Position Title: Salesforce Excellence (SFE) Manager 

Reports to: Commercial Director 

Scope: Modern Trade (Drugstores), Beauty Specialty Channels & Strategic Projects 

1. MISSION SUMMARY The Salesforce Excellence Manager is responsible for driving the effectiveness and efficiency of the sales organization. You will bridge the gap between commercial strategy and field execution by optimizing sales structures, defining KPIs, and leveraging data analytics. You will act as the strategic lead for our professional outsourcing agency, ensuring sales fundamentals are met while spearheading digital transformation and sales automation.

2. KEY RESPONSIBILITIES

Sales Strategy & Operationalization

• Strategic Alignment: Translate high-level commercial strategies into actionable field plans at the territory, route, and outlet levels.
• Segmentation: Lead customer segmentation, classification, and targeting exercises to ensure resources are focused on high-growth opportunities.
• Market Dynamics: Maintain a deep understanding of channel-specific drivers (MT, Drugstore, BS) to adapt sales tactics accordingly.

Sales Force Optimization & Sizing

• Resource Deployment: Continuously evaluate and optimize the sales force structure, ensuring the right span of control and customer-facing time.
• Role Definition: Define clear Roles & Responsibilities (R&Rs) to minimize overlap and maximize productivity.

Process Excellence & Governance

• Execution Framework: Design and deploy standardized selling processes, including Must-Have SKUs (MHS), target setting, and Master Data Management.
• Process Custodian: Ensure strict compliance with field discipline guidelines while identifying opportunities to simplify or automate manual workflows.

Performance & Reward Management

• KPI Architecture: Develop and communicate clear KPIs aligned with the global Sales Policy and Fieldforce Excellence standards.
• Incentive Design: Partner with HR and Finance to design and review incentive schemes that motivate the right behaviors and reward over-performance.
• Governance: Act as the final authority on incentive calculations and payout SOPs to ensure transparency and integrity.

Data Intelligence & Digital Transformation

• Insight Generation: Develop advanced trackers and dashboards (Compliance, Capability, Off-take, Competitor Intelligence) for leadership and field managers.
• Sales Automation: Identify and implement Sales Force Automation (SFA) tools and digital solutions to improve field productivity.
• Capability Building: Empower Field Managers to interpret data and take timely, data-driven actions.

3. CANDIDATE PROFILE

Education & Experience

• Degree: University or Post-Graduate degree in Business, Science, or related fields.
• Years of Experience: Minimum 8 years of sales experience (FMCG, Nutrition, Pharma, or Consulting), with at least 3 years in a managerial role.
• SFE Expertise: 2–3 years of dedicated experience in Sales Force Excellence or Sales Operations. Experience with "Big 4" consulting is a significant plus.

Core Competencies

• Analytical Power: Ability to turn complex data sets into simple, actionable commercial insights.
• Stakeholder Management: Proven ability to influence senior leadership and manage external agencies/partners.
• Change Management: Experience in leading teams through process or digital transformations.
• Project Management: Disciplined approach to managing timelines, resources, and cross-functional dependencies.