Regional Commercial Excellence Manager

Purpose of the job

Lead the Unified Customer Experience (UCE), Sales Force Effectiveness (SFE), and Data & Digital initiatives at a regional/field level. This role bridges head-office strategies with on-the-ground execution, ensuring consistent adoption of processes, tools, and best practices by front-line sales teams to enhance performance and deliver unified customer experience.

Key Responsibilities

1. UCE Implementation

   • Rollout & Training: Promote UCE frameworks in call planning, store segmentation, and unified in-store standards. Conduct field coaching for sales teams.
   • Monitoring & Compliance: Perform store visits and audits, ensuring alignment to UCE guidelines and spotting improvement opportunities.

2. SFE (Sales Force Effectiveness) Execution

   • KPI & Target Setting: Translate national SFE metrics (coverage, frequency, productivity) into local targets and dashboards.
   • Routing & Coverage Optimization: Work with route planners to adjust territory boundaries and daily schedules; address gaps (missed calls, inefficient routes).
   • Span of Control: Assess Sales Rep-to-Supervisor ratios and outlet loads, proposing solutions to optimize performance.
   • Trade Census: On fields execution with third parties on rolling trade census in the region

3. Data & Digital Product Enablement

   • Tool Adoption & Training: Oversee rollout of digital solutions (ACE 360, Ivy Promotion, SPO, etc.). Provide support and coaching to frontline users.
   • Data Integrity & Governance: Maintain outlet master data, route lists, and performance metrics; escalate major issues to HQ.
   • Analytics to Action: Translate dashboards and reports into actionable field initiatives (e.g., altering call frequencies, adjusting promotions).

4. Performance Tracking & Continuous Improvement

   • Real-time Monitoring: Develop daily/weekly trackers for KPIs (coverage, call productivity, distribution).
   • Root Cause Analysis: Investigate low-performance areas, use data insights and field feedback to propose corrective measures.
   • Best Practice Sharing: Organize workshops, highlight success stories, and champion incremental improvements across territories.

5. Capability Building & Change Management

   • Training & Coaching: Design tailored learning modules (in-person or digital) to reinforce UCE, SFE, and data literacy.
   • Field Advocacy: Communicate the “why” behind new commercial strategies, building acceptance among frontline teams.
   • Cross-functional Collaboration: Align with local stakeholders to ensure smooth, unified execution in the field.

Job Requirements

Education: Bachelor’s degree in Business, Marketing, or related field.

Skill & Competencies:

Experience: 3–5 years in field sales, commercial operations, or similar roles within FMCG/CPG.

Technical Skills: Proficiency in Sales Force Automation/CRM systems; familiarity with analytics platforms (Power BI, Tableau).

Functional Competencies

• Field-Focused & Hands-On: Comfortable working alongside frontline teams, providing real-time coaching and support

• Analytical & Data-Driven: Able to interpret KPIs, spot trends, and convert insights into practical actions.

• Communication & Influence: Strong interpersonal skills; can build rapport and drive adoption among diverse teams.

• Change Management: Proven ability to introduce and sustain new initiatives in a fast-paced environment.

• Adaptability & Resilience: Willingness to pivot strategies and problem-solve on the fly.

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