Regional Commercial Excellence Executive

Key Deliverables / Responsibilities:

• Business Communication:

• Set up and manage effective communication between the regional team and head office to maximize business opportunities.

• Data Analysis & Action Planning:

• Analyze sell-in/sell-out data to identify distribution gaps, threats, and opportunities.
• Recommend and implement corrective actions based on insights.

• Competitive Benchmarking:

• Track and report competitor activities, service models, and infrastructure regularly.

• Coverage & Service Gaps:

• Identify gaps in market coverage and collaborate with field sales to address them.
• Conduct infrastructure health assessments and implement aligned corrective actions with RCCM and Region Head.

• Sales Capability Building:

• Drive and implement sales capability initiatives to enhance field team effectiveness.
• Support regional sales leadership in capability development and performance enhancement.

• Rural GTM Development:

• Partner with regional leaders to design and pilot rural Go-To-Market (GTM) strategies relevant to regional priorities.

• Alternate & Hospital Channel Support:

• Collaborate with expert and customer marketing teams to operationalize alternate and hospital channel GTM models.

• Commercial Excellence Initiatives:

• Drive SFA (Sales Force Automation) adoption and resolve related issues.
• Ensure DMS (Distributor Management System) compliance and effective Ways of Working with retail distributors.

Educational & Professional Requirements:

• Education:

• MBA in General Management / Business Management.

• Skills:

• Strong interpersonal, analytical, and communication skills.
• Proficiency in Excel and PowerPoint.
• Ability to manage multiple tasks in a fast-paced environment.

• Experience:

• Minimum 4+ years of experience, with at least 1 year in customer marketing in the consumer industry.
• Prior experience in a similar role is preferred.

Stakeholder Management:

• Internal:

• Regional Leaders (RCCM, ASMs, RH), HO Customer Marketing Managers, Field Sales Teams (TSEs, ASEs).

• External:

• Retail Distribution Wholesalers, Retailers, Key Accounts, Vendors.