Digital Transformation & Analytics

• Improve adoption of DMS and SAF and digital sales tools.
• Assist in sales analytics dashboards and actionable insights.

6. AI & Personalized Selling

• Partner in prescriptive selling initiatives.
• Develop SKU recommendation, MSL compliance, upsell and cross-sell recommendations.

7. Sales Force Engagement

• Partner with HR on career development program
• Design incentive and recognition programmes.
• Support succession planning and talent development.

8. Process Governance

• Standardize sales processes, beat planning, route productivity and execution audits.

9. Cross Functional Collaboration

• Work closely with Sales, HR, Marketing, Finance, IT, Supply Chain and Commercial Excellence teams.

Key Performance Indicators (KPIs)

• Sales Force Effectiveness ECO, Total Lines Sold, Bill Cuts, Strike Rate, Value per Order, Revenue per Salesman
• Distribution Quality - Outlet Productivity, Market Coverage
• SFA Adoption & Compliance - Feet on Street, EFT & CFT, EDGE Green Days
• Training & Coaching Effectiveness
• New Age Selling - MSL Compliance, Upsell/Cross-sell Conversion
• Target Achievement
• Engagement & Incentive Effectiveness

Success Measures

• Increased sales force productivity and execution quality.
• Higher adoption of digital tools and standardized ways of working.
• Improved frontline capability through coaching and structured learning.
• Data-driven decision making and AI-enabled selling.
• Sustainable business growth through a high-performing sales organization.