ABOUT THE POSITION

We are looking for a high-potential Sales Strategy ( A bit of Field Sales Strategy Also) & Commercial Excellence professional to work closely with senior leadership and drive strategic sales initiatives, Go-To-Market programs, channel development, sales funnel optimization, market expansion, and field-led business growth.

This is a strategy + execution role, ideal for professionals who enjoy working beyond dashboards and presentations and are comfortable engaging with Sales teams, dealers/distributors, customers and markets to translate insights into measurable business outcomes.

ROLE OBJECTIVE

The role combines strategic thinking with hands-on field execution. The individual will be expected to analyze business and market data, identify growth opportunities, develop sales and channel strategies, work closely with field teams, understand customer/dealer dynamics, and convert strategic recommendations into measurable commercial outcomes.

This is an ideal opportunity for a qualified who wants exposure to senior leadership, sales transformation, market expansion and business growth while remaining closely connected to on-ground market realities.

ROLE & RESPONSIBILITIES

1. Sales Strategy & Sales Funnel Management

- Develop sales strategies aligned with business growth objectives.

- Build and monitor sales funnel frameworks across markets, products and channels.
- Analyze lead generation, conversion, order booking, sales realization and revenue trends.
- Identify bottlenecks across the sales funnel and recommend corrective actions.
- Analyze sales productivity across regions, teams, products and channels.
- Develop sales performance dashboards and executive MIS.
- Identify opportunities to improve conversion, sales velocity and revenue realization.
- Partner with Sales leadership to translate strategic recommendations into actionable field plans.

2. Go-To-Market (GTM) Strategy

- Develop GTM strategies for new products, categories, markets and geographies.
- Identify target customer segments and market opportunities.
- Develop market entry and market penetration strategies.
- Evaluate appropriate channel mix for different markets.
- Support product launch planning and commercial readiness.
- Define launch priorities, sales targets, channel requirements and market activation plans.
- Track post-launch performance and recommend course corrections.

3. Channel Strategy & Development

This will be a critical component of the role.

- Develop strategies for dealer, distributor, retail and institutional channels.




- Identify channel expansion opportunities and market white spaces.
- Analyze dealer/distributor productivity and contribution.
- Evaluate channel profitability and ROI.
- Recommend dealer/distributor expansion based on market potential.
- Develop channel activation and engagement initiatives.
- Evaluate channel incentive structures.
- Identify gaps in market coverage and recommend corrective strategies.
- Work with field sales teams to improve channel productivity.

4. Field Strategy & Market Execution

The candidate should not be someone who is comfortable only sitting in Corporate Office preparing PowerPoint presentations.

The incumbent will:

- Conduct periodic market/field visits.
- Interact with dealers, distributors, retailers and customers.
- Understand ground-level market dynamics.
- Identify competitor activity and pricing trends.
- Understand reasons for sales gaps in specific markets.
- Validate business assumptions through field interactions.
- Gather feedback from sales teams and channel partners.
- Translate field insights into strategic recommendations.
- Work with regional sales teams to implement corrective actions.
- Monitor execution of strategic initiatives in the field.

Important expectation:

Strategy Field Validation Execution Measurement Improvement

5. Market Expansion & Market Penetration

- Identify new markets, territories and customer segments.
- Conduct market attractiveness assessments.
- Evaluate market size, growth potential and competitive intensity.
- Develop geographic expansion roadmaps.
- Identify market white spaces and growth pockets.
- Recommend resource allocation based on market potential.
- Develop market penetration plans for underperforming territories.
- Track market share and penetration trends.

6. Commercial Excellence

- Analyze pricing, discounting and sales realization.
- Evaluate product/channel profitability.
- Identify opportunities to improve gross margins.
- Benchmark pricing and commercial practices against competitors.
- Develop sales productivity improvement initiatives.
- Analyze regional and channel-level profitability.
- Support commercial policy development.




- Identify revenue leakage and profitability improvement opportunities.

7. Competitive Intelligence & Market Research

- Conduct competitor benchmarking across products, pricing, channels and market presence.
- Track competitor launches, schemes, pricing and channel initiatives.
- Conduct primary research through:
- Dealer interactions
- Distributor discussions
- Customer interactions
- Sales-team inputs
- Market visits

- Conduct secondary research through:

- Industry reports
- Market databases
- Competitor reports
- Annual reports
- Industry publications

- Convert research findings into actionable business recommendations.

8. Business Analytics & Decision Support

- Develop management dashboards and sales scorecards.
- Track KPIs such as:
- Sales funnel
- Conversion
- Revenue
- Volume
- Market penetration
- Dealer productivity
- Channel contribution
- Sales productivity
- Gross margin

- Conduct scenario analysis and business modelling.
- Identify trends and provide actionable recommendations to leadership.

9. Strategic Projects & Business Transformation

- Lead cross-functional sales and growth projects.
- Coordinate with Sales, Marketing, Product, Finance and Supply Chain.
- Develop project roadmaps and milestones.
- Track implementation and business impact.
- Identify execution risks and corrective measures.
- Drive sales transformation and productivity initiatives.

10. Leadership & Director's Office Support

- Work closely with the Director on high-priority business initiatives.
- Prepare business reviews and executive presentations.
- Present market and sales insights to senior leadership.
- Track strategic decisions and action items.
- Coordinate with business heads and functional leaders.
- Provide data-backed recommendations for key commercial decisions.

Preferred candidate profile

48 years of experience in areas such as:

- *Sales Strategy*
- Field Sales Strategy
- Sales Excellence
- Commercial Excellence
- GTM Strategy
- Business Planning
- Revenue Growth
- Channel Strategy
- Category Strategy
- Sales Transformation
- Market Expansion
- Commercial Strategy

Candidates from the following industries would be particularly relevant:

Building Materials / Construction Products

- Pipes & Fittings
- Bathware
- Tiles
- Cement
- Paints
- Sanitaryware

Consumer & Distribution-led Businesses

- Consumer Durables
- Electricals
- Home Improvement
- FMCG
- Retail

Other Relevant Sectors

- Industrial Products
- Automotive
- Auto Components
- B2B Products
- Real Estate

📌 Manager/ Sr Manager_ Sales Strategy_ GTM & Commercial Excellence (Mumbai)
🏢 Fyndbridge Consulting Services
📍 Mumbai