Main Job Purpose:

This position is to drive Sales Force Effectiveness of transformational Sales Force of HVN, where B2B apps, contacts center, new RTM model is implemented This role partners with Sales Force Effectiveness APAC in the design & implementation approach, tools, capability across Sales team: Driving Data Driven Sales Capability Driving change in Sales Force where new RTM model implemented with multiple touchpoints and new way of working in Sales Force Responsible for SFE opportunity identification & implementation on by segmented regions Outlets Segmentation

 

Job Descriptions:

COMMERCIAL EXCELLENCE

Targeting and incentives Designing of target and incentive structures to drive organization priorities Lead the development of incentive plans to drive business outcomes and motivate the field force Identify levers to improve current process of target setting and enhance the effectiveness of incentive structure Review of targets and incentives for fairness and accuracy Deployment & Customer engagement Conduct regular assessment of field force deployed and identified levers to improve productivity with recommendations Define and implement different RTM models to leverage opportunities in Modern trade, E commerce, Omni channel with ability to create business case Define KPIs to improved field force productivity Data Driven Decision Making Conduct and drive business analytics with clear ability to translate data into insights and actionable items Engage with external partners to get market insights and intelligence Support 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 outputs Enhance Data Driven Capability at Sales manager level; Translate analytics insights into specific execution and drive change management.

BUSINESS PERFORMANCE & PROJECTS

 

Lead Leadership and stakeholder discussions to seek alignment Ability to design and implement projects independently with complete responsibility and accountability of the project Coach and mentor team members and support them in building their capabilities Well versed with SFA and reporting tools –Power BI to proposed improvisation

 

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 messaging Field performance reporting and execution analytics Map 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 sales strategy (growth strategy, segmentation, targeted offerings, routes to market) Guide, monitor and control implementation & execution of SFE processes and principles: segmentation & targeting, goal setting, planning and reporting in CRM, tracking of marketing activity execution.

Experience & Qualifications:

5-10 years of experience in Commercial excellence role in FMCG Strong implementation and execution mindset with track record in implementation of large scale projects Solid Analytical (excel, macro, Power BI) skills Understand the context, applying critical thinking and present the solution thoroughly

Skills:

Delivering the analyses & recommendations in an FMCG context through impactful partnerships & ownership from brief to delivery Growth mindset with can do attitude Close to sales and execution team to deeply understand the market situation, to be able to facilitate the execution and planning gap Leadership skills Team building and development Coaching and mentoring Driving performance Motivating and inspiring Change/conflict management People skills Communication and presentation Influencing and facilitation Problem solving and decision making Sales strategic planning Sales territory design