Lead Commercial Excellence

Job Tittle : Lead Commercial Excellence

Location : Bangalore

Minimum Years of exp : 6 Years

Targeting and incentives

• Designing of target and incentive structures to drive organization priorities
• Lead the development of incentive plans to drive business outcomes and motivate the field force
• Identify levers to improve current process of target setting and enhance the effectiveness of incentive structure
• Review of targets and incentives for fairness and accuracy

Deployment & Customer engagement

• Conduct regular assessment of field force deployed and identified levers to improve productivity with recommendations
• Define and implement different RTM models to leverage opportunities in Modern trade, E commerce, Omni channels with ability to create business case
• Define KPIs to improved field force productivity
• Drive all Sales Input KPIs like Coverage, Distribution, Must Sell SKUs, Cooler Purity etc

Data Driven Decision Making

• Conduct and drive business analytics with clear ability to translate data into insights and actionable items
• Engage with external partners to get market insights and intelligence
• Support analytics design decisions by taking relevant inputs from business team and defining clear plan for analytics team; pushes analytics teams to confirm assumptions, extract relevant insights and to interpret the models and outputs
• Enhance Data Driven Capability at Sales manager level; Translate analytics insights into specific execution and drive change management.

Sales force effectiveness

• Alignment with the Sales Managers, Commercial managers, Management team and hold team accountable to the Strategy and key priorities.
• Develops and Deploys Plan Of Action incl Talking points and Reviews the same to ensure consistent and effective messaging
• Field performance reporting and execution analytics
• Map Efforts with Outcomes (Primary Sales/Secondary Sales/stocks/returns), to identify opportunity areas and drive efficiency
• Engage with and support Sales Team to review, propose and develop/redesign es sales strategy (growth strategy, segmentation, targeted offerings, routes to market)
• Guide, monitor and control implementation & execution of SFA processes and principles: segmentation & targeting, goal setting, planning and reporting in CRM, tracking of marketing activity execution.

1. Job Challenges

• Managing three different market operating models (corporation/distributor/wholesaler) each associated with unique dynamics and business risks
• Ensuring business stability and consistency given each state within the region has different laws and regulations governing liquor manufacturing and sales
• Managing relationship with key stakeholders to resolve critical business issues, with required sensitivity

III. Education and Experience Guidelines

Education guidelines

• Minimum Degree: Master's in business administration

Desired experience

• 6-10 years of experience in Commercial excellence role in FMCG
• Strong implementation and execution mindset with track record in implementation of large-scale projects
• Understanding of the Alco-Bev industry dynamics and market operating models.