Chief Manager Sales Development

Role overview

Essential qualification and experience

• Graduation is mandatory; an MBA/PGDM in Sales, Marketing, or equivalent is preferred.
• Requires 8–12 years of relevant experience in FMCG, Consumer Healthcare, OTC, or consumer products.
• Strong frontline sales experience is sought; successful ASM or equivalent General Trade experience is preferred.
• Experience in Sales Development, Sales Excellence, SFE, GTM, Commercial Excellence, or Sales Operations is preferred.
• Proven experience driving cross-functional sales transformation and execution projects is required.

Sales effectiveness and incentives

• Drive field-force productivity, deployment, territory optimization, coverage, and sales execution; identify opportunities across TSO, TSI, and ASM roles.
• Partner with sales leadership on manpower deployment, territory potential, and productivity improvement.
• Own incentive philosophy and design; review structures, metrics, thresholds, payouts, effectiveness, ROI, behavioral impact, and governance.

Distribution, GTM, and analytics

• Improve distributor productivity, engagement, service levels, commercial effectiveness, and GT distribution through scalable interventions.
• Lead GTM/RTM transformation, pilots, and new ways of working that improve coverage, distribution, productivity, and execution.
• Own sales development analytics; use sales, distribution, field-force, and market data to identify trends, opportunities, and root causes.
• Drive scorecards and governance mechanisms for key sales initiatives.

Projects, people, and governance

• Lead transformation projects in process automation, sales governance, productivity, and execution; simplify processes and reduce field administrative effort.
• Drive projects from problem identification through solution design, pilot implementation, and scale-up.
• Identify and scale OTX channel and market opportunities with sales and cross-functional teams.
• Build analytical and execution capabilities, coach direct reports, and foster data-driven problem-solving and continuous improvement.
• Govern initiatives, support timely decisions, and advise sales leadership on critical challenges and solutions.

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