Job Description – DGM – Sales Transformation & Commercial Excellence
Designation: DGM – Sales Transformation & Commercial Excellence
Function: Domestic Marketing / Sales
Business: OTC Products – Pharma Company
Reporting To: Business Unit Head
Grade: L6
Direct Reportees: 2–3
Location: As per business requirement
Role Objective
The role is responsible for developing and implementing Sales Transformation and Commercial Excellence strategies to drive revenue growth, improve market share, optimise sales processes and strengthen sales capabilities.
The position will work closely with Sales and Business leadership to drive digital transformation, process optimisation, sales capability development and high-performance culture across the organisation.
Key Responsibilities
1. Sales Strategy & Development
- Drive strategic and project-based initiatives across the Sales function.
- Identify, develop and implement new business development initiatives.
- Partner with Sales leadership to drive change management initiatives.
- Drive digital Route-to-Market (RTM) initiatives and improve sales execution.
- Identify opportunities to improve sales productivity and market coverage.
2. Stakeholder Management
- Build and manage relationships with strategic partners, technology vendors, sales training partners and other stakeholders.
- Facilitate effective coordination between Sales, Marketing, Finance, Supply Chain, HR, IT and other functions.
- Partner with Sales leadership for effective pipeline management and forecasting.
- Manage external vendors and service partners as required.
3. Commercial Excellence & Process Optimisation
- Establish robust commercial excellence and sales review mechanisms.
- Identify bottlenecks and optimise sales processes for improved efficiency.
- Leverage technology and data analytics to improve market insights and sales decisions.
- Develop dashboards, MIS and performance tracking mechanisms.
- Drive compliance and process adherence across the Sales function.
- Identify opportunities for sustainable and cost-effective sales practices.
4. Sales Capability Development
- Lead and drive sales training initiatives to improve team productivity and performance.
- Develop training programs in collaboration with L&D and external training partners.
- Ensure targeted training on product knowledge, selling skills, customer management and negotiation.
- Analyse sales data and performance metrics to identify capability gaps.
- Drive onboarding and induction programs for new Sales team members.
- Support continuous learning and development of the Sales organisation.
5. People & Culture
- Build a high-performance and result-oriented sales culture.
- Identify high-potential employees and support their career development.
- Mentor and develop team members for future leadership roles.
- Promote collaboration, diversity and inclusion within the Sales organisation.
- Drive accountability, ownership and execution excellence.
Key Stakeholder Interaction
Internal:
Business Unit Head, Sales Head, Marketing, Trade Marketing, Modern Trade, E-commerce, Finance, Supply Chain, Procurement, HR, L&D, IT and other functional heads.
External:
Customers, Retailers, Key Accounts, Vendors, Sales Technology Partners, Training Partners and other business stakeholders.
Candidate Requirements
Experience:
- Minimum 15 years of overall experience in Sales.
- Experience across at least 2 zones or at national level.
- Strong experience in FMCG / Pharma / OTC / Consumer Healthcare preferred.
- Experience in Sales Transformation, Commercial Excellence, Sales Capability or Sales Strategy will be preferred.
Educational Qualification:
- MBA / PGDM in Sales & Marketing from a reputed institution preferred.
Required Skills & Competencies
- Strategic thinking and business orientation
- Sales strategy and transformation
- Commercial excellence
- Strong forecasting and planning skills
- Data-driven decision making
- Change management
- Process optimisation
- Strong leadership and people management
- Excellent communication and presentation skills
- Stakeholder management and negotiation
- Strong understanding of sales processes and Route-to-Market
- Ability to work with senior leadership
- Strong execution and problem-solving capability
Key Behavioural Competencies
- Achievement Orientation
- Strategic Orientation
- Problem Solving & Decision Making
- Integrity & Process Compliance
- Effective Communication
- Customer Orientation
- Team Management
- Collaboration
- Planning & Execution
Industry: Pharma / OTC / Consumer Healthcare
Experience: 15+ Years
Role Level: DGM – Senior Leadership
Function: Sales Transformation & Commercial Excellence
