Head - Sales Strategy & Excellence - FMCG/Durable Industry

Role & responsibilities :

The Head - Sales Strategy and Excellence will act as the central transformation engine for the B2C business, driving:

- Sales process excellence

- E-commerce growth

- Digital and analytics-led initiatives

- Structured program management

- Performance governance across verticals

This role will integrate Sales Excellence, E-commerce, and Data & Insights into a unified Center of Excellence (COE) to accelerate sustainable, scalable B2C growth.

Sales Process Excellence:

- Design and institutionalize best-in-class B2C sales processes

- Standardize KPIs, review mechanisms, and governance frameworks

- Drive secondary & tertiary sales visibility and tracking

- Improve productivity across field sales teams

- Identify bottlenecks and implement scalable solutions

E-Commerce & Digital Growth:

- Own B2C e-commerce strategy across marketplaces & D2C platforms

- Drive digital revenue growth and channel optimization

- Improve digital assortment, pricing discipline, and content execution

- Coordinate with marketing & supply chain for seamless digital execution

- Evaluate new digital business models and partnerships

Analytics & Insights:

- Lead data-driven decision making for B2C

Build dashboards for:

- Revenue

- Productivity

- Channel performance

- SKU performance

- Market penetration

- Convert data into actionable business insights

- Drive predictive and forward-looking analytics initiatives

Program Management & Transformation:

- Lead cross-functional initiatives end-to-end

- Apply structured program management discipline

- Drive design thinking workshops for business problem-solving

- Institutionalize continuous improvement frameworks

Growth Acceleration:

Identify growth levers across:

- Distribution

- Channel mix

Preferred candidate profile:

- Education : MBA/PGDBM from premier Institute ONLY.

- The candidate must have 12-15 years of experience in Sales Excellence, Sales process transformation, Data analytics & dashboarding and Program management with Cross-functional leadership.

About company :

Our client a large and a diversified group with strong presence in India and overseas.