Sales Excellence & Commercial Executive

Key Responsibilities

1. Sales Incentive Scheme Management

• Analyze sales performance trends and business priorities to develop effective sales incentive structures.
• Design, implement, and manage sales incentive schemes aligned with company objectives and growth targets.
• Develop and administer annual incentive programs for sales teams across various channels and functions.
• Monitor incentive effectiveness and recommend improvements to drive productivity, outlet coverage, and sales growth.
• Track and monitor salesman performance against incentive KPIs and achievement targets.
• Develop, manage, and monitor the annual sales incentive budget to ensure alignment with business objectives, cost control measures, and overall commercial performance.
• Ensure timely and accurate calculation, validation, and payout of sales incentives.
• Work closely with Finance, HR, and Sales teams to ensure proper governance and compliance of incentive schemes.
• Prepare periodic incentive performance analysis and management reports.
• Conduct scenario analysis and simulations to evaluate the financial and operational impact of proposed incentive structures.
• Continuously benchmark industry practices and recommend enhancements to maintain competitiveness and motivation within the sales force.
• Analyze sales trends, SKU performance, market opportunities, and business gaps to develop targeted incentive schemes that drive desired sales behaviors and business growth.

2. Sales Force Effectiveness (SFE)

• Develop and monitor sales KPIs, targets, and productivity metrics.
• Analyze sales coverage, call productivity, strike rates, and outlet penetration.
• Optimize salesman routing, territory planning, and workload balancing.
• Monitor trade visit compliance through sales automation systems.
• Recommend initiatives to improve sales team effectiveness and execution quality.

3. Route-to-Market (RTM) Management

• Support development and optimization of RTM strategies.
• Evaluate branch performance, market coverage, and service levels.
• Identify gaps in outlet universe and expansion opportunities.
• Monitor channel performance across General Trade, Modern Trade, Wholesale, and other channels.
• Improve distribution efficiency and market reach.

4. Trade Spend & Promotions Management

• Trade spend claims management, submission & validation.
• Track & monitor trade spend trends across Retail, Modern Trade, Good Services and other Channels.
• Monitor ROI and effectiveness of spending through sales uplift.

Requirements & Qualifications

Education

• Bachelor’s Degree in Business Administration, Sales, Marketing, Supply Chain, or related field.

Experience

• 2 years experience in FMCG sales operations, sales excellence, or commercial operations.
• Experience in FMCG distribution and route-to-market management preferred.
• Experience managing sales analytics and reporting systems.
• Experience with ERP or sales automation tools is an advantage.

Technical Skills

• Strong analytical and problem-solving skills.
• Advanced Microsoft Excel and Power BI skills preferred.
• Strong understanding of FMCG sales processes and distribution operations.
• Data visualization and dashboard development experience is an advantage.

Soft Skills

• Good communication and presentation skills.
• Ability to work in a fast-paced environment.
• Strong project management and organizational skills.
• Detail-oriented with strong commercial acumen.

Preferred Industry Experience

• FMCG
• Food & Beverage
• Consumer Goods Distribution
• Retail Distribution
• Manufacturing & Distribution Environment