Senior Commercial Excellence Strategy

3 days ago

Mumbai, India Iron Mountain Full time

About the Role:


The Commercial Excellence Senior Strategy & Analytics Lead will drive strategies and operational improvements to accelerate revenue and margin growth, whilst enhancing sales productivity and seller experience. It is a key role supporting the India business across all BUs.


What You’ll Do:

  • Drive coverage strategies in line with the India growth objectives. Develop a data-driven GTM plan for India, and drive its execution through the annual planning cycle across customer segmentation and account buying potential/ propensity calibration, coverage model design, sales target allocation and territory design, and ongoing sales performance management.
  • Drive intelligence and insight around market buying trends and preferences of customers, to inform the GTM design for India.
  • Work closely with the global Commercial Excellence and India Commercial stakeholders to drive implementation of transformational programs aimed at modernizing commercial processes and analytics.
  • Drive Sales Operations rigour for the India business. Equip sales managers on effective account planning and drive cadence to monitor follow-through actions.
  • Develop and operationalize best in class sales processes and tools for India Sales. Identify bottlenecks in existing sales processes and recommend improvements. Collaborate with sales leadership to implement process changes that enhance productivity and streamline operations.
  • Mentor and coach junior team members in the India Commercial Excellence team. Provide thought leadership on analytical frameworks for effective problem solving.
  • Work cross-functionally to drive the execution of strategic priorities.


What Excites Us:

  • 8+ years of experience in management consulting, or strategy and operations..
  • Proven experience in leading both strategy formulation and implementation of complex initiatives.
  • Expertise in market assessment, opportunity sizing, customer segmentation, sales coverage design, and operational reporting.
  • Advanced analytical skills, including the ability to interpret both qualitative and quantitative research to validate hypotheses.
  • Ability to work independently, multi-task and prioritize in fast-paced and ambiguous environments.
  • Excellent communication skills and strong executive presence.
  • Intellectual curiosity with a strong ability to think both strategically and tactically, with a keen attention to detail and follow-through.
  • Ability to lead by influence, cross-functionally and cross-culturally, within a matrixed organization.

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