Executive Sales Transformation

Location: Mumbai, Maharashtra , India

Position Title:     Executive – Sales Transformation

Role Overview:

The GTM Executive is a pivotal individual contributor role. This position is responsible for maximizing the efficiency and effectiveness of our route-to-market (RTM) strategy and field sales operations. This role is highly analytical, centered on leveraging sales and execution data to drive data-driven decision-making, improve sales force productivity, and ensure flawless RTM execution.

Key Responsibilities

1. GTM/RTM Strategy and Sales Performance Tracking:

• Drive RTM Implementation: Actively support and assist in the implementation and effective execution of the overall Route-to-Market agenda and strategic initiatives.
• Sales Performance Tracking: Continuously monitor and track the execution of GTM strategies on the ground, ensuring alignment with planned objectives.
• Advanced Data Analysis: Proactively analyze field sales data (sales, distribution, productivity) to identify emerging trends, potential operational bottlenecks, performance gaps, and critical areas for improvement across the GTM landscape
• Productivity Enhancement: Utilize performance data and analytical insights to recommend and assist in implementing initiatives aimed at boosting sales force productivity and GTM efficiency.

2. People Management:

• KPI Management: Assist in the finalization of monthly and quarterly Key Performance Indicators (KPIs) for 3P manpower and support their effective drive and tracking on the field.
• Incentive Program Leadership: Lead the end-to-end execution and tracking of field sales incentive programs, designed to improve overall manpower efficiency. This includes ensuring the timely calculation, processing, and payout of incentives to the field force.
• Incentive Metrics Evaluation: Rigorously evaluate 3P manpower performance and the effectiveness of incentive schemes using specialized metrics: Width of Earning (WOE) & Depth of Earning (DOE)
• Attrition Analysis: Conduct detailed attrition analysis for 3P manpower to identify underlying trends, determine root causes, and help propose effective retention strategies.

3. Stakeholder Management

• Customer Programs: Support the building and execution of customer engagement programs to enhance trade partner loyalty and business growth.
• Cross-Functional Communication: Serve as a key liaison, working closely with Sales Leadership, Finance (for payouts), Marketing, and Trade Marketing to ensure complete alignment on GTM strategies, execution priorities, and performance reporting.
• Reporting & Presentation: Prepare and present clear, data-driven reports and recommendations to relevant internal stakeholders to facilitate informed, data-driven decision-making.

Minimum Education and Experience Requirements: 

• Experience: Minimum of 1–2 years of experience specifically in General Trade (GT) from FMCG.
• Role Transition: We are open for any sales professional who is willing to transit their profile to a Sales Support role.
• Education: Any bachelor's degree/graduation.