Senior Manager - Sales IT Integration/Transformation & Automation - OTC

Role Title: Senior Manager Sales IT & Transformation

Location: Mumbai

AREAS OF RESPONSIBILITIES:

We are seeking a dynamic and results-driven professional to lead Sales IT Integration and Automation initiatives across diverse sales channels (Traditional Trade, Modern Trade, E-commerce, Pharma, FMCG). The role will be responsible for driving digital transformation, data-driven decision-making, and automation across sales operations to enhance productivity and business performance.

1. Sales IT Integration & Automation:

- Drive implementation of IT solutions to digitize and automate sales processes across multiple channels.

- Lead deployment and governance of tools like Sales Force Automation (SFA), ensuring compliance via:

1. Geo-tagging

2. Productivity tracking

3. Real-time reporting

- Partner with internal IT teams and external vendors to ensure system efficiency, scalability, and reliability.

- Enable advanced technology adoption including Microsoft Data Lake, SQL, Tableau, and other analytics platforms.

- Integrate AI-enabled tools to automate distributor data capture and improve real-time insights and decision-making.

2. Go-To-Market (GTM) Strategy Execution:

- Enable execution and tracking of GTM strategies through dashboarding and analytics.

- Develop and manage dashboards to track:

1. Sales productivity

2. Outlet coverage

3. Revenue growth

- Drive adoption of digital tools among field sales teams and measure their impact on operational efficiency and performance.

3. Data Analytics & Business Intelligence:

- Develop and manage sales performance reporting (daily, weekly, monthly) for primary and secondary sales.

- Deliver actionable insights through data visualization to support cross-functional decision-making (Sales, Marketing, Finance, Supply Chain).

- Ensure accurate tracking and reporting of strategic initiatives, aligning outputs with business goals.

- Champion a data-driven culture across the sales organization.

4. Performance Monitoring & Problem Solving:

- Define and track KPIs to measure success of IT initiatives, including:

1. System adoption rates

2. Data accuracy and integrity

3. User satisfaction

- Identify and resolve operational challenges such as:

1. Legacy systems

2. Low digital adoption

3. Data gaps and inconsistencies

- Continuously improve systems and processes to enhance user experience and business outcomes.

IDEAL CANDIDATE PROFILE:

- 10-13 years of relevant experience with MBA + B.Tech/B.E., preferably in HealthCare/FMCG industry.

- Hands-on experience in managing SFA/DMS Implementation.

- On-ground sales experience in FMCG/Healthcare industry would be a plus.

- Strong stakeholder management and cross-functional collaboration.

- Analytical thinking and problem-solving mindset.

- Ability to drive change management and digital adoption.