Head - Commercial Excellence - Sales - FMCG

Title : Head - Commercial Excellence

Reporting : VP - Sales

Direct Reports : 4 - 3 Leads (Managers) on GTM, Sales Excellence and Technology, 1 BI Resource

Indirect Reports : BCEMs in each Branch (Dotted) - 4

Location: Ahmedabad

Department : Sales

Job Purpose : Be the changemaker of a Future Ready Sales Platform for the various channels leveraging BIC GTM processes, and technology enablement and create a culture of execution

Key Stakeholders : Internal - Branch Heads, Customer Marketing, IT, HR, Finance

External : Technology and Capability Partners

Pre-requisite Role Requirements :

Qualification : MBA Premier 'B' School

Experience : 12 - 15 years of work experience, Primarily FMCG

Preferred Age Group : 33-38

Technical Competencies : Exposure to multiple categories, strong commercial acumen, analytical skills, Excellent communication and negotiation skills

Behavioural Competencies : Conflict Resolution, Resilience, Result orientations, Leadership

Key Responsibilities :

- Develop and deploy a compelling vision and road map for the Sales organisation to build a Future Ready and evolving Platform to deliver on hard performance metrics while optimising the overall Cost to Serve

- National owner of RTM opportunities across various Retail environments, sub-channels and town classes - to design and monetize the same through the Branch Heads.

- Develop predictive analytics sales decision platforms levering BIC technology tools leveraging AI, ML and algorithm-led analytics

- Build a culture of engagement, purpose and precision in the 2500+ Sales organisation by way of Capability building, Incentives and R&R

People Management :

- Being a People Manager also sets very high standards of delivery and expectations from his team, indirect peers, etc.

- Have a very high degree of capability of moving the needle with stakeholders; Pushing the envelope comes naturally to you

- Have a constant eye on the development of his team in terms of their skills, approach and conceptual strength

Financial Dimensions :

- Owner of significantly large ticket Investments on Incentives, Technology and GTM drives

- Ability to drive high ROI from large ticket investments in various functional initiatives