About the Role

We are seeking a high-impact consultant to drive Sales Acceleration and Commercial Excellence programs end-to-enddesigning and delivering measurable improvements in revenue growth, margin expansion, and EBITDA improvement. The role spans Sales Transformation, Go-to-Market (GTM) optimization, pricing & discounting excellence, channel/ecommerce strategy, performance management, and cost optimization across sales & commercial functions.

Key Responsibilities

Sales Acceleration (Primary Focus)

- Diagnose revenue levers (pipeline health, conversion, win-loss, sales cycle, forecasting

accuracy).

- Redesign GTM model (customer segmentation, territory design, coverage, key account

plans).

- Build Sales Playbooks: customer value propositions, deal qualification, solution bundling,

cross-sell/upsell motions.

- Set up Sales Ops cadence: funnel governance, weekly performance huddles, A/B tests, and

field enablement.

- Implement Pricing & Discounting Guardrails, Deal Desk, and approval thresholds to protect

margin.

- Deploy Incentive/Comp Plan redesign aligned to growth and profitability; define KPIs &

scorecards.

- Stand-up Sales Tech stack recommendations (CRM hygiene, CPQ, pipeline analytics

dashboards) and adoption.

Sales Transformation

- Re-architect sales processes (lead-to-order), clarify R&R; between marketing, inside sales,

field, channel.

- Design inside sales and partner/channel models; align governance and performance metrics.
- Build capability uplift programs: sales skills, coaching, and frontline manager playbooks.

Cost Optimization & EBITDA Improvement

- Identify cost-to-serve drivers across sales & distribution; reduce SG&A; without hurting

growth.

- Optimize trade spends, promotions, channel margins, and sales productivity.




- Improve pricing architecture and mix management to expand gross margin.
- Create zero-based commercial budgeting approaches where relevant.

Growth Strategy

- Define growth thesis and priority battlegrounds by segment/region.
- Size opportunities and build GTM blueprints for new products/channels/geographies.
- Develop 35 year value creation plans with clear milestones and ownership.

Delivery & Stakeholder Management

- Lead cross-functional client workshops with CXOs and commercial leaders.
- Own work-streams, manage analysts/consultants, and deliver board-ready outputs.
- Quantify impact with robust baseline target realized tracking and value assurance.

Must-Have Skills

- Sales Acceleration & Commercial Excellence: pipeline design, sales ops cadence, playbooks.
- GTM & Channel Strategy: segmentation, coverage models, KAM, partner/e-comm strategy.
- Pricing Excellence: price/mix, discount governance, deal desk, promo ROI.
- Data-driven problem solving: funnel analytics, cohorts, drivers & sensitivity analysis.
- Operating Model & Change: incentives, org design, capability uplift, adoption management.
- Advanced Excel/Analytics & solid PowerPoint storytelling; CRM familiarity (e.g.,

Salesforce, Dynamics).

- Comfortable working in a client-facing, on-site environment to drive alignment, execution

rigor, and sustained impact.

Experience & Qualifications

- Education: MBA from Tier-1 institutes or equivalent
- Sector exposure: Industrials, Consumer, Building Products (others welcome: TMT, Auto,

Healthcare).

- Demonstrated outcomes in revenue growth, sales productivity uplift, pricing/margin

expansion, and EBITDA improvement.

The role involves client-facing engagements and travel; therefore, candidates should be open to travel.

📌 AVP - Sales Acceleration - Building Products (Delhi)
🏢 EY
📍 Delhi