We are looking for a Manager / Senior Manager – Sales Excellence who will serve as the technology and process backbone of the sales organization. The role will be responsible for driving field-force productivity, sales automation, distributor effectiveness and distribution expansion through hands-on implementation of Sales Force Automation (SFA) and Distributor Management System (DMS) platforms.
The role combines Sales Operations, Sales Excellence, Technology, Analytics and on-ground execution, with a solid focus on improving sales productivity, market coverage, distributor visibility and data-driven decision-making.
This is an execution-oriented role for a professional who can translate technology and data into measurable business outcomes and drive adoption across a large field sales and distributor network.
Key Responsibilities
1. Sales Excellence, Analytics & Governance
- Build and maintain sales dashboards, MIS and performance trackers covering sales productivity, SFA/DMS adoption and market expansion.
- Develop and standardize SOPs,
playbooks and best practices for sales automation, distributor management and distribution expansion.
- Analyze sales and distribution data to identify business opportunities, productivity gaps and growth levers.
- Convert data insights into actionable recommendations for the sales leadership team.
- Drive a culture of data-led decision-making across the sales organization.
- Monitor key sales excellence metrics and ensure governance through regular reviews.
2. Sales Force Automation (SFA)
- Own the end-to-end implementation, rollout, adoption and continuous improvement of SFA platforms across field sales teams, Branch Managers and Demand Generation teams.
- Design and optimize Permanent Journey Plans (PJP) based on outlet potential, call frequency, route optimization and market coverage.
- Drive improvement in field-force productivity, call efficiency and outlet coverage through technology-enabled interventions.