Manager- Commercial Excellence

WHAT YOU WILL DO

Key Responsibilities

1. Route to Market (RTM) Excellence

• Develop and execute RTM strategies to enhance market coverage, channel efficiency, and distributor performance.
• Lead RTM transformation initiatives including territory planning, distributor segmentation, and sales force effectiveness.
• Drive digital enablement of RTM processes via CRM, SFA, and DMS platforms.
• Monitor RTM KPIs and ensure continuous improvement through data-driven insights.
• Collaborate with Sales, Supply Chain, and Finance to align RTM strategies with business goals.

2. Customer Marketing

• Design and implement trade marketing plans tailored to general trade, wholesalers, and semi-urban/rural markets on an annual and quarterly basis with detailed month wise execution plans.
• Develop and roll out trade promotions, retailer schemes, and visibility drives specific to traditional trade. Ensure timely and effective execution through close coordination with the field sales team and distributors.
• Track trade marketing spends by region, campaign, and channel to identify cost-saving opportunities. Conduct ROI analysis of schemes and activations to guide future investments.
• Ensure efficient budget utilization and minimize wastage in execution.
• Plan NPD launch calendar along with Marketing and create strong market launch plans to achieve the defined distribution goals.
• Build strong partnerships with distributors and chains to drive joint business planning.

3. Commercial Strategy & Capability Building

• Lead commercial capability development across sales and marketing teams.
• Drive excellence in pricing, trade investment, and promotional effectiveness.
• Support strategic planning and business reviews with robust commercial analytics.
• Foster a culture of innovation and continuous improvement in commercial practices.

OUR PERFECT CANDIDATE

Qualifications & Experience

• Minimum 4-5 years of managerial experience in commercial roles within FMCG or related industries.
• Must have handled at least two of the following three roles:
•   - Channel Sales Management in General Trade
•   - Route to Market role at a regional level
•   - Customer Marketing role at a regional level with a focus on General Trade
• Proven track record in driving commercial transformation and delivering business impact.
• Strong analytical and communication skills
• MBA or equivalent in Business, Marketing, or related field preferred.

WE OFFER

We offer competitive compensation package along with the global environment as a career development.