Chief Manager Sales Development

Piramal Consumer Healthcare; Mumbai; On-site; INR 3,200,000 - 5,200,000; Full time

Job summary

Piramal Consumer Healthcare in Mumbai invites a Chief Manager — Sales Development to drive sales force effectiveness, GTM transformation and execution excellence. You will lead cross-functional initiatives across field-force productivity, incentives, distributor engagement and sales analytics.

You will partner with Sales leadership to identify growth opportunities, design scalable interventions and ensure robust governance across Sales Development initiatives.

Qualifications

• Graduation is mandatory; MBA/PGDM in Sales, Marketing or equivalent preferred.
• 8–12 years of relevant experience in FMCG / Consumer Healthcare / OTC / Consumer Products.
• Strong frontline Sales experience with ASM / equivalent General Trade experience preferred.
• Experience in Sales Development / Sales Excellence / SFE / GTM / Commercial Excellence / Sales Operations.

Responsibilities

• Sales Force Effectiveness & Productivity: drive the agenda across field-force productivity, deployment, territory optimisation, coverage and sales execution.
• Sales Incentive Strategy & Governance: own the incentive philosophy, design, metrics, thresholds and payout mechanisms.
• Distributor Engagement & Sales Transformation: improve distributor productivity and engagement.
• Go-to-Market & Execution Excellence: lead GTM / RTM transformation and scale pilots.
• Sales Analytics & Performance Management: own the analytics agenda and drive scorecards.
• Governance & Stakeholder Management: establish governance and partner with Sales leadership.

Skills

Sales strategy

GTM transformation

Cross-functional leadership

Sales analytics

Excel

PowerPoint

Education

Graduation (Mandatory)

MBA / PGDM in Sales/Marketing

Tools

Power BI

Job description

JOB TITLE : Chief Manager Sales Development

BUSINESS: Piramal Consumer Healthcare
DEPARTMENT: Sales Sales Development
TRAVEL: Moderate / High
LOCATION: Mumbai, Kurla

The Chief Manager — Sales Development will drive Sales Force Effectiveness, Go-to-Market transformation and execution excellence across the PCH Sales organisation. The role will translate business strategy into scalable Sales interventions across field-force productivity, incentives, distributor engagement, GTM, Sales analytics and execution governance.

The role will partner closely with Sales leadership and cross-functional teams to identify growth opportunities, design interventions, pilot new ways of working and drive successful implementation across the organisation.

REPORTING STRUCTURE:

Reports To: Head — Sales Development

Reportee(s): Manager — Sales Development – Operations; MIS Executive

ESSENTIAL QUALIFICATION & EXPERIENCE:

• Graduation (Mandatory). MBA / PGDM in Sales, Marketing or equivalent (Preferred).
  8–12 years of relevant experience in FMCG / Consumer Healthcare / OTC / Consumer Products.
  Strong frontline Sales experience with successful ASM / equivalent General Trade experience preferred.
  Experience in Sales Development / Sales Excellence / SFE / GTM / Commercial Excellence / Sales Operations preferred.
  Proven experience in driving cross-functional Sales transformation and execution projects.

KEY ROLES / RESPONSIBILITIES:

• Sales Force Effectiveness & Productivity
• Drive the Sales Force Effectiveness agenda across field-force productivity, deployment, territory optimisation, coverage and Sales execution.
  Identify productivity opportunities across TSO / TSI / ASM and design interventions to improve effectiveness.
  Partner with Sales leadership on manpower deployment, territory potential and productivity improvement.
• Sales Incentive Strategy & Governance
• Own the Sales Incentive philosophy and design, aligned to business priorities and desired Sales behaviours.
  Design and periodically review incentive structures, metrics, thresholds and payout mechanisms.
  Evaluate incentive effectiveness, ROI and behavioural impact and drive continuous improvement.
  Ensure robust governance and execution through the Sales Development Operations team.
• Distributor Engagement & Sales Transformation
• Drive initiatives to improve distributor productivity, engagement, service levels and commercial effectiveness.
  Develop scalable interventions across distributor economics, engagement and execution.
  Identify opportunities to strengthen the GT distribution model and improve market productivity.
• Go-to-Market & Execution Excellence
• Lead GTM / RTM transformation initiatives to improve market coverage, distribution, productivity and execution.
  Drive pilots and new ways of working across channels / geographies and scale successful interventions.
  Identify execution gaps and translate market insights into actionable Sales solutions.
• Sales Analytics & Performance Management
• Own the overall Sales Development analytics agenda, ensuring availability of relevant performance insights for decision-making.
  Leverage Sales, distribution, field-force and market data to identify trends, opportunities and root causes.
  Drive performance scorecards and governance mechanisms for key Sales initiatives.
• Strategic Projects & Automation
• Lead high-impact Sales transformation projects across process automation, Sales governance, productivity and execution effectiveness.
  Identify opportunities to automate / simplify Sales processes and reduce administrative effort for the field.
  Drive projects from problem identification solution design pilot implementation scale-up.
• OTX & Channel Development
• Drive the OTX opportunity by identifying relevant channel / market opportunities and developing scalable execution models.
  Partner with Sales and cross-functional teams to pilot, evaluate and scale OTX initiatives.
• People & Capability
• Build capability within the Sales Development team and create strong analytical and execution capabilities.
  Coach and develop direct reports and establish clear ownership, governance and ways of working.
  Foster a data-driven, problem-solving and continuous-improvement culture.
• Governance & Stakeholder Management
• Establish effective governance for key Sales Development initiatives and ensure timely decision-making and execution.
  Act as a strategic partner to Sales leadership, providing insights, recommendations and solutions on critical Sales challenges.
  Ensure alignment across Sales and cross-functional stakeholders for successful implementation.

KEY COMPETENCIES:

Seek to GROW | Seek to TRANSFORM | Seek to SERVE

• Strong Sales Force Effectiveness and GTM understanding.
  Strong commercial and strategic thinking with ability to connect Sales interventions to business outcomes.
  Deep understanding of General Trade, distributor economics and frontline Sales execution.
  Strong analytical and problem-solving capability.
  Ability to design and execute large-scale Sales transformation initiatives.
  Excellent stakeholder management and influencing skills.
  Strong project management and change management capability.
  Ability to simplify complex problems and create scalable solutions.
  High ownership, agility and bias for action.
  Strong communication and presentation skills.
  Strong proficiency in Excel / PowerPoint and familiarity with Sales analytics / BI tools.