Sales Excellence & Commercial Operations Manager
- Lahore, Punjab
- Permanent
- Full-time
- Lead the Sales Excellence and Channel Development function for the Decorative Business.
- Drive the development and execution of channel engagement activities in collaboration with commercial teams, including channel pricing mix, tactical discounts and mid-term engagement schemes.
- Develop and implement the Go-to-Market strategy to strengthen business presence.
- Ensure capacity building within the front-line commercial organization by identifying gaps and delivering targeted development initiatives to enhance effectiveness and efficiency.
- Develop, manage and coordinate Deco Business Budget, RF2 and RF1.
- Oversee pricing, discounts, rebates, and trade-related activities with the commercial team.
- Lead sales excellence initiatives with a focus on building team capability, efficiency, and effectiveness.
- Design and implement an effective sales team structure, remuneration and incentive plans to ensure maximum market coverage.
- Manage the SFI process from annual planning through quarterly execution, ensuring seamless alignment with business objectives.
- Effectively oversee monthly sales cadences and Quarterly Sales Meetings to drive consistent performance and accountability.
- Ensure accurate and timely dissemination of sales data and analysis at all levels on a daily, weekly, monthly, quarterly and annual basis, as required.
- Monitor pricing, MOP, and CM monthly, recommending actionable strategies to maintain and enhance profitability.
- Ensure quality standards are upheld throughout the supply chain, from production to the end customer, by managing processes, addressing complaints, conducting root cause analyses and ensuring timely resolution.
- Provide comprehensive support for the deco business, coordinating with the legal department or external legal counsel to address all legal requirements effectively.
- Develop, implement, and monitor annual discounting policies, ensuring timely realignments as necessary and obtaining requisite approvals as required.
- Oversee the timely application of Credit Notes and Debit Notes in accordance with established policies.
- Foster network engagement and motivation by planning, seeking approvals, and executing incentive programs, including international trips, with a frequency of up to twice a year.
- Ensure that quality is ensured from warehouse till the time product is applied on the surface, even complaints afterwards.
- Manage the quality assurance process end to end.
- Ensure time registration of complaints, their resolution, compensation, product returns, etc
- Coordinate with various departments for the same, this includes Production, Logistics, RDI, sales, marketing and finance.
- Minimum 8 years of experience in sales operations, sales management, key account management, and/or commercial excellence roles within a matrix organization.
- Strong analytical skills with the ability to work independently, self-driven, with proven troubleshooting, multi-tasking, organizational and time-management capabilities.
- Demonstrated business acumen with the ability to understand requirements of both internal and external customers and act effectively upon them.
- Excellent coordination skills with the ability to prioritize and align multiple requirements to ensure customer satisfaction and seamless end-to-end delivery.
- Exceptional communication and interpersonal skills; adept at engaging with both internal and external stakeholders.
- Advanced negotiation and influencing skills with proven experience in partnering and leading across cross-functional teams.