Job Description Customer Channel & Sales (Strategy & Execution)

Position

Analyst / Consultant / Senior Consultant

Role Purpose

Drive end-to-end implementation of sales transformation initiatives for FMCG clients in the General Trade channel. The role focuses on translating business strategies into field execution by coordinating cross-functional teams, managing implementation roadmaps, tracking KPIs, and ensuring sustainable adoption of sales excellence initiatives.

Key Responsibilities

Sales Transformation Implementation

- Develop detailed implementation plans, timelines, governance structures, and milestone trackers
- Coordinate with Sales, IT, Supply Chain, Finance, Marketing, and external technology partners to ensure timely on-ground execution
- Monitor implementation progress and proactively resolve execution bottlenecks

Sales Capability & Productivity

- Implement initiatives to improve salesperson productivity and outlet coverage
- Drive execution of sales capability-building programs, field coaching, and adoption of best practices
- Support the rollout of new sales processes, operating models, and performance management frameworks
- Track productivity KPIs and recommend corrective actions

Distributor Excellence

- Implement distributor management and profitability improvement initiatives
- Drive execution of distributor ROI, working capital, inventory, and service-level improvement programs
- Coordinate distributor onboarding, restructuring, and performance tracking
- Monitor distributor scorecards and implementation progress





Sales Systems & Digital Enablement

- Demonstrate a strong understanding of Sales Force Automation (SFA), Distributor Management Systems (DMS), and other digital sales platforms

Data Analytics & Performance Tracking

- Develop day-to-day dashboards in Excel with strong analytical capabilities

Continuous Improvement

- Identify implementation challenges through field feedback and data analysis
- Recommend process improvements to enhance sales effectiveness
- Standardize implementation practices across regions
- Support pilot programs and national rollouts of new initiatives

Required Skills

- Excellent stakeholder management and coordination skills
- Sales Excellence and GTM implementation
- Solid communication and presentation skills
- Structured problem-solving and execution focus

Preferred Experience

- 3 10 years of experience in FMCG Sales, Sales Excellence, Sales Transformation, or Management Consulting
- Experience implementing sales initiatives in FMCG or Consumer Products
- Exposure to Urban and Rural General Trade (GT), Distributor Management, and Sales Operations
- Experience working with cross-functional business and technology teams
- Knowledge of SFA, DMS, CRM, and analytics platforms

Key Success Metrics

- Timely completion of implementation milestones
- Improvement in salesperson productivity
- Increase in outlet coverage and execution compliance
- Improvement in distributor performance and ROI
- Reduction in implementation delays and project risks

📌 Sales Zonal team - Deloitte (India)
🏢 TRIGENT SOFTWARE PRIVATE
📍 India