ROLES & RESPONSIBILITIES

1. Summary

Drive Sales Force effectiveness and commercial efficiency for the Offline business through a professional third-party outsourcing agency and building robust sales fundamentals. This role encompasses operationalizing sales strategies, optimizing sales force structures, refining commercial processes, driving data-driven decision-making, accelerating sales force automation, and designing performance-linked incentive frameworks.

2. Key Responsibilities

1. Sales Strategy Operationalization

• Partner with and empower the Sales Force to translate the overarching commercial strategy into actionable field execution.
• Identify and map sources of growth at the territory, sales route, and individual outlet levels.
• Analyze geographic and channel dynamics to capture market share.
• Lead customer segmentation, classification, prioritization, and targeting exercises to optimize field focus.

2. Sales Force Sizing and Deployment

• Optimize sales force structures, roles, and responsibilities to maximize organizational efficiency.
• Drive resource deployment models based on territory potential, customer classification, target customer-facing time, and optimal span of control.

3. Selling and Sales Operation Processes

• Design, align, and deploy standardized selling and operational processes (including Must-Have SKUs, target-setting methodologies, and customer/salesforce master data management).
• Act as the custodian of sales compliance, tracking process execution across stakeholders to ensure alignment, continuous improvement, and process simplification.

4. Sales Force Roles, KPIs, and Incentive Schemes

• Define and communicate clear roles and KPIs for each sales force position, aligning them with global sales policies and field force excellence standards.
• Design, review, and implement competitive incentive and reward schemes that directly support strategic business priorities.
• Govern the incentive payout process, ensuring robust SOPs for sales performance validation, incentive calculations, and award qualification.

5. Data Analytics, Dashboards, and Automation

• Translate business requirements into robust data and reporting solutions for leadership, senior managers, and field force leads.
• Collaborate with internal data teams and external agencies to design, build, and maintain intuitive trackers and dashboards (covering compliance, capabilities, sell-out, KPIs, competitor intelligence, and inventory).
• Enable field force managers to interpret dashboards effectively, translating data insights into timely, corrective field actions.
• Partner with the Commercial Director and Category Business Directors to identify, propose, and implement Sales Force Automation (SFA) and Customer Relationship Management (CRM) tools to boost field productivity.

6. Route-to-Market (RTM) Strategy & Execution

• Define, design, and implement the end-to-end Route-to-Market (RTM) strategy for the total Commercial Offline team to maximize numeric and weighted distribution.
• Evaluate and optimize physical distribution models, delivery frequencies, and service levels to ensure cost-effective and agile product availability at the point of sale.
• Collaborate with distributor partners and key accounts to identify structural RTM opportunities, streamline the supply chain flow, and improve on-shelf availability.

MINIMUM BACKGROUND / EXPERIENCE REQUIRED

Work Experience:

• Strong commercial experience in FMCG, nutrition, or pharmaceutical sales/consulting, with proven experience in managerial positions.
• Demonstrated experience in Salesforce Effectiveness (SFE), commercial operations, or business consulting.
• Proven track record in data analytics, commercial project management, and managing external agency partners.

Core Skill Requirements:

• Channel & Customer Activation: Ability to drive offline channel growth and optimize customer touchpoints.
• Planning Management & Business Analysis: Strong capability in structured planning and turning data into business insights.
• Commercial Transformation Management: Proven ability to lead change, deploy automation tools, and simplify processes.
• Data Analytics & Governance: High comfort level with dashboards, SFA systems, and data integrity.

Core Trait / Behavior Requirements:

• Adaptability and learning agility in a fast-paced environment.
• Strong stakeholder management, facilitation, and influencing skills.
• Entrepreneurial mindset with the ability to challenge the status quo and drive innovation.
• High level of integrity, teamwork, and self-motivation.

Minimum Education Required:

• University or Post-Graduate Degree (Business, Science, or related fields).