Description:
About the Role:
We are seeking a high-impact consultant to drive Sales Acceleration and Commercial Excellence programs end-to-end designing and delivering measurable improvements in revenue growth, margin expansion, and EBITDA improvement. The role spans Sales Transformation, Go-to-Market (GTM) optimization, pricing & discounting excellence, channel/ecommerce strategy, performance management, and cost optimization across sales & commercial functions.
Sector: Building Materials & Real Estate - BPRE
Key Responsibilities:
Sales Acceleration (Primary Focus):
- Diagnose revenue levers (pipeline health, conversion, win-loss, sales cycle, forecasting accuracy).
- Redesign GTM model (customer segmentation, territory design, coverage, key account plans).
- Build Sales Playbooks: customer value propositions, deal qualification, solution bundling, cross-sell/upsell motions.
- Set up Sales Ops cadence: funnel governance, weekly performance huddles, A/B tests, and field enablement.
- Implement Pricing & Discounting Guardrails, Deal Desk, and approval thresholds to protect margin.
- Deploy Incentive/Comp Plan redesign aligned to growth and profitability; define KPIs & scorecards.
- Stand-up Sales Tech stack recommendations (CRM hygiene, CPQ, pipeline analytics dashboards) and adoption.
Sales Transformation:
- Re-architect sales processes (lead-to-order), clarify R&R between marketing, inside sales, field, channel.
- Design inside sales and partner/channel models; align governance and performance metrics.
- Build capability uplift programs: sales skills, coaching, and frontline manager playbooks.
Cost Optimization & EBITDA Improvement:
- Identify cost-to-serve drivers across sales & distribution; reduce SG&A without hurting growth.
- Optimize trade spends, promotions, channel margins, and sales productivity.
- Improve pricing architecture and mix management to expand gross margin.
- Create zero-based commercial budgeting approaches where relevant.
Growth Strategy:
- Define growth thesis and priority battlegrounds by segment/region.
- Size opportunities and build GTM blueprints for new products/channels/geographies.
- Develop 3-5 year value creation plans with clear milestones and ownership.
Delivery & Stakeholder Management:
- Lead cross-functional client workshops with CXOs and commercial leaders.
- Own work-streams, manage analysts/consultants, and deliver board-ready outputs.
- Quantify impact with robust baseline target realized tracking and value assurance.
Must-Have Skills:
- Sales Acceleration & Commercial Excellence: pipeline design, sales ops cadence, playbooks.
- GTM & Channel Strategy: segmentation, coverage models, KAM, partner/e-comm strategy.
- Pricing Excellence: price/mix, discount governance, deal desk, promo ROI.
- Data-driven problem solving: funnel analytics, cohorts, drivers & sensitivity analysis.
- Operating Model & Change: incentives, org design, capability uplift, adoption management.
- Advanced Excel/Analytics & strong PowerPoint storytelling; CRM familiarity (e.g., Salesforce, Dynamics).
Experience & Qualifications:
- Education: MBA from Tier-1 institutes or equivalent
Sector exposure: Industrials, Consumer, Building Products (others welcome: TMT, Auto, Healthcare).
- Demonstrated outcomes in revenue growth, sales productivity uplift, pricing/margin expansion, and EBITDA improvement.
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