Head of Commercial Excellence

Job purpose:

The Head of Commercial Excellence is overall responsible for maximizing the effectiveness, efficiency, and consistency of a company’s commercial operations. The purpose of the job is to define the right strategies, processes, tools, and data for the commercial organization to operate seamlessly, while delivering overall company’ strategy.

Among others, this is achieved by driving advanced analytics and levering data for decision taking, ensuring salesforce effectiveness and KPI structure, optimal resources allocation, implementation of unified commercial ecosystem of tools and designing the right sales reward, and incentive programs programmes.

Key Responsibilities

Advanced Analytics & Strategic Target Setting

• Lead the design and continuous improvement of advanced analytics capabilities, including target-setting algorithms
• Oversee key platforms and tools
• Drive data-led decision making through project-based initiatives  
• Translate complex data into strategic insights to enable business growth and performance optimization

Salesforce Effectiveness & Performance Management

• Own end-to-end target setting processes
• Lead governance of sales routing, territory design, and distributor coverage models
• Oversee development and utilization of company dashboards to drive performance tracking and transparency
• Ensure effective the picture of successful operationalization and performance measurement across the field force

Application & Data Governance

• Lead deployment and adoption of applications across the organization
• Establish and enforce data management standards, ensuring data accuracy, consistency, and integrity
• Define data governance frameworks, including access control and compliance
• Manage integration and optimization of local and global systems

Trade Census Ownership & Deployment

• Act as Business Owner of the Trade Census platform, ensuring scalability and effectiveness
• Lead new model deployments and continuous enhancement of Trade Census capabilities
• Drive adoption and capability building to maximize business impact from Trade Census insights

Sales Operations & Governance

• Lead Sales Operations, including design and governance of SRP schemes and Special Reward Programs
• Ensure robust performance measurement and accurate payout processes (SRP, DSM, etc.)
• Oversee Distributor Salesman management, payments, and 3rd party vendor management
• Ensure data health, operational compliance, and process governance across all commercial operations

Qualifications and Experience

• University degree Masters and Bachelors, preferably in Business Management, Economics, or Marketing & Sales
• Minimum 10–12 years of experience in Commercial, Sales, Sales Operations, or Commercial Excellence roles, preferably within FMCG or similar fast-paced industries
• Proven track record in leading Commercial Excellence / Sales Operations / Business Analytics at a senior level
• Strong experience in advanced analytics, target setting, and performance management
• Hands-on experience with salesforce effectiveness (territory design, routing, outlet coverage, incentive schemes)
• Experience in deploying and managing digital tools and systems (e.g., Trade Census, dashboards)
• Solid background in data governance, data management, and system integration
• Demonstrated success in leading cross-functional projects and driving large-scale transformation initiatives
• Excellence English communication

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