Head - Commercial Excellence - Sales - FMCG (12-15 yrs)
1 month ago
Title : Head - Commercial Excellence
Reporting : VP - Sales
Direct Reports : 4 - 3 Leads (Managers) on GTM, Sales Excellence and Technology, 1 BI Resource
Indirect Reports : BCEMs in each Branch (Dotted) - 4
Location: Ahmedabad
Department : Sales
Job Purpose : Be the changemaker of a Future Ready Sales Platform for the various channels leveraging BIC GTM processes, and technology enablement and create a culture of execution
Key Stakeholders : Internal - Branch Heads, Customer Marketing, IT, HR, Finance
External : Technology and Capability Partners
Pre-requisite Role Requirements :
Qualification : MBA Premier 'B' School
Experience : 12 - 15 years of work experience, Primarily FMCG
Preferred Age Group : 33-38
Technical Competencies : Exposure to multiple categories, strong commercial acumen, analytical skills, Excellent communication and negotiation skills
Behavioural Competencies : Conflict Resolution, Resilience, Result orientations, Leadership
Key Responsibilities :
- Develop and deploy a compelling vision and road map for the Sales organisation to build a Future Ready and evolving Platform to deliver on hard performance metrics while optimising the overall Cost to Serve
- National owner of RTM opportunities across various Retail environments, sub-channels and town classes - to design and monetize the same through the Branch Heads.
- Develop predictive analytics sales decision platforms levering BIC technology tools leveraging AI, ML and algorithm-led analytics
- Build a culture of engagement, purpose and precision in the 2500+ Sales organisation by way of Capability building, Incentives and R&R
People Management :
- Being a People Manager also sets very high standards of delivery and expectations from his team, indirect peers, etc.
- Have a very high degree of capability of moving the needle with stakeholders; Pushing the envelope comes naturally to you
- Have a constant eye on the development of his team in terms of their skills, approach and conceptual strength
Financial Dimensions :
- Owner of significantly large ticket Investments on Incentives, Technology and GTM drives
- Ability to drive high ROI from large ticket investments in various functional initiatives
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