EY - Senior Consultant - Sales Acceleration & Commercial Excellence - GTM - BPRE - IIM/ISB/FMS/MDI

Senior Consultant - Sales acceleration & Commercial Excellence - GTM - BPRE

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.

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.