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Job Description
Senior Manager - Sales DevelopmentThe Chief Manager — Sales Development will drive Sales Force Effectiveness, Go-to-Market transformation and execution excellence across the PCH Sales organization. The role will translate business strategy into scalable Sales interventions across field-force productivity, incentives, distributor engagement, GTM, Sales analytics and execution governance.The role will partner closely with Sales leadership and cross-functional teams to identify growth opportunities, design interventions, pilot new ways of working and drive successful implementation across the organization.
Reports To: Head — Sales Development
Reportee(s): Manager — Sales Development – Operations; MIS Executive
ESSENTIAL QUALIFICATION & EXPERIENCE:
• Graduation (Mandatory). MBA / PGDM in Sales, Marketing or equivalent (Preferred).
• 8–12 years of relevant experience in FMCG / Consumer Healthcare / OTC / Consumer Products.
• Strong frontline Sales experience with successful ASM / equivalent General Trade experience preferred.
• Experience in Sales Development / Sales Excellence / SFE / GTM / Commercial Excellence / Sales Operations preferred.
• Proven experience in driving cross-functional Sales transformation and execution projects.
KEY STAKEHOLDERS: INTERNAL
• Sales Leadership & Field Sales
• Marketing / Trade Marketing
• Finance
• Supply Chain / CFA & Depots
• Human Resources
• Commercial / Customer Service
• Business Analytics / Digital teams
KEY STAKEHOLDERS: EXTERNAL
• Distributors / Channel Partners
• Technology / Data partners
• External agencies / partners
KEY ROLES / RESPONSIBILITIES:
• Sales Force Effectiveness & Productivity
• Drive the Sales Force Effectiveness agenda across field-force productivity, deployment, territory optimization, coverage and Sales execution.
• Identify productivity opportunities across TSO / TSI / ASM and design interventions to improve effectiveness.
• Partner with Sales leadership on manpower deployment, territory potential and productivity improvement.
• Sales Incentive Strategy & Governance
• Own the Sales Incentive philosophy and design, aligned to business priorities and desired Sales behaviours.
• Design and periodically review incentive structures, metrics, thresholds and payout mechanisms.
• Evaluate incentive effectiveness, ROI and behavioural impact and drive continuous improvement.
• Ensure robust governance and execution through the Sales Development Operations team.
• Distributor Engagement & Sales Transformation
• Drive initiatives to improve distributor productivity, engagement, service levels and commercial effectiveness.
• Develop scalable interventions across distributor economics, engagement and execution.
• Identify opportunities to strengthen the GT distribution model and improve market productivity.
• Go-to-Market & Execution Excellence
• Lead GTM / RTM transformation initiatives to improve market coverage, distribution, productivity and execution.
• Drive pilots and new ways of working across channels / geographies and scale successful interventions.
• Identify execution gaps and translate market insights into actionable Sales solutions.
• Sales Analytics & Performance Management
• Own the overall Sales Development analytics agenda, ensuring availability of relevant performance insights for decision-making.
• Leverage Sales, distribution, field-force and market data to identify trends, opportunities and root causes.
• Drive performance scorecards and governance mechanisms for key Sales initiatives.
• Strategic Projects & Automation
• Lead high-impact Sales transformation projects across process automation, Sales governance, productivity and execution effectiveness.
• Identify opportunities to automate / simplify Sales processes and reduce administrative effort for the field.
• Drive projects from problem identification → solution design → pilot → implementation → scale-up.
• OTX & Channel Development
• Drive the OTX opportunity by identifying relevant channel / market opportunities and developing scalable execution models.
• Partner with Sales and cross-functional teams to pilot, evaluate and scale OTX initiatives.
• People & Capability
• Build capability within the Sales Development team and create strong analytical and execution capabilities.
• Coach and develop direct reports and establish clear ownership, governance and ways of working.
• Foster a data-driven, problem-solving and continuous-improvement culture.
• Governance & Stakeholder Management
• Establish effective governance for key Sales Development initiatives and ensure timely decision-making and execution.
• Act as a strategic partner to Sales leadership, providing insights, recommendations and solutions on critical Sales challenges.
• Ensure alignment across Sales and cross-functional stakeholders for successful implementation.
KEY COMPETENCIES:
Seek to GROW | Seek to TRANSFORM | Seek to SERVE
• Strong Sales Force Effectiveness and GTM understanding.
• Strong commercial and strategic thinking with ability to connect Sales interventions to business outcomes.
• Deep understanding of General Trade, distributor economics and frontline Sales execution.
• Strong analytical and problem-solving capability.
• Ability to design and execute large-scale Sales transformation initiatives.
• Excellent stakeholder management and influencing skills.
• Strong project management and change management capability.
• Ability to simplify complex problems and create scalable solutions.
• High ownership, agility and bias for action.
• Strong communication and presentation skills.
• Strong proficiency in Excel / PowerPoint and familiarity with Sales analytics / BI tools.
