Customer Channel & Sales (Strategy & Execution)

Role Purpose

Drive end-to-end implementation of sales transformation initiatives for FMCG clients in the General Trade channel. The role focuses on translating business strategies into field execution by coordinating cross-functional teams, managing implementation roadmaps, tracking KPIs, and ensuring sustainable adoption of sales excellence initiatives.

Key Responsibilities

Sales Transformation Implementation

• Develop detailed implementation plans, timelines, governance structures, and milestone trackers
• Coordinate with Sales, IT, Supply Chain, Finance, Marketing, and external technology partners to ensure timely on-ground execution
• Monitor implementation progress and proactively resolve execution bottlenecks

Sales Capability & Productivity

• Implement initiatives to improve salesperson productivity and outlet coverage
• Drive execution of sales capability-building programs, field coaching, and adoption of best practices
• Support the rollout of new sales processes, operating models, and performance management frameworks
• Track productivity KPIs and recommend corrective actions

Distributor Excellence

• Implement distributor management and profitability improvement initiatives
• Drive execution of distributor ROI, working capital, inventory, and service-level improvement programs
• Coordinate distributor onboarding, restructuring, and performance tracking
• Monitor distributor scorecards and implementation progress

Sales Systems & Digital Enablement

• Demonstrate a strong understanding of Sales Force Automation (SFA), Distributor Management Systems (DMS), and other digital sales platforms

Data Analytics & Performance Tracking

• Develop day-to-day dashboards in Excel with strong analytical capabilities

Continuous Improvement

• Identify implementation challenges through field feedback and data analysis
• Recommend process improvements to enhance sales effectiveness
• Standardize implementation practices across regions
• Support pilot programs and national rollouts of new initiatives

Required Skills

• Excellent stakeholder management and coordination skills
• Sales Excellence and GTM implementation
• Strong communication and presentation skills
• Structured problem-solving and execution focus

Preferred Experience

• 3 10 years of experience in FMCG Sales, Sales Excellence, Sales Transformation, or Management Consulting
• Experience implementing sales initiatives in FMCG or Consumer Products
• Exposure to Urban and Rural General Trade (GT), Distributor Management, and Sales Operations
• Experience working with cross-functional business and technology teams
• Knowledge of SFA, DMS, CRM, and analytics platforms

Key Success Metrics

• Timely completion of implementation milestones
• Improvement in salesperson productivity
• Increase in outlet coverage and execution compliance
• Improvement in distributor performance and ROI
• Reduction in implementation delays and project risks