Sales Improvement Manager (Strategy Role)

To drive sales productivity, operational efficiency, and strategic initiatives by working closely with the President - Sales. The role focuses on identifying improvement opportunities, strengthening execution efficiency, and supporting data-driven sales strategy across regions and channels.

Key Responsibilities:

1) Sales Strategy & Planning:

- Work closely with the President - Sales to define short-term and long-term sales strategies.

- Support annual operating plans, sales forecasts, and territory expansion strategies.

- Conduct market and competitor analysis to identify growth opportunities.

- Assist in designing go-to-market (GTM) strategies across channels (General Trade, Modern Trade, E-commerce, etc.).

2) Sales Efficiency Improvement

- Identify productivity gaps across sales teams, distributors, and territories.

- Drive initiatives to improve sales force effectiveness and coverage efficiency.

- Standardize sales processes and optimize sales workflows.

- Improve route-to-market efficiency and territory alignment.

3) Data Analytics & Performance Monitoring

Develop and track key sales KPIs such as:

- Sales productivity per rep

- Territory coverage efficiency

- Distributor ROI

- Secondary sales growth

- Channel-wise performance

- Build dashboards and performance reports for leadership reviews.

- Analyze sales trends and identify areas requiring intervention.

4) Process Optimization

- Identify operational bottlenecks in the sales ecosystem.

- Drive automation and digital initiatives to improve reporting and execution.

- Support implementation of sales tools, CRM, and analytics platforms.

- Improve order-to-delivery and supply alignment processes.

5) Cross-Functional Coordination

Work closely with:

- Sales Teams

- Supply Chain

- Marketing

- Finance

- IT

- Ensure alignment between sales plans and supply availability.

- Facilitate execution of strategic projects across regions.

6) Special Projects & Strategic Initiatives

- Lead strategic initiatives assigned by the President - Sales.

- Conduct pilot projects to test productivity improvement models.

- Support expansion into new markets, channels, or geographies.

- Evaluate effectiveness of promotional and trade initiatives.

7) Sales Capability & Training Support

- Identify skill gaps in sales teams based on performance insights.

- Support development of productivity enhancement frameworks.

- Recommend training interventions and process improvements.

Experience:

- 5-10 years of experience in FMCG sales, strategy, or sales excellence roles

- Prior experience in Sales Excellence / Sales Strategy / Business Transformation preferred

- Experience working with senior leadership or national sales teams preferred