OverviewThe Senior Manager - Commercial S&T supports the digital and commercial transformation of PepsiCo India by leading analytics, channel enablement, and technology-driven initiatives that enhance sales efficiency, customer engagement, and market competitiveness. The role translates strategic priorities into digital programs and performance insights that drive revenue growth and commercial excellence.
Responsibilities- Support the Director in executing the digital commercial strategy and roadmap in partnership with Sales, Marketing, IT, and Finance.
- Drive commercial analytics and performance tracking, developing dashboards and KPIs to measure sales productivity, trade investment ROI, and profitability.
- Analyze channel and customer performance data to identify opportunities for growth in Modern Trade, eCommerce, and B2B.
- Lead initiatives to digitize core commercial processes, such as pricing, promotions, customer relationship management, and sales forecasting.
- Partner with IT and Sales teams on the implementation of B2B, SAP, CRM, and Sales Force Automation platforms to ensure seamless system integration.
- Translate business requirements into digital and data solutions, ensuring alignment with global system architecture.
- Work with Sales and Category teams to develop insights on channel efficiency and customer engagement using predictive analytics.
- Manage and analyze trade investment effectiveness, supporting optimization of spend across channels and key customers.
- Contribute to go-to-market transformation programs, including automation, field sales enablement, and capability building.
- Support the development of business cases for new digital tools, technology investments, and commercial transformation projects.
- Monitor commercial KPIs, preparing reports for leadership on trends, risks, and strategic opportunities.
- Collaborate with Marketing, Supply Chain, and Finance to ensure integrated commercial execution.
- Manage relationships with technology vendors, analytics partners, and consultants supporting digital commercial initiatives.
- Drive adoption and training for new commercial tools and systems across sales teams.
- Act as a digital transformation advocate, promoting innovation, data-driven decisions, and agility in the commercial organization.
Qualifications- 8-10 years of experience in commercial strategy, sales analytics, or digital transformation within FMCG, retail, or B2B sectors.
- Hands-on experience with B2B, SAP (SD/MM), CRM, or sales enablement systems.
- Strong analytical capability with proficiency in Power BI, Tableau, or equivalent analytics platforms.
- Experience in process automation, customer engagement tools, or sales capability programs.
- Strong business acumen, problem-solving, and communication skills.
