Senior Manager - Sales Development
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Job Description
Senior Manager - Sales DevelopmentJob Summary
The Senior Manager - Sales Development will be responsible for driving sales-force effectiveness, field productivity, and execution excellence across the PCH business. The role will focus on strengthening sales development initiatives, improving route-to-market effectiveness, enabling digital adoption, and driving performance governance through analytics and structured reviews. The incumbent will work closely with Sales, Finance, HR, IT, Supply Chain and other cross-functional stakeholders to improve coverage, productivity, conversion, and overall sales efficiency. The role requires a strong mix of business understanding, analytical capability, project management, and field orientation to translate business challenges into scalable and impactful solutions.
Job Qualifications
Masters degree in Business Administration, Marketing, or related field
Experience
• 10-12 years of relevant experience in FMCG & OTC in Sales Development, Sales Force Effectiveness (SFE), Commercial Excellence, or Sales Operations & Sales IT roles
(Management Trainee – 3-5 Years ASM & 3-4 Years Regional Sales Development/Customer Marketing)
• Prior sales experience is mandatory, Experience in national or multi-region roles preferred
• Hands-on exposure to sales analytics, business dashboards, field productivity improvement, and performance governance
• Experience in digital enablement initiatives such as DMS / SFA adoption, reporting automation, and process simplification
• Preferred experience in roles such as ZCMM / RSDM or similar sales development positions
Job Responsibilities
1. Sales Force Effectiveness & Coverage Optimization
•Drive improvements in territory alignment, beat planning, outlet coverage, and call productivity
•Strengthen route-to-market effectiveness across distributors, super stockists, and key channels
•Drive sales-force productivity and efficiency improvement initiatives
2. Digital Enablement & Process Automation
•Lead implementation and adoption of DMS / SFA platforms, expense automation, and reporting tools
•Ensure data accuracy, process simplification, and scalability across sales operations
•Drive automation-led efficiency and visibility improvements
3. Incentive & Performance Management Support
•Support design and governance of incentive schemes and payout processes
•Ensure alignment of incentives with business priorities and field productivity
•Partner with HR and Finance for accuracy, governance, and closure of payouts
4. Strategic Project Management
•Lead cross-functional projects end-to-end from design to execution
•Conduct feasibility assessments and manage pilot-to-national rollouts
•Ensure timely delivery and measurable business impact of projects
5. Field Execution Excellence & Problem Solving
•Identify and resolve on-ground execution challenges related to coverage, claims, reporting, and field processes
•Improve process adherence and reduce operational inefficiencies across the field organization
Company
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