Commercial Excellence

Experience, Skills and Qualifications

• 6–10 years’ experience in sales execution, commercial excellence, or sales operations
  
• Strong understanding of distributor-based go-to-market models
  
• Experience driving execution discipline in emerging or transforming markets
  
• Practical, field-oriented, and comfortable influence without authority
  
• Masters/ Degree in business, marketing, or related field.
  

• Sales Execution Discipline
  
• Define and embed clear execution standards across CFUs (prioritisation, call discipline, coverage models, execution cadence)
  
• Strengthen execution rigor in distributor, territory, and channel management
  
• Ensure consistency in execution practices while allowing for market-level adaptation
  
• Distributor & Channel Performance
  
• Drive distributor segmentation and prioritisation in partnership with Go-to-Market and Commercial Insights
  
• Establish performance expectations for priority distributors
  
• Support CFUs in improving sell-out execution and distributor effectiveness
  
• Performance Routines & Governance
  
• Design and embed effective commercial routines (monthly performance reviews, execution check-ins)
  
• Partner with Commercial Insights to ensure reviews are data-led and action-oriented
  
• Identify execution gaps early and support corrective actions
  
• Capability & Ways of Working
  
• Build execution capability through playbooks, tools, and coaching
  
• Support the shift from activity-based selling to priority- and outcome-based execution
  
• Reinforce a performance culture grounded in focus, accountability, and follow-through. Leveraging on AI in strengthening sales and commercial performance across the team.