Senior Executive-Sales Operations

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Job Description

Senior Executive-Sales OperationsThe role is responsible for managing Sales MIS, commercial operations and data coordination to support effective sales execution and business decision-making. The incumbent will be responsible for maintaining accurate and timely sales reports, validating and reconciling sales data, coordinating with Sales, Finance, Commercial and other relevant stakeholders, and ensuring smooth execution of commercial processes. The role will also support the Sales team through data analysis, reporting, incentive/claim-related coordination, tracking of business performance and resolution of data discrepancies.

A. Sales MIS & Reporting

• Prepare and publish daily, weekly and monthly Sales MIS in line with the defined reporting calendar.
• Consolidate information from relevant Sales systems and sources to prepare Target vs. Achievement, productivity, channel, territory and SKU-wise reports.
• Prepare dashboards and management reports for Sales reviews and business performance discussions.
• Track key Sales KPIs and highlight significant variances, trends and areas requiring attention.
• Ensure accuracy and completeness of reports through appropriate data validation and reconciliation before circulation.
• Support ad-hoc reporting and analysis requirements from Sales leadership and HO.

B. Commercial Operations

• Coordinate day-to-day Sales commercial activities with Sales, Finance and Commercial teams.
• Track and reconcile billing, sales transactions, schemes, deductions, credit/debit notes and other commercial transactions, as applicable.
• Maintain relevant commercial trackers and ensure timely follow-up on pending transactions.
• Coordinate resolution of discrepancies between Sales, Finance, Commercial and distributor records.
• Maintain required documentation and records for commercial transactions and audit requirements.

C. Sales Incentives & Claims

• Support the preparation and validation of Sales incentive calculations based on defined business rules and eligibility criteria.
• Coordinate with Sales and Finance for resolution of incentive-related discrepancies and employee queries.
• Track Sales claims, schemes and other Sales-related payouts and follow up for timely processing and closure.
• Maintain appropriate records and supporting documentation for incentive and claim-related activities.
• Provide required data and reports for periodic validation and review of incentive and claims processes.

D. Business Coordination & Query Resolution

• Act as a coordination point between Sales, Finance, Commercial and HO teams for routine operational requirements.
• Respond to MIS and commercial queries from Sales teams and provide timely information or coordinate with relevant stakeholders for resolution.
• Follow up with field teams and internal stakeholders for pending inputs, corrections, approvals and closures.
• Support Sales teams during monthly/periodic business reviews through timely availability of relevant reports and information.
• Maintain effective communication and follow-up to ensure closure of operational issues within defined timelines.

E. Process Management & Automation

• Ensure adherence to defined Sales MIS, commercial and reporting processes/SOPs.
• Maintain reporting calendars and ensure timely completion of recurring activities.
• Identify opportunities to reduce manual effort, improve data accuracy and automate recurring reports/processes.
• Support implementation of new reporting formats, dashboards, systems and process improvements.
• Ensure confidentiality and appropriate handling of Sales and commercial information.