Senior Manager Sales Excellence

The Senior Manager Sales Excellence is responsible for driving sales performance enhancing operational efficiency and implementing best-in-class sales practices across the channels. This role focuses on optimizing sales processes building actionable insights from market and sales data and ensuring alignment with the companys strategic objectives to maximize revenue growth market share and customer satisfaction. The position acts as a bridge between the sales teams operations and leadership to ensure a consistent high-performing sales culture.

Key Tasks & KPIs

Sales Strategy & Execution

• Develop and implement Sales Excellence initiatives for Trade channels.
• Support leadership in defining sales strategies aligned with business objectives.
• Monitor and analyze channel performance customer segmentation and key account activities to identify growth opportunities and address gaps.
• Ensure that all sales initiatives are aligned with the ideal customer journey and METRO Way of selling.

Customer & Prospect Management

• Segment Trade customers by CTG and store prioritizing high-potential regions.
• Apply lifecycle and frequency-based segmentation: Prospect New Growing Mature Declining Churning.
• Identify segment and manage key accounts (distributors modern trade chains high-volume wholesale customers) with structured multi-touchpoint coverage.
• Map customer and prospect locations against delivery zones to optimize coverage profitability and logistics efficiency.

Process Improvement & Best Practices

• Standardize and optimize Trade sales processes tools and methodologies across all channels.
• Introduce innovative practices to improve efficiency forecasting and execution.
• Ensure compliance with company policies and operational standards across all Trade sales activities.
• Promote the METRO Way as a common approach to steering sales and making initiatives happen effectively.

Data Analysis Insights & Competitive Intelligence

• Analyze sales data market trends and competitor activities to inform strategic decisions.
• Develop dashboards reports and KPIs to track performance and support decision-making.
• Provide actionable insights on competitors strengths weaknesses coverage and logistics for Trade channel optimization.
• Recommend corrective actions to improve sales productivity channel performance and customer engagement.

Trade Marketing & Revenue Growth

• Collaborate with key accounts and channel partners to maximize Trade revenue.
• Support the development and execution of Trade initiatives to drive growth.
• Ensure superior customer engagement and relationship management practices across Trade channels.

Team Leadership & Capability Building

• Lead mentor and develop the Sales Excellence team to achieve high performance in Trade channels.
• Facilitate training programs to enhance skills in sales processes analytics customer engagement and key account management.
• Promote a culture of continuous improvement accountability and results orientation.

 Reporting & Stakeholder Management

• Report on sales performance initiatives and results to senior management.
• Partner with cross-functional teams including marketing finance and operations to ensure seamless execution of Trade initiatives.
• Act as a trusted advisor to leadership on Trade sales optimization and strategic opportunities.

Qualifications :

Bachelors degree in business administration Marketing Sales Supply Chain or a related field is required. MBA or equivalent postgraduate qualification in Sales Marketing Retail or Supply Chain Management is highly preferred.

Experience:

Minimum 6 years of experience in Trade Cash & Carry or modern trade sales preferably in FMCG or retail distribution. Proven track record in sales excellence process optimization and key account management.

Additional Information :

Functional Skills:

• Advanced knowledge of Trade and Cash & Carry sales processes and best practices.
• Expertise in customer segmentation key account management and operations.
• Strong analytical skills for data-driven decision-making KPI tracking and competitive intelligence.
• Proficiency in CRM sales reporting and business analytics tools.
• Ability to develop and implement sales strategies standard operating procedures and governance frameworks.

Competencies:

• Strategic thinking and problem-solving skills.
• Leadership and people development capability.
• Excellent stakeholder management and communication skills.
• Results-oriented mindset with a focus on continuous improvement.
• Customer-centric approach with strong negotiation and influencing skills.
• Ability to work cross-functionally and drive collaboration across teams.

Remote Work :

No

Employment Type :

Full-time