Regional Commercial Excellence Manager - FMCG/Online

Responsibilities:

COVERAGE EXPANSION :

Being the leader & champion for GTM interventions in the region, the incumbent is expected to:

- Identify right GTM (Go to Market) model for town/outlet coverage and devise action plan in coordination with ASMs to unlock the town potential/ opportunity.

- Town Development - Identify towns in terms of coverage & volume opportunity basis benchmarked category performance, population & macro-economics indicators. Planning the additional intro requirements, investment requirements, RTM changes basis potential.

- Alternate GTM Models - Strategize, plan and pitot GTM interventions (benchmarked to peer companies) thot wilt take the sales organization to the next level.

- Execute national strategies in the region as per expectations.

OPTIMUM RESOURCE UTILIZATION:

- Manpower Utilization - Track & review the span (Direct reports, distributors, salesman, Outlets) & business size handled at every role/layer. Drive the optimum headcount across geography basis the business size, span & growth potential opportunities.

- Optimum scale of Distribution - plan the right distributor size, channel coverage & count across geographies in co-ordination with branch teams.

DRIVING SALES CAPABILITY:

Being the leader & champion for capability interventions, the incumbent is expected to:

- Identify qaps /opportunity areas in skirt set of field force and developing capability interventions (On the job training, classroom training programs etc.) to plug the some

- Execute national level capabilities interventions in the region.

- Ensure that the skills set of field force matches with Organization expectations and optimum Incentive is earned by the field force

LEADING SALES IT & AUTOMATION:

Being the tender & champion for sales IT interventions in the region, the incumbent is expected to:

- Design on analytics backbone thot provides seam-less access to information at all levels in order to aid effective & efficient decision-makinq.

- Leveraging data analytics to drive key Sates Transformation initiatives in the areas