Job Introduction

Accountabilities

1. Outlet Universe Data & Systems Management

- Maintain a state-wide compliance checklist impacting RTM execution (license type, dry days, permitted promotions, pricing/MRP rules, billing documentation expectations). Work with distributors to ensure audit-ready documentation.
- Identify behavioural trends and SFA tool usage gaps/risks by reviewing and analysing the gap Sales Ops reports.
- Integrate geographic and socioeconomic data to continuously enrich outlet & customer database/intelligence.
- Diagnose recurring issues in SFA platform and work with cross-functional teams to propose systemic fixes.
- Implement & Update outlet segmentation & classification aligned with global standards.
- Review Insights from SFA reports, Power BI dashboards, cash-up reports and work with field sales managers/ sales reps to align & monitor actionable performance objectives.

2. Coverage & Callage Management

- •Set monthly journey plan expectations; factor in travel, training, and off-trade days- and optimize daily route plans using journey planner inputs, clustering logic, and traffic pattern analysis
- Lead a weekly Operating Rhythm with respective market stakeholders and review/ call to action basis an aligned business performance metrics (depletions, stock cover, fill rate, claims/returns, overdue, scheme hygiene) and drive closure.
- Conduct market audits to continuously test and refresh relevant outlet universe per geography and brand fit.
- Allocate territories using planning tools; simulate capacity and continue optimising coverage basis market level activation calendar, priorities and maximizing impact & efficiency of capacity available.
- Define annual callage targets and visit frequency rules basis Numeric & Weighted coverage expansion and outlet classification.

3. Performance Management & Improvement

- Implement the global Gap Closure Cycle (IBOR) and localize basis market needs; embed within relevant forums.




- Set and track new store acquisition and prospecting as distinct performance metrics-Outlet segmentation / prioritization logic (A/B/C/D, potential scoring) and refresh cadence; Campaign/activation effectiveness using business metrics (post campaign lift vs baseline, brand deliverables achieved, repeat orders and range increase through new listings);Exception flags: under-callage, low conversion beats, exceptional/ one-time discounting/credit notes, unusual peaks/ troughs in depletion trends and analysing root cause to clearly define action plans for mitigation where required.
- Lead structured performance reviews and align incentive structures to key KPIs- provide KPI logic and governance inputs to incentive design; ensure KPI measurement integrity and reporting

4. Sales Enablement & Capability Development

- Design and deploy call plan templates and planning tools.
- On the Job frontline Induction and Training co-owned with Commercial Capability lead and Line manager across FTEs and 3P manpower
- Embed MES principles and standardise key sales processes (e.g., activations, order-taking, opportunity management).

5. Business & Financial Alignment

- Align local operations with brand guidelines & priorities and annual activation calendar
- Ensure annual plans reflect Market Maturity Assessment areas’ improvement Plan and RTC Priorities..

What we can offer you

- We offer a competitive salary and perks which are designed to promote our employees financial wellbeing. Employees are also eligible to participate in a bonus plan.
- Our employees enjoy a generous holiday entitlement.
- Private Healthcare for employees and dependents
- Pension provision for local nationals is addressed by the statutory Employees’ Provident Fund.
- Our Employee Assistance Programme offers practical, impartial support on everyday matters ranging from medical, financial and legal to home and family issues.
- Private Life Assurance
- Product allocation so that you can enjoy our fantastic portfolio of brands.
- Every employee has the opportunity to claim up to £1, per year for a charity or charities for which they have raised money, volunteered their time or personally donated.
- Learning resources to help you be your best self.

📌 Regional Sales Ops Manager- North (India)
🏢 William Grant & Sons
📍 India