Reports to : Regional Sales Head- South Location : Chennai, Tamil Nadu Department : Sales Designation : Regional Commercial Excellence Manager Job Purpose : - To co-own the development and implementation of the India Cx Commercial Execution strategy for the South Region. To build functional, organization and infrastructure capabilities in all sales operations to ensure brilliant service in a wider distribution network of the organization. - To execute a process, people & technology led strategy development sales processes & systems and ensure capability building of Sales Force through delivery of appropriate training programs. Key Requirements : 1. Strong understanding on Distributor Operations and commercials Being the Leader and champion for GTM interventions, the incumbent is expected to: 1. Design the Infrastructure Plan for the geography - including manpower, distribution system, etc- 2. Town / Village level coverage planning & execution in partnership with field team 3. Develop and Track the financial budgets and funding for the necessary Infrastructure 4. Strategize, plan and pilot GTM interventions that will take the Sales organization to the next level. In order to do this successfully, the incumbent needs a strong understanding on Distributor operations and commercials. 2. Strong Understanding on cross functional work in FMCG As part of the role, the incumbent is expected to have a working relationship with the leaders of 1. Finance function - To align on Sales development budget and spends 2. IT - To create the correct IT and analytical solution for the sales organization 3. Analytics - To drive analytics lead decision making with the field force 4. Value Chain - To develop plans to control a few areas of Sales development spends 5. HR Team - To influence GSK Field force hiring and training 3. Strong Networking Skills : The incumbent needs to have the ability to formally and informally network within the organization to develop strong working relationship with the Sales operations team and cross functional teams to deliver the objectives. And externally, the incumbent should also be updated with the latest developments in the industry in order to facilitate and influence the GSK sales team to adapt the best practices. 4. Strong Negotiation and Influencing Skills : As part of the role, the incumbent is expected to challenge some of the current practices to improve efficiencies and effectiveness, for which the incumbent needs strong ability to influence and align the organization. Apart from this, the incumbent will also be partnering with external consultants and agencies, where budgets, timelines and resources have to be negotiated and aligned. 5. Facilitation & Training Skills : Being the Champion for Sales Capability building within the organization, the incumbent is expected to facilitate training interventions wherever needed. Lead the delivery of Winning Sales Skills, iStore Training, Soft skills, Winning Execution, PASSION Sales Call & other training programs at the respective region. 6. Analytical and Strategic Thinking : The organization is at the stage of taking a giant leap on the use of IT tools and analytics and in this regard, this function is expected the lead the work on Sales analytics. Moreover, the function is also the lead for developing Sales dashboards to throw light on the key parameters like Field force effectiveness, billing efficiencies and other commercial parameters. Manage end-to-end predictive analytics solution (iStore) for the region comprising of predictions, incentives & reporting. 7. Feet-on-street Management : Support field-force operations which includes manpower planning, field-force effectiveness tracking for the region. And to partner with the 3rd party vendor to manage outsources field-force operations Nature of Interaction : Internal Organization : 1. Sales Operations Team : Formal interactions during Leadership team meetings and periodic formal discussions with the Regional Leadership team on the infrastructure and sales fundamentals. The incumbent would be expected to have a strong relationship with the Sales operations heads in order to influence key priorities that may sometimes challenge the current practices to improve effectiveness. 2. Finance Team : The incumbent will need to interact with the finance team to influence budgets and spends for effective sales infrastructure deployment. 3. HR Team : Being the owner of Sales infrastructure, manpower and Sales capability building, the incumbent is expected to have a strong working relationship with the Sales HR partner in order to influence and hire optimum and best Sales force with the right training. External Organization : The incumbent is expected to interact with external consultants for developing the right Sales Capability building programs aligned to the C.L.E.A.R profiles. The incumbent is also responsible for stepping up the sales automation and analytics solution for the Sales force and in this regard, the incumbent will also engage formally with external vendors who can build the right systems. Apart from this, the incumbent will also be working with agencies that can positively influence our GSK extended field force (Distributor sales reps and others) through third party solutions etc. Experience / Knowledge / Technical Skills required : Education : MBA from Premier Business School, ideal batch 2010 - 2012 Experience : Minimum 06 years of Sales experience with at least 3 years experience of being an Area Sales Manager in a reputed FMCG company. Experience in a sales strategy role will be an added advantage. Relevant Job Skill/ Abilities : 1. Strong Understanding on Distributor operations and commercials 2. Sound understanding on cross functional work in FMCG - Sales, Finance, IT, Value Chain, Capability building 3. Strong networking skills - Internal cross-functional networking and external networking to understand and replicate successful industry practices 4. Strong Negotiation and Influencing Skills - with Internal organization and external stakeholders 5. Facilitation of training program and Master Trainer Skills 6. Strong analytical skills and strategic thinking

Chennai

GlaxoSmithKline - Regional Commercial Excellence Manager - IIM/MDI/ISB 

GlaxoSmithKline - Regional Commercial Excellence Manager - IIM/MDI/ISB  ,Job Description for GlaxoSmithKline - Regional Commercial Excellence Manager - IIM/MDI/ISB  in GSK Consumer in  Chennai for (6-10) years of experience. Apply Now!

Job Description for GlaxoSmithKline - Regional Commercial Excellence Manager - IIM/MDI/ISB  in GSK Consumer in  Chennai for (6-10) years of experience. Apply Now!