Chief Manager Sales Development

Be the First to Apply Job Description Senior Manager - Sales DevelopmentThe Chief Manager — Sales Development will drive Sales Force Effectiveness, Go-to-Market transformation and execution excellence across the PCH Sales organization. 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 organization. Reports To: Head — Sales Development Reportee(s): Manager — Sales Development – Operations; MIS Executive ESSENTIAL QUALIFICATION & EXPERIENCE: • Graduation (Mandatory). MBA / PGDM in Sales, Marketing or equivalent (Preferred). • 8–12 years of relevant experience in FMCG / Consumer Healthcare / OTC / Consumer Products. • Strong frontline Sales experience with successful ASM / equivalent General Trade experience preferred. • Experience in Sales Development / Sales Excellence / SFE / GTM / Commercial Excellence / Sales Operations preferred. • Proven experience in driving cross-functional Sales transformation and execution projects. KEY STAKEHOLDERS: INTERNAL • Sales Leadership & Field Sales • Marketing / Trade Marketing • Finance • Supply Chain / CFA & Depots • Human Resources • Commercial / Customer Service • Business Analytics / Digital teams KEY STAKEHOLDERS: EXTERNAL • Distributors / Channel Partners • Technology / Data partners • External agencies / partners KEY ROLES / RESPONSIBILITIES: • Sales Force Effectiveness & Productivity • Drive the Sales Force Effectiveness agenda across field-force productivity, deployment, territory optimization, 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. • 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. • 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. • Go-to-Market & Execution Excellence • Lead GTM / RTM transformation initiatives to improve market coverage, distribution, productivity and execution.