Piramal - Chief Manager - Sales Development

Job Overview:

The Chief Manager - Sales Development will drive Sales Force Effectiveness, Go-to-Market transformation and execution excellence across the PCH Sales organisation. 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 organisation.

Qualification:

Graduation (Mandatory). MBA / PGDM in Sales, Marketing, Analytics or equivalent (Preferred).

Relevant Experience:

• 8 - 12 years of experience in FMCG, Consumer Healthcare, OTC, or Consumer Products.
• Mandatory experience as an Area Sales Manager (ASM) in General Trade (GT).
• Minimum 18 months of line sales experience at the ASM level in the OTC industry.
• Prior experience handling the chemist channel for FMCG / OTC products is mandatory.
• Strong understanding of frontline sales, distributor management, territory planning, and General Trade execution.
• Experience in Sales Development, Sales Excellence, Sales Force Effectiveness (SFE), Sales Operations, or Commercial Excellence is preferred.
• Strong analytical skills with advanced proficiency in MS Excel and PowerPoint.

Roles & Responsibilities:

1. Sales Force Effectiveness & Productivity:

• Drive the Sales Force Effectiveness agenda across field-force productivity, deployment, territory optimisation, 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.

2. 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.

3. 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.

4. 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.

5. 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.

6. 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.

7. 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.

8. 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.

9. 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.