Sales Force Effectiveness Manager

Main Job Purpose:

• This position is to drive Sales Force Effectiveness of transformational Sales Force of HVN, where B2B apps, contacts center, new RTM model is implemented
• This role partners with Sales Force Effectiveness APAC in the design & implementation approach, tools, capability across Sales team:
• Driving Data Driven Sales Capability
• Driving change in Sales Force where new RTM model implemented with multiple touchpoints and new way of working in Sales Force
• Responsible for SFE opportunity identification & implementation on by segmented regions
• Outlets Segmentation

Job Descriptions:

COMMERCIAL EXCELLENCE

• Targeting and incentives
• Designing of target and incentive structures to drive organization priorities
• Lead the development of incentive plans to drive business outcomes and motivate the field force
• Identify levers to improve current process of target setting and enhance the effectiveness of incentive structure
• Review of targets and incentives for fairness and accuracy
• Deployment & Customer engagement
• Conduct regular assessment of field force deployed and identified levers to improve productivity with recommendations
• Define and implement different RTM models to leverage opportunities in Modern trade, E commerce, Omni channel with ability to create business case
• Define KPIs to improved field force productivity
• Data Driven Decision Making
• Conduct and drive business analytics with clear ability to translate data into insights and actionable items
• Engage with external partners to get market insights and intelligence
• Support analytics design decisions by taking relevant inputs from business team and defining clear plan for analytics team; pushes analytics teams to confirm assumptions, extract relevant insights and to interpret the models and outputs
• Enhance Data Driven Capability at Sales manager level; Translate analytics insights into specific execution and drive change management.

BUSINESS PERFORMANCE & PROJECTS

• Lead Leadership and stakeholder discussions to seek alignment
• Ability to design and implement projects independently with complete responsibility and accountability of the project
• Coach and mentor team members and support them in building their capabilities
• Well versed with SFA and reporting tools –Power BI to proposed improvisation

SALES FORCE EFFECTIVENESS

• Alignment with the Sales Managers, Commercial managers, Management team and hold team accountable to the Strategy and key priorities.
• Develops and Deploys Plan Of Action incl Talking points and Reviews the same to ensure consistent and effective messaging
• Field performance reporting and execution analytics
• Map Efforts with Outcomes (Primary Sales/Secondary Sales/stocks/returns), to identify opportunity areas and drive efficiency
• Engage with and support Sales Team to review, propose and develop/redesign sales strategy (growth strategy, segmentation, targeted offerings, routes to market)
• Guide, monitor and control implementation & execution of SFE processes and principles: segmentation & targeting, goal setting, planning and reporting in CRM, tracking of marketing activity execution.

Experience & Qualifications:

• 5-10 years of experience in Commercial excellence role in FMCG
• Strong implementation and execution mindset with track record in implementation of large scale projects
• Solid Analytical (excel, macro, Power BI) skills
• Understand the context, applying critical thinking and present the solution thoroughly

Skills:

• Delivering the analyses & recommendations in an FMCG context through impactful partnerships & ownership from brief to delivery
• Growth mindset with can do attitude
• Close to sales and execution team to deeply understand the market situation, to be able to facilitate the execution and planning gap
• Leadership skills
• Team building and development
• Coaching and mentoring
• Driving performance
• Motivating and inspiring
• Change/conflict management
• People skills
• Communication and presentation Influencing and facilitation
• Problem solving and decision making
• Sales strategic planning
• Sales territory design