Sales Excellence & Capabilty Assistant Manager

The Sales Excellence & Capabilities Assistant Manager will drive the transformation of commercial operations by combining strong business acumen with advanced analytical and AI-driven tools. This role is central to optimizing sales performance, designing future-ready route-to-market models, embedding digital solutions, and shaping sales culture across the region. The ideal candidate is energetic, innovative, and eager to apply big-tech skills in the FMCG industry .

DESCRIPTION

Route to Market (RTM):

• Lead design and optimization of RTM strategies across channels and geographies.
• Standardize customer segmentation models to drive precision in targeting.
• Define optimal sales team sizing and role structures.
• Develop and automate journey planning tools to maximize reach, coverage, and cost-efficiency.

Perfect Store:

• Establish standards for MSL (Must Stock List) , Share of Shelf , and Planogram compliance .
• Drive execution monitoring of promotions and extra visibility programs .
• Partner with trade marketing to build data-driven tracking dashboards.

KPIs & Routines:

• Develop, automate, and standardize KPI dashboards (daily/weekly/monthly).
• Re-design the content and rhythm of morning meetings and business reviews .
• Lead creation of Sales SOPs , ensuring consistency and clarity across the organization.

Reward & Recognition:

• Partner with HR and Sales Leaders to design and harmonize incentive schemes .
• Launch distributor championship programs and ad-hoc recognition initiatives.
• Embed data-driven performance evaluation tools to ensure fairness and transparency.

Training & Development:

• Collaborate with L&D to design on-the-job sales training , product knowledge modules, and capability-building programs.
• Introduce blended learning models using digital training tools and gamification .

Revenue Growth Management (RGM):

• Partner with Finance and Marketing to design and implement Channel Index Pricing and Price & Portfolio Architecture (PPA) .
• Lead SKU rationalization projects to improve productivity.
• Support promo optimization and post-event evaluation.

Systems and Technologies:

• Champion the adoption of cutting-edge sales technologies such as dynamic routing, AI-driven forecasting, and merchandising apps.
• Benchmark and pilot new digital tools to improve productivity.
• Foster a data-driven sales culture , enabling automation and AI across sales excellence dimensions.

QUALIFICATIONS, EXPERIENCE, & SKILLS

• Bachelor’s degree in Business, Engineering, Data Science, or related field (Master’s a plus).
• 4–7 years in sales excellence, commercial operations, revenue operations, or data/AI-driven analytics—preferably with exposure to FMCG, e-commerce, or big-tech/startup environments.

Technical Skills:

• Power BI, Power Query, Power Pivot, SQL, Python (required).
• Familiarity with AI/ML applications in forecasting, journey planning, automation, or personalization.
• Strong Excel, visualization, and reporting skills.

Other Skills:

• Strong stakeholder management, excellent communication, ability to simplify complex data for commercial teams.