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.