Job Overview:

The Chief Manager - Sales Development will drive Sales Force Effectiveness, Go-to-Market transformation and execution excellence across the PCH Sales organisation. The role will translate business strategy into scalable Sales interventions across field-force productivity, incentives, distributor engagement, GTM, Sales analytics and execution governance. The role will partner closely with Sales leadership and cross-functional teams to identify growth opportunities, design interventions, pilot new ways of working and drive successful implementation across the organisation.

Qualification:

Graduation (Mandatory). MBA / PGDM in Sales, Marketing, Analytics or equivalent (Preferred).

Relevant Experience:

8 - 12 years of experience in FMCG, Consumer Healthcare, OTC, or Consumer Products.

Mandatory experience as an Area Sales Manager (ASM) in General Trade (GT).

Minimum 18 months of line sales experience at the ASM level in the OTC industry.

Prior experience handling the chemist channel for FMCG / OTC products is mandatory.

Strong understanding of frontline sales, distributor management, territory planning, and General Trade execution.

Experience in Sales Development, Sales Excellence, Sales Force Effectiveness (SFE), Sales Operations, or Commercial Excellence is preferred.

Strong analytical skills with advanced proficiency in MS Excel and PowerPoint.

Roles & Responsibilities:

1. Sales Force Effectiveness & Productivity:

- Drive the Sales Force Effectiveness agenda across field-force productivity, deployment, territory optimisation, coverage and Sales execution.

- Identify productivity opportunities across TSO / TSI / ASM and design interventions to improve effectiveness.

- Partner with Sales leadership on manpower deployment, territory potential and productivity improvement.

2. Sales Incentive Strategy & Governance:

- Own the Sales Incentive philosophy and design, aligned to business priorities and desired Sales behaviours.

- Design and periodically review incentive structures, metrics, thresholds and payout mechanisms.

- Evaluate incentive effectiveness, ROI and behavioural impact and drive continuous improvement.

- Ensure robust governance and execution through the Sales Development Operations team.

3. Distributor Engagement & Sales Transformation:

- Drive initiatives to improve distributor productivity, engagement, service levels and commercial effectiveness.

- Develop scalable interventions across distributor economics, engagement and execution.

- Identify opportunities to strengthen the GT distribution model and improve market productivity.

4. Go-to-Market & Execution Excellence:

- Lead GTM / RTM transformation initiatives to improve market coverage, distribution, productivity and execution.

- Drive pilots and new ways of working across channels / geographies and scale successful interventions.

- Identify execution gaps and translate market insights into actionable Sales solutions.

5. Sales Analytics & Performance Management:

- Own the overall Sales Development analytics agenda, ensuring availability of relevant performance insights for decision-making.

- Leverage Sales, distribution, field-force and market data to identify trends, opportunities and root causes.

- Drive performance scorecards and governance mechanisms for key Sales initiatives.

6. Strategic Projects & Automation:

- Lead high-impact Sales transformation projects across process automation, Sales governance, productivity and execution effectiveness.

- Identify opportunities to automate / simplify Sales processes and reduce administrative effort for the field.

- Drive projects from problem identification - solution design - pilot - implementation - scale-up.

7. OTX & Channel Development:

- Drive the OTX opportunity by identifying relevant channel / market opportunities and developing scalable execution models.

- Partner with Sales and cross-functional teams to pilot, evaluate and scale OTX initiatives.

8. People & Capability:

- Build capability within the Sales Development team and create strong analytical and execution capabilities.

- Coach and develop direct reports and establish clear ownership, governance and ways of working.

- Foster a data-driven, problem-solving and continuous-improvement culture.

9. Governance & Stakeholder Management:

- Establish effective governance for key Sales Development initiatives and ensure timely decision-making and execution.

- Act as a strategic partner to Sales leadership, providing insights, recommendations and solutions on critical Sales challenges.

- Ensure alignment across Sales and cross-functional stakeholders for successful implementation.