Qureos Mentor

METRO/MAKRO

<div>Company Description 
METRO opened its first cash &amp; carry wholesale center in Pakistan in 2007 &amp; expanded to 5 wholesale centers in a short span of 18 months. In July 2012 METRO and Makro-Habib combined their wholesale business in Pakistan marking the beginning of a long-term partnership to the mutual benefit of both companies. The merger allowed METRO and Makro-Habib to combine resources and gain the financial strength to lead and grow in a challenging environment and to gain synergies targeted to generate value for our customers and suppliers alike. Today the company is operating 10 wholesale centers in Lahore, Karachi, Multan, Islamabad &amp; Faisalabad.
METRO Pakistan (Pvt) Limited is part of METRO GROUP&rsquo;s sales division METRO Cash &amp; Carry, the international leader in self-service wholesale. The company operates more than 750 stores in 25 countries in Europe, Asia and Africa and has a workforce of over 107,000 employees. Sales in 2016/17 were approximately 37 billion Euro. 
Job Description 
Understands what creates value for the whole of METRO Pakistan in own function or business unit. Puts customer&rsquo;s point of view first and sustainable business performance in all decisions. To lead and drive commercial strategies within METRO&rsquo;s Services, Companies &amp; Offices (SCO) business vertical.
Key Tasks &amp; KPI<ul><li>
Commercial KPIs (Sales, Margin, Budgets including Metro E-Commerce)</li><li>
Responsible for developing and executing commercial strategies that sustain revenue, profitability, and market share across SCO segment &ndash; inclusive of Tier 1 Campaigns.</li><li>
Monitor commercial performance, providing regular reports and insights to senior management.</li><li>
Develop and implement commercial strategies for the SCO business aligned with overall corporate objectives and market trends.</li><li>
Devise ways/projects for growth in top-line and bottom-line through pricing strategies, partner affiliations, promotional planning, margin optimization, and cost control.</li><li>
Work closely with cross-functional teams and multiple verticals to optimize synergies and drive sustainable growth. Collaborate with category managers and suppliers to optimize product assortment and shelf space.</li><li>
Analyze market, competitor, and consumer trends to identify opportunities, risks, and emerging trends.</li><li>
Collaborate with key suppliers and partners to secure favorable terms and maintain strong commercial relationships.</li><li>
Work with a team of commercial professionals, fostering a high-performance culture and continuous learning.</li><li>
Collaborate with internal stakeholders including marketing, finance, supply chain, and operations to ensure alignment and execution excellence.</li></ul> 

Qualifications 
Atleast Bachelors degree, preferably in Business Administration 
Additional Information 
Skills:<ul><li>
Commercial Acumen</li><li>
Strategic Planning &amp; Execution</li><li>
Negotiation &amp; Influencing</li><li>
Cross-Functional Collaboration</li><li>
Financial Analysis &amp; Budgeting</li><li>
Change Management</li></ul>
Experiences:<ul><li>
Minimum 5-6 years&rsquo; experience in Retail / FMCG Sector</li></ul></div>

Senior Category Manager - Services, Companies & Offices (SCO)

<div>Company Description 
METRO opened its first cash &amp; carry wholesale center in Pakistan in 2007 &amp; expanded to 5 wholesale centers in a short span of 18 months. In July 2012 METRO and Makro-Habib combined their wholesale business in Pakistan marking the beginning of a long-term partnership to the mutual benefit of both companies. The merger allowed METRO and Makro-Habib to combine resources and gain the financial strength to lead and grow in a challenging environment and to gain synergies targeted to generate value for our customers and suppliers alike. Today the company is operating 10 wholesale centers in Lahore, Karachi, Multan, Islamabad &amp; Faisalabad.
METRO Pakistan (Pvt) Limited is part of METRO GROUP&rsquo;s sales division METRO Cash &amp; Carry, the international leader in self-service wholesale. The company operates more than 750 stores in 25 countries in Europe, Asia and Africa and has a workforce of over 107,000 employees. Sales in 2016/17 were approximately 37 billion Euro. 
Job Description 
The Senior Manager &ndash; Sales Excellence is responsible for driving sales performance, enhancing operational efficiency, and implementing best-in-class sales practices across the channels. This role focuses on optimizing sales processes, building actionable insights from market and sales data, and ensuring alignment with the company&rsquo;s strategic objectives to maximize revenue growth, market share, and customer satisfaction. The position acts as a bridge between the sales teams, operations, and leadership to ensure a consistent, high-performing sales culture.
Key Tasks &amp; KPI's
Sales Strategy &amp; Execution<ul><li>
Develop and implement Sales Excellence initiatives for Trade channels.</li><li>
Support leadership in defining sales strategies aligned with business objectives.</li><li>
Monitor and analyze channel performance, customer segmentation, and key account activities to identify growth opportunities and address gaps.</li><li>
Ensure that all sales initiatives are aligned with the ideal customer journey and METRO Way of selling.</li></ul>
Customer &amp; Prospect Management<ul><li>
Segment Trade customers by CTG and store, prioritizing high-potential regions.</li><li>
Apply lifecycle and frequency-based segmentation: Prospect, New, Growing, Mature, Declining, Churning.</li><li>
Identify, segment, and manage key accounts (distributors, modern trade chains, high-volume wholesale customers) with structured multi-touchpoint coverage.</li><li>
Map customer and prospect locations against delivery zones to optimize coverage, profitability, and logistics efficiency.</li></ul>
Process Improvement &amp; Best Practices<ul><li>
Standardize and optimize Trade sales processes, tools, and methodologies across all channels.</li><li>
Introduce innovative practices to improve efficiency, forecasting, and execution.</li><li>
Ensure compliance with company policies and operational standards across all Trade sales activities.</li><li>
Promote the METRO Way as a common approach to steering sales and making initiatives happen effectively.</li></ul>
Data Analysis, Insights &amp; Competitive Intelligence<ul><li>
Analyze sales data, market trends, and competitor activities to inform strategic decisions.</li><li>
Develop dashboards, reports, and KPIs to track performance and support decision-making.</li><li>
Provide actionable insights on competitors&rsquo; strengths, weaknesses, coverage, and logistics for Trade channel optimization.</li><li>
Recommend corrective actions to improve sales productivity, channel performance, and customer engagement.</li></ul>
Trade Marketing &amp; Revenue Growth<ul><li>
Collaborate with key accounts and channel partners to maximize Trade revenue.</li><li>
Support the development and execution of Trade initiatives to drive growth.</li><li>
Ensure superior customer engagement and relationship management practices across Trade channels.</li></ul>
Team Leadership &amp; Capability Building<ul><li>
Lead, mentor, and develop the Sales Excellence team to achieve high performance in Trade channels.</li><li>
Facilitate training programs to enhance skills in sales processes, analytics, customer engagement, and key account management.</li><li>
Promote a culture of continuous improvement, accountability, and results orientation.</li></ul>
 Reporting &amp; Stakeholder Management<ul><li>
Report on sales performance, initiatives, and results to senior management.</li><li>
Partner with cross-functional teams including marketing, finance, and operations to ensure seamless execution of Trade initiatives.</li><li>
Act as a trusted advisor to leadership on Trade sales optimization and strategic opportunities.</li></ul> 

Qualifications 
Bachelor&rsquo;s degree in business administration, Marketing, Sales, Supply Chain, or a related field is required. MBA or equivalent postgraduate qualification in Sales, Marketing, Retail, or Supply Chain Management is highly preferred.
Experience:
Minimum 6+ years of experience in Trade, Cash &amp; Carry, or modern trade sales, preferably in FMCG or retail distribution. Proven track record in sales excellence, process optimization, and key account management. 
Additional Information 
Functional Skills:<ul><li>
Advanced knowledge of Trade and Cash &amp; Carry sales processes and best practices.</li><li>
Expertise in customer segmentation, key account management, and operations.</li><li>
Strong analytical skills for data-driven decision-making, KPI tracking, and competitive intelligence.</li><li>
Proficiency in CRM, sales reporting, and business analytics tools.</li><li>
Ability to develop and implement sales strategies, standard operating procedures, and governance frameworks.</li></ul>
Competencies:<ul><li>
Strategic thinking and problem-solving skills.</li><li>
Leadership and people development capability.</li><li>
Excellent stakeholder management and communication skills.</li><li>
Results-oriented mindset with a focus on continuous improvement.</li><li>
Customer-centric approach with strong negotiation and influencing skills.</li><li>
Ability to work cross-functionally and drive collaboration across teams.</li></ul></div>

Senior Manager Sales Excellence

Join METRO/MAKRO and explore 2   exciting career opportunities. They're hiring for various roles with options for remote or on-site work. Apply today and become part of their innovative team.

METRO/MAKRO

ABOUT_COMPANY

Senior Category Manager - Services, Companies & Offices (SCO)

Senior Manager Sales Excellence