Commercial Excellence & Sales Transformation

TripJack; Mumbai; On-site; INR 4,000,000 - 7,000,000; Full time

Job summary

TripJack in Mumbai seeks a high-impact Commercial Excellence & Sales Transformation leader to partner with senior business heads. This role focuses on diagnosing performance gaps, designing interventions, and driving execution to measurably improve India-wide sales performance, without directly owning regional sales teams.

The ideal candidate brings experience across multi-region commercial groups, strong analytics, and the ability to influence senior stakeholders while traveling extensively

Qualifications

• 8–16 years of experience in sales leadership, business transformation or commercial excellence.
• Strong experience leading multi-region commercial businesses.
• Demonstrated success in improving sales performance rather than only managing teams.
• Strong analytical and problem-solving capabilities.
• Comfortable travelling extensively across India (50–70% travel).
• Ability to influence senior stakeholders without direct reporting relationships.
• Excellent communication and executive presence.

Responsibilities

• Drive sales productivity across all regions.
• Identify growth opportunities across markets, products and customer segments.
• Improve market penetration, customer acquisition and wallet share.
• Develop region-specific growth strategies.
• Diagnose issues across people, process, pricing, productivity, capability or execution and design turnaround plans.
• Lead cross-functional transformation initiatives.
• Coach leaders on sales planning and execution and share best practices across regions.
• Build scalable sales playbooks and improve sales processes and operating rhythms.

Skills

Sales leadership

Business transformation

Commercial excellence

Multi-region leadership

Analytical thinking

Travel willingness

Stakeholder influence

Executive presence

Communication

Education

Any Graduate

Tools

CRM

Sales analytics

Job description

Commercial Excellence & Sales Transformation

Location: Mumbai, India

Department: Air Business Department

About Tripjack

TripJack: A Great Place to Work® and the trusted tech platform for over 60K+ travel agents across India!

We’re proud to be Great Place to Work® Certified™ workplace, reflecting the trust, pride, and sense of belonging our people feel every day. This recognition reflects our commitment to a culture where our teams grow, collaborate, and drive the future of travel technology, while consistently delivering excellent service to our agent partners.

With over 35+ years of travel experience between the founders, TripJack has always prioritized the needs of travel agent partners. TripJack’s integrated platform offers content from 750+ airlines, 2 Mn+ Hotels including services across Corporate Travel, Travel assistance and Insurance, Rail and Marine segments. With a superior tech platform, seamless agent pre- and post-booking journeys, and 24/7 customer service, we are on a mission to transform the travel booking & management experience for our agent partners.

Role: Commercial Excellence & Sales Transformation

Location: Lower Parel, Mumbai

Experience: 8-16 Yrs

Education: Any Graduate

Job Summary:

We are looking for a high-impact business leader who thrives on solving commercial problems rather than simply managing teams.

This role will partner with the Chief Business Officer/Sr Vice President - Business Head and Regional Sales Heads to improve business performance across India. The individual will act as an internal consultant and transformation leader—identifying performance gaps, diagnosing root causes, designing interventions and driving execution until measurable business outcomes are achieved.

This is not a traditional sales management role. The incumbent will influence, coach and transform regional businesses without directly owning regional sales teams.

Job Responsibilities:

Business Performance

• Drive sales productivity across all regions.
• Identify growth opportunities across markets, products and customer segments.
• Improve market penetration, customer acquisition and wallet share.
• Develop region-specific growth strategies.

Sales Transformation

• Diagnose underperforming regions through structured business reviews.
• Identify issues relating to people, process, pricing, productivity, capability or execution.
• Design and implement turnaround plans.
• Lead cross-functional transformation initiatives.

Regional Partnership

• Partner closely with Regional Heads/National Head during field visits.
• Coach leaders on sales planning and execution.
• Improve pipeline discipline, forecasting and conversion.
• Share best practices across regions.

Commercial Excellence

• Build scalable sales playbooks.
• Improve sales processes and operating rhythms.
• Standardise business review mechanisms.
• Increase adoption of CRM and sales analytics.

Program Management

Lead strategic initiatives such as:

• New market launches
• Product adoption campaigns
• Sales capability programmes
• Productivity improvement initiatives
• Cross-selling programmes
• Channel development
• Key account growth initiatives

Analytics & Insights

• Build actionable dashboards.
• Identify performance trends.
• Recommend interventions backed by data.
• Measure ROI of transformation initiatives.

Required Skills & Qualifications:

• 8–16 years of experience in sales leadership, business transformation or commercial excellence.
• Strong experience leading multi-region commercial businesses.
• Demonstrated success in improving sales performance rather than only managing teams.
• Strong analytical and problem-solving capabilities.
• Comfortable travelling extensively across India (50–70% travel).
• Ability to influence senior stakeholders without direct reporting relationships.
• Excellent communication and executive presence.