Head- Sales Transformation & Commercial
Job Description
Role Objective:
Develop and oversee implementation of sales transformation and sales development strategies to enhance revenue growth and market share while optimising sales processes. Oversee capability development to achieve organisational objectives by developing high performing sales teams.
KEY RESPONSIBILITIES
Sales Strategy & Development
Drive all project based activities in Sales including those done in collaboration with Hi-Po employees.
Ideate, deploy & execute all business development activities in Sales.
Work with Sales Head to drive change management initiatives within Sales System.
Drive digitised Route to Market execution in alignment with Sales Heads and BU Head.
Stakeholder Management
Identify and cultivate relationships with strategic partners in Digitised Route to Market, Sales Training, MIS.
Facilitate coordination between sales team, vendors or departments to facilitate a collaborative environment
Partner with sales leadership to ensure smooth pipeline management and forecasting
Commercial Excellence & Process Optimisation
Build robust commercial excellence review mechanism for Sales Heads to take effective action for compliance.
Lead process optimisation by addressing bottlenecks in the sales process to enhance pipeline flow
Leverage technology for better market insights and efficiency to improve sales strategy and execution
Integrate sustainability goals into sales strategies to align with organisational values and consumer trends
Sales Capability Development
Lead and drive Sales Training sales teams to meet and exceed sales goals and revenue targets
Drive Sales training development along with L&D and Aspire teams & external vendors.
Ideate and ensure targeted sales training programs, including product knowledge, sales techniques and customer
relationship management through the Sales Training Team.
Guide analysis of sales data and metrics to identify areas for improvement in the sales process, including lead generation, qualification and closing techniques
Drive New Sales team member onboarding cycle and hand holding of new associates till confirmation.
Promote a diverse and inclusive sales culture that leverages varied perspectives to drive innovation and effectiveness
People and Culture
Promote and embody the USV Credo
Oversee regular training to ensure the team has the latest knowledge and skills to excel and drive the organisation forward
Identify high-potentials candidates and groom them to take up the next role
STAKEHOLDER INTERACTION
Type of Interaction: Internal
Interacts with: Head of Sales, Head of Traditional Trade, Head of Ecommerce, Head of Expert Team, Head of Modern Trade, Head of Ecommerce, Head of Marketing, Head of Trade Marketing, Functional Heads and Heads of Department of Finance, Supply Chain, DSG, Procurement and HR, L&D
Nature of Interaction: Routine communication regarding instructions, requests, and standard work tasks; motivating team members and managing escalations. Communication requiring diplomacy, persuasion, and sensitivity in matters related to Industrial Relations
Type of Interaction: External
Interaction with: Customers (Retailers, Key Accounts), Vendors, Sales IT companies, Trainers,
Nature of Interaction: Basic explanation of products or services to customers and clients, as well as communication around escalated or complex queries with customers or clients
JOB REQUIREMENTS
Professional Experience and Relevant Skills
Must have a minimum of 15 years of overall experience in Sales roles, having worked across at least 2 zones or at national level, in FMCG, preferably BPC segment.
Must possess strategic orientation and forecasting skills to accurately predict market trends and revenue outcomes, strong leadership and change management skills, executive presence for influencing and negotiating, excellent communication skills, data driven decision making, in-depth knowledge of sales processes
Academic Qualifications & Certifications
Educational Qualification: Master’s in Business Administration in Sales and Marketing from a premier business school