Chief Manager Sales Development

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Job Description

Senior Manager - Sales Development The Chief Manager - Sales Development will drive Sales Force Effectiveness, Go-to-Market transformation and execution excellence across the PCH Sales organization. The role will translate business strategy into scalable Sales interventions across field-force productivity, incentives, distributor engagement, GTM, Sales analytics and execution governance.The role will partner closely with Sales leadership and cross-functional teams to identify growth opportunities, design interventions, pilot new ways of working and drive successful implementation across the organization.

Reports To: Head - Sales Development Reportee(s): Manager - Sales Development – Operations; MIS Executive

ESSENTIAL QUALIFICATION & EXPERIENCE:

• Graduation (Mandatory). MBA / PGDM in Sales, Marketing or equivalent (Preferred). • 8–12 years of relevant experience in FMCG / Consumer Healthcare / OTC / Consumer Products. • Strong frontline Sales experience with successful ASM / equivalent General Trade experience preferred. • Experience in Sales Development / Sales Excellence / SFE / GTM / Commercial Excellence / Sales Operations preferred. • Proven experience in driving cross-functional Sales transformation and execution projects.

KEY STAKEHOLDERS: INTERNAL

• Sales Leadership & Field Sales • Marketing / Trade Marketing • Finance • Supply Chain / CFA & Depots • Human Resources • Commercial / Customer Service • Business Analytics / Digital teams

KEY STAKEHOLDERS: EXTERNAL

• Distributors / Channel Partners • Technology / Data partners • External agencies / partners

KEY ROLES / RESPONSIBILITIES:

• Sales Force Effectiveness & Productivity

• Drive the Sales Force Effectiveness agenda across field-force productivity, deployment, territory optimization, coverage and Sales execution. • Identify productivity opportunities across TSO / TSI / ASM and design interventions to improve effectiveness. • Partner with Sales leadership on manpower deployment, territory potential and productivity improvement.

• Sales Incentive Strategy & Governance

• Own the Sales Incentive philosophy and design, aligned to business priorities and desired Sales behaviours. • Design and periodically review incentive structures, metrics, thresholds and payout mechanisms. • Evaluate incentive effectiveness, ROI and behavioural impact and drive continuous improvement. • Ensure robust governance and execution through the Sales Development Operations team.

• Distributor Engagement & Sales Transformation

• Drive initiatives to improve distributor productivity, engagement, service levels and commercial effectiveness. • Develop scalable interventions across distributor economics, engagement and execution. • Identify opportunities to strengthen the GT distribution model and improve market productivity.

• Go-to-Market & Execution Excellence

• Lead GTM / RTM transformation initiatives to improve market coverage, distribution, productivity and execution. • Drive pilots and new ways of working across channels / geographies and scale successful interventions. • Identify execution gaps and translate market insights into actionable Sales solutions.

• Sales Analytics & Performance Management

• Own the overall Sales Development analytics agenda, ensuring availability of relevant performance insights for decision-making. • Leverage Sales, distribution, field-force and market data to identify trends, opportunities and root causes. • Drive performance scorecards and governance mechanisms for key Sales initiatives.

• Strategic Projects & Automation

• Lead high-impact Sales transformation projects across process automation, Sales governance, productivity and execution effectiveness. • Identify opportunities to automate / simplify Sales processes and reduce administrative effort for the field. • Drive projects from problem identification → solution design → pilot → implementation → scale-up.

• OTX & Channel Development

• Drive the OTX opportunity by identifying relevant channel / market opportunities and developing scalable execution models. • Partner with Sales and cross-functional teams to pilot, evaluate and scale OTX initiatives.

• People & Capability

• Build capability within the Sales Development team and create strong analytical and execution capabilities. • Coach and develop direct reports and establish clear ownership, governance and ways of working. • Foster a data-driven, problem-solving and continuous-improvement culture.

• Governance & Stakeholder Management

• Establish effective governance for key Sales Development initiatives and ensure timely decision-making and execution. • Act as a strategic partner to Sales leadership, providing insights, recommendations and solutions on critical Sales challenges. • Ensure alignment across Sales and cross-functional stakeholders for successful implementation.

KEY COMPETENCIES:

Seek to GROW | Seek to TRANSFORM | Seek to SERVE

• Strong Sales Force Effectiveness and GTM understanding. • Strong commercial and strategic thinking with ability to connect Sales interventions to business outcomes. • Deep understanding of General Trade, distributor economics and frontline Sales execution. • Strong analytical and problem-solving capability. • Ability to design and execute large-scale Sales transformation initiatives. • Excellent stakeholder management and influencing skills. • Strong project management and change management capability. • Ability to simplify complex problems and create scalable solutions. • High ownership, agility and bias for action. • Strong communication and presentation skills. • Strong proficiency in Excel / PowerPoint and familiarity with Sales analytics / BI tools.