Job Title

Job Tittle : Lead Commercial ExcellenceLocation : Bangalore Minimum Years of exp : 6 Years Targeting and incentivesDesigning of target and incentive structures to drive organization prioritiesLead the development of incentive plans to drive business outcomes and motivate the field forceIdentify levers to improve current process of target setting and enhance the effectiveness of incentive structureReview of targets and incentives for fairness and accuracy Deployment & Customer engagementConduct regular assessment of field force deployed and identified levers to improve productivity with recommendationsDefine and implement different RTM models to leverage opportunities in Modern trade, E commerce, Omni channels with ability to create business caseDefine KPIs to improved field force productivityDrive all Sales Input KPIs like Coverage, Distribution, Must Sell SKUs, Cooler Purity etcData Driven Decision MakingConduct and drive business analytics with clear ability to translate data into insights and actionable itemsEngage with external partners to get market insights and intelligenceSupport analytics design decisions by taking relevant inputs from business team and defining clear plan for analytics team; pushes analytics teams to confirm assumptions, extract relevant insights and to interpret the models and outputsEnhance Data Driven Capability at Sales manager level; Translate analytics insights into specific execution and drive change management.Sales force effectiveness Alignment with the Sales Managers, Commercial managers, Management team and hold team accountable to the Strategy and key priorities.Develops and Deploys Plan Of Action incl Talking points and Reviews the same to ensure consistent and effective messagingField performance reporting and execution analyticsMap Efforts with Outcomes (Primary Sales/Secondary Sales/stocks/returns), to identify opportunity areas and drive efficiency Engage with and support Sales Team to review, propose and develop/redesign es sales strategy (growth strategy, segmentation, targeted offerings, routes to market)Guide, monitor and control implementation & execution of SFA processes and principles: segmentation & targeting, goal setting, planning and reporting in CRM, tracking of marketing activity execution.Job ChallengesManaging three different market operating models (corporation/distributor/wholesaler) each associated with unique dynamics and business risksEnsuring business stability and consistency given each state within the region has different laws and regulations governing liquor manufacturing and salesManaging relationship with key stakeholders to resolve critical business issues, with required sensitivity III. Education and Experience GuidelinesEducation guidelines Minimum Degree: Master’s in business administrationDesired experience 6-10 years of experience in Commercial excellence role in FMCGStrong implementation and execution mindset with track record in implementation of large-scale projectsUnderstanding of the Alco-Bev industry dynamics and market operating models.