Key Responsibilities:

1. Annual S&D; Planning & Governance

- Drive annual Sales & Distribution planning process aligned with business growth objectives.
- Develop and monitor extraction, Channel Partner (CP) expansion, and retail coverage expansion roadmaps.
- Establish governance mechanisms, review cadence, and performance tracking systems.
- Partner with Regional and Branch Sales teams to ensure execution against annual plans.

2. Manpower Planning & Deployment Strategy

- Define sales organization structure and manpower norms.
- Develop deployment models based on market potential, outlet universe, and productivity benchmarks.
- Monitor manpower productivity and recommend resource optimization initiatives.
- Support annual budgeting and manpower planning exercises.

3. Branch Sales Scorecards & Business Reviews

- Design and institutionalize branch and regional scorecards.
- Lead monthly, quarterly, and annual performance reviews.
- Build performance dashboards and actionable insights for leadership.
- Drive accountability and corrective action planning across regions.

4. Sales Process Excellence (SFDC)

- Act as business owner for SFDC and sales automation initiatives.
- Define and improve sales processes, workflows, and adoption metrics.
- Work with IT, Digital, and Vendor teams for capability enhancements and rollouts.
- Drive user adoption, compliance monitoring, and process governance.

5. NPD Go-to-Market (GTM) Excellence

- Develop standardized GTM frameworks for New Product Launches.
- Coordinate with Marketing, Product Management, Supply Chain, and Sales teams.
- Ensure readiness on distribution, visibility, training, schemes, and execution.
- Monitor launch KPIs and recommend course corrections.

6.



Annual Sales Conference & Capability Programs

- Lead planning and execution of the Annual Sales Conference.
- Design sales engagement and recognition programs.
- Coordinate capability-building initiatives and training interventions.
- Support field force communication and change management programs.

7. Territory Ways of Working

- Define standardized territory management principles and execution routines.
- Drive productivity enhancement through structured call planning and outlet coverage.
- Institutionalize best practices across regions.
- Measure compliance and effectiveness of field execution standards.

8. Master Data Management

- Govern sales hierarchy, outlet master, distributor master, and customer master data.
- Establish data quality processes and audit mechanisms.
- Ensure data accuracy across SFDC, ERP, BI, and reporting systems.
- Lead master data standardization initiatives across the organization.

9. Cross Functional Leadership

- Collaborate with Sales, Marketing, Supply Chain, Finance, HR, IT, and Digital teams.
- Lead strategic capability projects and transformation initiatives.
- Manage external consultants, technology vendors, and implementation partners.
- Present periodic updates and recommendations to senior leadership.

Desired Candidate Profile

- 7+ years of experience in Sales Excellence, Sales Planning, Sales Operations, GTM Excellence, or Commercial Capability roles.
- Strong understanding of General Trade distribution and sales processes.
- Experience managing CRM platforms, preferably SFDC.
- Solid analytical and stakeholder management capabilities.
- Proven ability to drive change management and national-scale capability initiatives.

📌 National Sales Excellence Manager (India)
🏢 V-Guard
📍 India