Senior Manager - Commercial Excellence - FMCG

Industry - FMCG / Foods / Beverage

Category - Sales & Marketing

Skills - Sales, Training, Sales Force Effectiveness, Insights, Capability, KPI, GTM, Excellence, SOP, Sales Force Automation, Sales, Pharma

Job Type - Permanent

Job Description - The person will oversee development of sales systems and training strategies for improved sales force effectiveness. He/she is responsible for designing, implementing and monitoring schemes for the salesforce by formulating strategies based on insights derived from market research. He/she should identify new business partners and enhance capabilities by collaborating with various stakeholders and adhering to compliances and ethical practices.

Client Details

Our client is a leading global FMCG company and one of the most iconic brands worldwide. Alongside a Global presence, they have an ever-increasing India footprint. Headquartered out of Mumbai, they are looking at significantly expanding their India brand portfolio and are looking to hire a Senior Manager Commercial Excellence to fuel and sustain that growth for the business.

Description

Reporting to the Sales Director, the person will

- Analyze internal & external opportunities to identify the right source of business and to carve out the most important strategic leavers.

- Derive insights form various external sources like Nielsen, IQVIA, etc and from internal Business sources to prepare guiding action plan for sales teams.

- Design the strategic priorities and KPIs for the Field and its review mechanisms.

- Put in place HCP Segmentation & design optimum targeting strategy for optimum coverage and TCFA/commitment ladder.

- Design and implement the optimum GTM model across business

- Operational Excellence Leverage tools and technologies to Analyze and monitor KPI milestones, drive Multi channel execution excellence, Digital Initiatives, reward value performances

- Choose focus customers and align strategy and communication through integrated customer management planning. Be custodian of Field SOPs which helps safeguard the organization compliance and audit requirements as well brings out execution excellence in the field.

- Facilitate deployment of sales force automation technology solutions in coordination with IT

- Put in place the best-in-class IT tools to build efficiency across Sales and Pharma teams. Leverage data to generate insights and action plan for business planning & monitoring business KPIs.

- Designing, implementing and monitoring 'Incentive' schemes across field employees.

- Set and drive the Training agenda across business in line with the organization priorities.

- Ensure that systems are in place to evaluate and review the performance of business against agreed targets and performance indicators.

Profile

At least 10-12 years of cumulative experience with 5-6 years in Commercial/Sales Excellence roles. Prior experience in businesses which are a combination of consumer + pharma is desirable.

Job Offer

A chance to work with the Industry's leading brand that offers great growth prospects and competitive pay.

Contact - Swapnil Khetan - +91 (0) 22 4236 3332

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