Sales Improvement Manager - FMCG

Sales Improvement Manager (Strategy Role)

To drive sales productivity, operational efficiency, and strategic initiatives by working closely with the President - Sales. The role focuses on identifying improvement opportunities, strengthening execution efficiency, and supporting data-driven sales strategy across regions and channels.

Key Responsibilities:

1) Sales Strategy & Planning:

• Work closely with the President - Sales to define short-term and long-term sales strategies.
• Support annual operating plans, sales forecasts, and territory expansion strategies.
• Conduct market and competitor analysis to identify growth opportunities.
• Assist in designing go-to-market (GTM) strategies across channels (General Trade, Modern Trade, E-commerce, etc.).

2) Sales Efficiency Improvement

• Identify productivity gaps across sales teams, distributors, and territories.
• Drive initiatives to improve sales force effectiveness and coverage efficiency.
• Standardize sales processes and optimize sales workflows.
• Improve route-to-market efficiency and territory alignment.

3) Data Analytics & Performance Monitoring

Develop and track key sales KPIs such as:

• Sales productivity per rep
• Territory coverage efficiency
• Distributor ROI
• Secondary sales growth
• Channel-wise performance
• Build dashboards and performance reports for leadership reviews.
• Analyze sales trends and identify areas requiring intervention.

4) Process Optimization

• Identify operational bottlenecks in the sales ecosystem.
• Drive automation and digital initiatives to improve reporting and execution.
• Support implementation of sales tools, CRM, and analytics platforms.
• Improve order-to-delivery and supply alignment processes.

5) Cross-Functional Coordination

Work closely with:

• Sales Teams
• Supply Chain
• Marketing
• Finance
• IT
• Ensure alignment between sales plans and supply availability.
• Facilitate execution of strategic projects across regions.

6) Special Projects & Strategic Initiatives

• Lead strategic initiatives assigned by the President - Sales.
• Conduct pilot projects to test productivity improvement models.
• Support expansion into new markets, channels, or geographies.
• Evaluate effectiveness of promotional and trade initiatives.

7) Sales Capability & Training Support

• Identify skill gaps in sales teams based on performance insights.
• Support development of productivity enhancement frameworks.
• Recommend training interventions and process improvements.

Experience:

• 5-10 years of experience in FMCG sales, strategy, or sales excellence roles
• Prior experience in Sales Excellence / Sales Strategy / Business Transformation preferred
• Experience working with senior leadership or national sales teams preferred