Senior Manager/AGM - Sales Excellence/Sales Capability - FMCG

Sr. Manager / AGM, Sales Excellence / Sales Capability - FMCG

At present, we are having an urgent opening for Sr. Manager / AGM, Sales Excellence / Sales Capability for a REPUTED FMCG Co based at MUMBAI location.

The company is a fast-growing FMCG company with a yearly turnover of 1200 - 1600 crores

Role Overview :

The purpose of this role is to drive GTM strategy through a professionally managed distribution system across divisions of the company. These process should deliver improved pricing, superior salesforce effectiveness, product mix, better customer engagement through a trained and equipped sales team.

Reports To : Head - Customer Marketing and Analytics / SALES HEAD

KEY RESPONSIBILITIES :

- Responsible for deployment of key global and local sales programs & trainings on sales behaviors and competencies.

- Increase sales capability and drive behavioral change with the focus and lens around sales process & methodology.

- Trusted advisor to market management team on commercial transformation and sales execution with accountability to achieve agreed KPIs.

- Drive and monitor key KPIs such as Visibility, Winrates, Sales Funnel Health (Accuracy & Completeness), Lead Management (MQL to Opportunity), Conversion rates, Sales Productivity and Scores, OIT and NPS

- Coach top opportunities at risk, by applying Customer focused selling (CFS) tools & techniques and Segmentation and Targeting.

- Improve sales productivity of the market by driving funnel health, gaining sales efficiency and/or sales effectiveness.

- Lead sales improvement projects, supports strategy and deployment in line with management team's top performance priorities

- Responsible for the continuous improvement and maintenance of the commercial model analytics to support data-driven decisions at customer level and drive performance.

- Carry out Market Analysis and Competitive Intelligence to support the leadership team's decision making.

- Drive monthly forecasts, control annual budgets and prepare strategic business outlook

- Analyze the usage of the CRM and MIS portals and identify areas of improvement. Drive the tracking of sales and activity KPIs. Run programs to assess and improve the quality of CRM data and to foster usage.

- Developing a high performance culture, capability building and learning mindset for the field force. Establish selling skills and KAM /SAM capabilities by coordinating the execution of training programs. Monitor the execution of the KAM/ SAM approach and identify areas of improvement.

- Spearhead effective cross-functional linkages for sales force structure, including hiring, capability building, right sizing, designing career pathways, operational effectiveness, coaching sales leaders for future leadership roles.

- Lead the annual budget planning (ABP) and collaboration from sales & marketing teams, to translate LRP goals into actionable sales & marketing strategies Develop tools/ processes to enable efficient execution of the strategies and tracking mechanism to ensure timely execution

- Ensure corporate submissions pertaining to India Business viz. - Review meetings, Monthly, Quarterly and other periodic Reports & Dashboards, Deviation reports etc