Activation Lead | FMCG | Bengaluru
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Monthly Salary:
Posted on:
5 hours ago
Vacancies:
1 Vacancy
Job Summary
Role Title: Activation Lead Sales Force Automation (SFA) & DMS Enablement
Experience: Minimum 2 years
Qualification: Graduate
Industry:FMCG
Role Purpose
The Activation Lead is responsible for driving end to end adoption effectiveness and business impact of Sales Force Automation (SFA) and Distributor Management Systems (DMS) across General Trade. The role ensures that digital tools are fully embedded into
daily sales operations enabling higher productivity better visibility disciplined execution and data led decision making across regions.
Key Responsibilities
1. SFA Implementation & Adoption
Lead end to end rollout and stabilization of SFA across targeted states with 100% manpower coverage.
Ensure consistent usage of SFA by DSMs PSRs ASMs and leadership through clear governance and monitoring
Drive compliance on attendance beat adherence productive calls and order punching.
Own rollout of new SFA features (JC Calendar Target Uploads Manager App enhancements) and ensure field readiness.
2. DMS Implementation & Distributor Enablement
Lead DMS onboarding across distributors with a focus on achieving >90% coverage of active distributors.
Coordinate with FA IT and distributors to ensure smooth installation integration (Tally/Marg/other ERPs) and go live.
Track DMS adherence (SRSS order fulfillment billing discipline) and drive corrective actions.
Act as the primary interface between Sales FA and distributors for DMS related resolution.
3. Sales Productivity & Performance Governance
Improve sales force productivity through structured insights and performance tracking.
Monitor and drive improvements in productive calls/day SKU penetration per beat and beat coverage.
Define and track productivity benchmarks (LPSC billed vs visited outlets ECO metrics).
Enable ASMs to take corrective act ions using actionable dashboards and reports.
4. Data Reporting & Insights
Own design and governance of SFA and DMS reports for MTD daily and trend analysis.
Enable leadership visibility through structured summaries snapshots and performance decks.
Partner with FA team to automate reporting and ensure data accuracy and timeliness.
Translate data into actionable insights for field teams and leadership.
5. Stakeholder Management & Enablement
Work closely with Sales Leadership ASMs FA IT and external partners to ensure partners to ensure seamless execution.
Drive training and capability building for field users and distributors.
Identify systemic gaps and proactively recommend process and system improvements.
Act as a change agent to embed digital discipline into sales execution
Key Outcomes & Success Measures
100% SFA adoption with sustained usage across field and leadership.
90% DMS coverage and adherence across active distributors.
Measurable improvement in sales productivity metrics and outlet coverage.
High data reliability and leadership confidence in SFA/DMS reports
Faster issue resolution and improved collaboration between Sales and FA teams.
Skills & Competencies
Strong understanding of General Trade sales operations and distributor led execution.
Proven experience in large--scale system rollouts and change management.
High analytical capability with strong command over sales productivity metrics.
Ability to work cross--functionally and influence without direct authority.
Excellent communication problem solving and stakeholder management skills.
Role Level & Interface
Interfaces closely with Regional Sales Leadership FA IT and Distributor partners.
Operates as a business enabler role with pan--region responsibility.
Experience: Minimum 2 years
Qualification: Graduate
Industry:FMCG
Role Purpose
The Activation Lead is responsible for driving end to end adoption effectiveness and business impact of Sales Force Automation (SFA) and Distributor Management Systems (DMS) across General Trade. The role ensures that digital tools are fully embedded into
daily sales operations enabling higher productivity better visibility disciplined execution and data led decision making across regions.
Key Responsibilities
1. SFA Implementation & Adoption
Lead end to end rollout and stabilization of SFA across targeted states with 100% manpower coverage.
Ensure consistent usage of SFA by DSMs PSRs ASMs and leadership through clear governance and monitoring
Drive compliance on attendance beat adherence productive calls and order punching.
Own rollout of new SFA features (JC Calendar Target Uploads Manager App enhancements) and ensure field readiness.
2. DMS Implementation & Distributor Enablement
Lead DMS onboarding across distributors with a focus on achieving >90% coverage of active distributors.
Coordinate with FA IT and distributors to ensure smooth installation integration (Tally/Marg/other ERPs) and go live.
Track DMS adherence (SRSS order fulfillment billing discipline) and drive corrective actions.
Act as the primary interface between Sales FA and distributors for DMS related resolution.
3. Sales Productivity & Performance Governance
Improve sales force productivity through structured insights and performance tracking.
Monitor and drive improvements in productive calls/day SKU penetration per beat and beat coverage.
Define and track productivity benchmarks (LPSC billed vs visited outlets ECO metrics).
Enable ASMs to take corrective act ions using actionable dashboards and reports.
4. Data Reporting & Insights
Own design and governance of SFA and DMS reports for MTD daily and trend analysis.
Enable leadership visibility through structured summaries snapshots and performance decks.
Partner with FA team to automate reporting and ensure data accuracy and timeliness.
Translate data into actionable insights for field teams and leadership.
5. Stakeholder Management & Enablement
Work closely with Sales Leadership ASMs FA IT and external partners to ensure partners to ensure seamless execution.
Drive training and capability building for field users and distributors.
Identify systemic gaps and proactively recommend process and system improvements.
Act as a change agent to embed digital discipline into sales execution
Key Outcomes & Success Measures
100% SFA adoption with sustained usage across field and leadership.
90% DMS coverage and adherence across active distributors.
Measurable improvement in sales productivity metrics and outlet coverage.
High data reliability and leadership confidence in SFA/DMS reports
Faster issue resolution and improved collaboration between Sales and FA teams.
Skills & Competencies
Strong understanding of General Trade sales operations and distributor led execution.
Proven experience in large--scale system rollouts and change management.
High analytical capability with strong command over sales productivity metrics.
Ability to work cross--functionally and influence without direct authority.
Excellent communication problem solving and stakeholder management skills.
Role Level & Interface
Interfaces closely with Regional Sales Leadership FA IT and Distributor partners.
Operates as a business enabler role with pan--region responsibility.
Key Skills
- Business
- Marketing
- Key Decision Makers
- Active Directory
- Customer Service
- Performance Evaluations
- Federal Regulations
- Communications
- Account Management
- Project Management
- Minimum Data Set
- Budget management
- Powerpoint
- Direct Reports
