Job Description

To ensure the strategic and operational coherence of Sales Operations by owning governance creation, standardizing and running the weekly/monthly business review cadence (WBR/MBR), aligning with commercial leadership, and coordinating local resource deployment.

The role is responsible for enabling sales effectiveness through strategic planning, system optimization, data-led insights, and capability development while ensuring a single source of truth for outlet universe, targets, and execution KPIs. It drives alignment of tools, territory design, performance processes, and sales planning with global frameworks and local market needs.

Key Responsibilities

1. Outlet Universe Data & Systems Management

• - Maintain compliance frameworks impacting route-to-market execution, including licensing, pricing, promotional, and documentation requirements. 
• - Review Sales Operations reports to identify behavioural trends, system usage gaps, and performance risks. 
• - Enrich outlet and customer databases using geographic and socioeconomic data. 
• - Diagnose recurring SFA platform issues and coordinate with cross-functional teams to implement improvements. 
• - Implement and maintain outlet segmentation and classification aligned with global standards. 
• - Leverage SFA reports, Power BI dashboards, and sales analytics to identify opportunities and monitor performance objectives. 

2. Coverage & Callage Management

• - Define monthly journey plans and optimise route planning using clustering, traffic patterns, and business priorities. 
• - Lead weekly operating reviews with market stakeholders and drive action plans based on key business metrics. 
• - Conduct market audits to continuously validate and refine outlet universe and coverage plans. 
• - Allocate and optimise territories using planning tools and capacity simulations. 
• - Define annual callage targets and visit frequency models based on outlet segmentation and coverage objectives. 

3. Performance Management & Improvement

• - Implement and drive performance improvement frameworks and gap-closure processes. 
• - Establish and monitor metrics for outlet acquisition, prospecting, coverage, activation effectiveness, and sales productivity. 
• - Analyse performance exceptions and identify root causes to develop corrective action plans. 
• - Lead structured performance reviews and support incentive governance through KPI measurement and reporting integrity. 

4. Sales Enablement & Capability Development

• - Design and deploy sales planning tools, call plans, and execution templates. 
• - Support frontline onboarding, training, and capability development programs. 
• - Embed MES principles and standardise key sales processes, including activations, order management, and opportunity tracking. 

5. Business & Financial Alignment

• - Align local sales operations with brand priorities, activation calendars, and commercial objectives. 
• - Ensure annual sales plans reflect market maturity assessments, capability improvements, and route-to-consumer priorities. 

Key Skills & Competencies

• - Strong analytical and problem-solving skills. 
• - Advanced proficiency in Power BI, Excel, CRM/SFA platforms, and sales analytics tools. 
• - Expertise in sales planning, territory management, and performance governance. 
• - Strong stakeholder management and cross-functional collaboration abilities. 
• - Ability to translate data into actionable business insights and execution plans. 
• - Strong communication, presentation, and project management skills. 

Preferred Background

• - Experience in Sales Operations, Commercial Excellence, Route-to-Market, Sales Planning, or Business Analytics roles. 
• - Exposure to FMCG, Consumer Goods, Beverage, or similar sales-driven industries. 
• - Strong understanding of field sales operations, territory design, coverage planning, and sales performance management.