Vista previa de la oferta
Senior Salesforce Excellence Manager
senior · Consulting
ROLES & RESPONSIBILITIES
1. Summary
Drive Sales Force effectiveness and commercial efficiency for the Offline business through a professional third-party outsourcing agency and building robust sales fundamentals. This role encompasses operationalizing sales strategies, optimizing sales force structures, refining commercial processes, driving data-driven decision-making, accelerating sales force automation, and designing performance-linked incentive frameworks.
2. Key Responsibilities
1. Sales Strategy Operationalization
- Partner with and empower the Sales Force to translate the overarching commercial strategy into actionable field execution.
- Identify and map sources of growth at the territory, sales route, and individual outlet levels.
- Analyze geographic and channel dynamics to capture market share.
- Lead customer segmentation, classification, prioritization, and targeting exercises to optimize field focus.
2. Sales Force Sizing and Deployment
- Optimize sales force structures, roles, and responsibilities to maximize organizational efficiency.
- Drive resource deployment models based on territory potential, customer classification, target customer-facing time, and optimal span of control.
3. Selling and Sales Operation Processes
- Design, align, and deploy standardized selling and operational processes (including Must-Have SKUs, target-setting methodologies, and customer/salesforce master data management).
- Act as the custodian of sales compliance, tracking process execution across stakeholders to ensure alignment, continuous improvement, and process simplification.
4. Sales Force Roles, KPIs, and Incentive Schemes
- Define and communicate clear roles and KPIs for each sales force position, aligning them with global sales policies and field force excellence standards.
- Design, review, and implement competitive incentive and reward schemes that directly support strategic business priorities.
- Govern the incentive payout process, ensuring robust SOPs for sales performance validation, incentive calculations, and award qualification.
5. Data Analytics, Dashboards, and Automation
- Translate business requirements into robust data and reporting solutions for leadership, senior managers, and field force leads.
- Collaborate with internal data teams and external agencies to design, build, and maintain intuitive trackers and dashboards (covering compliance, capabilities, sell-out, KPIs, competitor intelligence, and inventory).
- Enable field force managers to interpret dashboards effectively, translating data insights into timely, corrective field actions.
- Partner with the Commercial Director and Category Business Directors to identify, propose, and implement Sales Force Automation (SFA) and Customer Relationship Management (CRM) tools to boost field productivity.
6. Route-to-Market (RTM) Strategy & Execution
- Define, design, and implement the end-to-end Route-to-Market (RTM) strategy for the total Commercial Offline team to maximize numeric and weighted distribution.
- Evaluate and optimize physical distribution models, delivery frequencies, and service levels to ensure cost-effective and agile product availability at the point of sale.
- Collaborate with distributor partners and key accounts to identify structural RTM opportunities, streamline the supply chain flow, and improve on-shelf availability.
MINIMUM BACKGROUND / EXPERIENCE REQUIRED
Work Experience:
- Strong commercial experience in FMCG, nutrition, or pharmaceutical sales/consulting, with proven experience in managerial positions.
- Demonstrated experience in Salesforce Effectiveness (SFE), commercial operations, or business consulting.
- Proven track record in data analytics, commercial project management, and managing external agency partners.
Core Skill Requirements:
- Channel & Customer Activation: Ability to drive offline channel growth and optimize customer touchpoints.
- Planning Management & Business Analysis: Strong capability in structured planning and turning data into business insights.
- Commercial Transformation Management: Proven ability to lead change, deploy automation tools, and simplify processes.
- Data Analytics & Governance: High comfort level with dashboards, SFA systems, and data integrity.
Core Trait / Behavior Requirements:
- Adaptability and learning agility in a fast-paced environment.
- Strong stakeholder management, facilitation, and influencing skills.
- Entrepreneurial mindset with the ability to challenge the status quo and drive innovation.
- High level of integrity, teamwork, and self-motivation.
Minimum Education Required:
- University or Post-Graduate Degree (Business, Science, or related fields).