Manager, Sales Excellence

The successful candidate will be responsible for driving sales performance improvement through structured KPI management, process discipline, capability development, and sales tool enablement.  This role ensures sales teams operate efficiently and effectively within the RTM model and are motivated through data-driven performance management systems.

Lead the team of Master Data Management to ensure a seamless business operation in an efficient and effective way, and support various digital transformation and business re-engineering projects

General Responsibilities

• Lead the design and governance of sales KPIs, dashboards, and performance management processes.
• Monitor productivity indicators (calls, distribution, coverage, MSL, execution quality) and identify improvement levers.
• Partner with HR and Sales Leadership to design incentive frameworks that drive the right behaviors.
• Manage CRM utilization, data accuracy, and reporting discipline across all sales levels.
• Support territory planning, call preparation, and sales routine optimization.
• Conduct sales capability assessments and design development programs in coordination with HR L&D.
• Align with Group SFE framework on methodologies, tools, and performance standards.
• Leadership Responsibilities
• Influence and coach Sales Supervisors and Area Managers on KPI-driven performance management.
• Lead the mindset shift toward data-based decision-making and continuous improvement.
• Collaborate closely with Sales, HR, and Commercial Excellence to build a high-performance sales culture.
• Provide guidance to Market Head and Sales Head on sales productivity insights and improvement opportunities.

Sales Operations Responsibilities

• Partner with cross-functional team and internal stakeholders for identifying continuous improvement initiatives, process re-engineering opportunities and streamlining the operations procedures.
• Proactively identify problems and opportunities and perform root cause analysis leading to significant impact
• Identify process, risk and control improvement opportunities and contribute ideas to further uplifting the process through change of workflow, digitalization / automation.
• Responsible for pro-active engagement to communicate process improvement areas and discuss the methods and solutions required to achieve process improvement.
• Monitor and review call audits/reports/customer feedback to maintain quality standards and provide coaching to improve service quality, performance and productivity
• Perform ad hoc projects as assigned

Job Requirements

• Bachelor’s or Master’s degree in Business, Marketing, or related disciplines strong command of sales performance metrics and KPI dashboards.
• Understand of incentive design, target setting, and productivity tracking.
• Proficiency in CRM, SFA tools, and performance analytics (Excel, Power BI, etc.).
• SAP Sales Distribution and/or Material Master modules user experience is an advantage
• Knowledge of RTM models, sales routines, and sales processes.
• Familiarity with capability frameworks and assessment tools.
• Strong leadership presence with coaching and influencing skills.
• Analytical and structured problem-solving mindset.
• Communication skills for both executive-level reporting and field-level engagement.
• Collaboration and stakeholder management across sales and HR.
• Resilient and proactive under change and performance pressure.

Work Experience

• Minimum 7-10 years of experience in Sales, Sales Operations, or SFE-related roles and demonstrate sales teams coaching capabilities
• Proven success in managing KPI frameworks, CRM or SFA rollouts, or incentive programs.
• Must have experience in FMCG and/or in sales related operations