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
- 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.
- 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
- 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).
- 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.
- 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.
#LI-DNI
*** By clicking the "Submit Application" button, you agree to allow HVN to collect and process your personal data in accordance with HVN’s Personal Data Protection Policy, which is publicly available on HVN’s official website.Visit for more information.