Head of Commercial Capability & Operations

Our client is a major player in the global spirits industry, with a portfolio of over 50 premium and super premium brands, spreading across Global, Regional and Local priorities. It was founded in 1860 and today is the sixth-largest player worldwide in the premium spirits industry. It has a global distribution reach, trading in over 190 nations around the world with leading positions in Europe and the Americas. Their strategy and aim are to combine organic growth through strong brand building and external growth via selective acquisitions of brands and businesses. The company owns 22 plants worldwide and has its own distribution network in 23 countries and they have employed approximately 4,000 people.

Responsibilities:

Process Optimization:

• Act as the process owner for Planned Journey Plans (PJP), ensuring call efficiency and effectiveness.
• Govern and control Sales Force Automation (SFA) processes within the organization.
• Develop and implement strategies to optimize sales processes, aligning them with business objectives.
• Regularly review and update processes to enhance productivity and operational efficiency.

Sales Force Automation (SFA):

• Oversee the deployment and management of SFA tools.
• Train the sales team on the use of SFA systems to ensure full utilization.
• Monitor and maintain the SFA system to ensure it aligns with sales processes and strategies.
• Analyze SFA data to identify opportunities for process improvements and increased efficiency.
• Collaborate with IT and vendors to resolve any technical issues and implement system upgrades.

Capability Building:

• Identify skill gaps within the sales team and develop training programs to address them.
• Design and deliver comprehensive training programs on product knowledge for sales teams and other stakeholders.
• Ensure product training content is relevant, reflecting the latest product information and market trends.
• Assess individual training needs and create customized learning solutions to address skill gaps.
• Monitor and evaluate training program effectiveness through feedback and performance metrics.
• Foster a culture of continuous learning and improvement within the sales team.

Business Analytics:

• Utilize advanced business analytics to provide actionable insights and recommendations for improving sales performance.
• Analyze sales data, market trends, and other relevant metrics to support decision-making.
• Develop and maintain dashboards and reports tracking key performance indicators (KPIs).
• Collaborate with cross-functional teams to implement data-driven strategies effectively.

Net Revenue Management (NRM):

• Develop and implement NRM strategies to optimize pricing, promotions, and product mix.
• Analyze market data and sales performance to identify opportunities for revenue growth.
• Work with marketing and finance teams to align NRM strategies with overall business goals.
• Monitor and evaluate the effectiveness of NRM initiatives and adjust strategies as needed.
• Ensure the sales team is equipped with the necessary tools and knowledge to execute NRM strategies effectively.

Scheme Execution Analysis:

• Analyze schemes such as Distributors Schemes, Sub-Stockists/Wholesalers Loyalty Scheme, and Sales Force Incentive.
• Share state-level spend analysis on a monthly basis with Area Sales Managers (ASMs).

NSV/GM Tracking:

• Monitor daily sales performance, broken down by field force, brand, SKU, and channel.
• Work with ASMs towards revenue management and improvement of NSV/GM with product mix.

Productivity Metrics for Frontline Team:

• Monitor productivity metrics, including ECO, Bill Cuts, TLB, Brand/SKU Eco, and Unique Lines Billed.
• Analyze Customer/Distributor’s Stock Flow Report.

Requirements:

• Master's degree in Business Administration, Sales, Marketing, or a related field; MBA preferred.
• Minimum of 8-9 years of experience in business analytics, capability building, and sales operation. Atleast 4-5 years managing business analytics is a must.
• Proven experience in Power Bi and Sales Force Automation tools.
• Demonstrated ability to develop and implement process optimization strategies. Ability to think strategically and innovatively.
• Strong understanding of Net Revenue Management principles and practices.
• Proficiency in data structures, data analysis and business intelligence tools.
• Strong project management skills and ability to manage multiple priorities.
• Experience in designing and delivering training programs for sales teams.