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Senior Manager - Sales Development The Chief Manager — Sales Development will drive Sales Force Effectiveness, Go-to-Market transformation and execution excellence across the PCH Sales organization. The role will translate business strategy into scalable Sales interventions across field-force productivity, incentives, distributor engagement, GTM, Sales analytics and execution governance.The role will partner closely with Sales leadership and cross-functional teams to identify growth opportunities, design interventions, pilot new ways of working and drive successful implementation across the organization.

Reports To: Head — Sales Development

Reportee(s): Manager — Sales Development – Operations; MIS Executive

ESSENTIAL QUALIFICATION & EXPERIENCE:

- Graduation (Mandatory). MBA / PGDM in Sales, Marketing or equivalent (Preferred).
- 8–12 years of relevant experience in FMCG / Consumer Healthcare / OTC / Consumer Products.
- Strong frontline Sales experience with successful ASM / equivalent General Trade experience preferred.
- Experience in Sales Development / Sales Excellence / SFE / GTM / Commercial Excellence / Sales Operations preferred.
- Proven experience in driving cross-functional Sales transformation and execution projects.

KEY STAKEHOLDERS: INTERNAL

- Sales Leadership & Field Sales
- Marketing / Trade Marketing
- Finance
- Supply Chain / CFA & Depots
- Human Resources
- Commercial / Customer Service
- Business Analytics / Digital teams

KEY STAKEHOLDERS: EXTERNAL

- Distributors / Channel Partners
- Technology / Data partners
- External agencies / partners

KEY ROLES / RESPONSIBILITIES:

• Sales Force Effectiveness & Productivity

- Drive the Sales Force Effectiveness agenda across field-force productivity, deployment, territory optimization, coverage and Sales execution.
- Identify productivity opportunities across TSO / TSI / ASM and design interventions to improve effectiveness.
- Partner with Sales leadership on manpower deployment, territory potential and productivity improvement.





• Sales Incentive Strategy & Governance

- Own the Sales Incentive philosophy and design, aligned to business priorities and desired Sales behaviours.
- Design and periodically review incentive structures, metrics, thresholds and payout mechanisms.
- Evaluate incentive effectiveness, ROI and behavioural impact and drive continuous improvement.
- Ensure robust governance and execution through the Sales Development Operations team.

• Distributor Engagement & Sales Transformation

- Drive initiatives to improve distributor productivity, engagement, service levels and commercial effectiveness.
- Develop scalable interventions across distributor economics, engagement and execution.
- Identify opportunities to strengthen the GT distribution model and improve market productivity.

• Go-to-Market & Execution Excellence

- Lead GTM / RTM transformation initiatives to improve market coverage, distribution, productivity and execution.
- Drive pilots and new ways of working across channels / geographies and scale successful interventions.
- Identify execution gaps and translate market insights into actionable Sales solutions.

• Sales Analytics & Performance Management

- Own the overall Sales Development analytics agenda, ensuring availability of relevant performance insights for decision-making.
- Leverage Sales, distribution, field-force and market data to identify trends, opportunities and root causes.
- Drive performance scorecards and governance mechanisms for key Sales initiatives.

• Strategic Projects & Automation

- Lead high-impact Sales transformation projects across process automation, Sales governance, productivity and execution effectiveness.




- Identify opportunities to automate / simplify Sales processes and reduce administrative effort for the field.
- Drive projects from problem identification → solution design → pilot → implementation → scale-up.

• OTX & Channel Development

- Drive the OTX opportunity by identifying relevant channel / market opportunities and developing scalable execution models.
- Partner with Sales and cross-functional teams to pilot, evaluate and scale OTX initiatives.

• People & Capability

- Build capability within the Sales Development team and create strong analytical and execution capabilities.
- Coach and develop direct reports and establish clear ownership, governance and ways of working.
- Foster a data-driven, problem-solving and continuous-improvement culture.

• Governance & Stakeholder Management

- Establish effective governance for key Sales Development initiatives and ensure timely decision-making and execution.
- Act as a strategic partner to Sales leadership, providing insights, recommendations and solutions on critical Sales challenges.
- Ensure alignment across Sales and cross-functional stakeholders for successful implementation.

KEY COMPETENCIES:

Seek to GROW | Seek to TRANSFORM | Seek to SERVE

- Strong Sales Force Effectiveness and GTM understanding.
- Robust commercial and strategic thinking with ability to connect Sales interventions to business outcomes.
- Deep understanding of General Trade, distributor economics and frontline Sales execution.
- Strong analytical and problem-solving capability.
- Ability to design and execute large-scale Sales transformation initiatives.
- Excellent stakeholder management and influencing skills.
- Strong project management and change management capability.
- Ability to simplify complex problems and create scalable solutions.
- High ownership, agility and bias for action.
- Strong communication and presentation skills.
- Strong proficiency in Excel / PowerPoint and familiarity with Sales analytics / BI tools.

📌 Chief Manager Sales Development (Mumbai)
🏢 Piramalpharma
📍 Mumbai