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.