- Job Title: Senior Sales Coordinator
- Reports to (Solid Line): Business Development Head / Sales Head
- Department: Sales Operations & Strategy
- Country: India
- Location: Mumbai
- Job Code: NA
Position Summary
The Senior Sales Coordinator acts as a strategic operations lead and critical analytical partner within the sales organization. Beyond executing day-to-day sales support, this role takes ownership of high-level sales operations, complex MIS data modeling, trade scheme governance, and cross-functional process optimization.
The Senior Coordinator leads the end-to-end integration of primary and secondary sales data, oversees sales force automation (SFA/SFA-ERP) platforms, and directly advises Zonal Managers and the BD Head on performance gaps, forecasting accuracy, and distribution efficiency. The ideal candidate will combine deep FMCG domain knowledge with advanced data analytics and proven cross-functional leadership skills.
Principal Responsibilities1. Advanced MIS, Analytics & Forecasting (30% – 35% of time)
- Lead the creation, automation, and management of business-wide MIS decks, executive dashboards, and performance scorecards.
- Conduct deep-dive predictive analytics across territories, SKUs, and distribution channels to identify underlying trends, stock-out risks, and growth opportunities.
- Partner with the BD Head to model monthly sales forecasts, target setting, and gap analysis.
2. Distributor & Primary/Secondary Sales Management (20% – 25% of time)
- Oversee secondary data collection, primary vs. secondary reconciliation, and distributor claims validation across all zones.
- Audit distributor inventory health, order-to-dispatch pipelines, and primary order execution to minimize stockouts and delivery delays.
- Serve as the senior point of escalation for complex distributor operational issues.
3. SFA / ERP Platform Ownership & Bizom Governance (15% – 20% of time)
- Drive system admin and operational governance for sales platforms such as Bizom, Channelier, or enterprise ERP systems.
- Optimize field force tracking, route plan compliance, and digital order-taking capabilities within the platform.
- Lead platform training programs for team members, distributors, and zonal managers to drive 100% platform adoption.
4. Trade Scheme Governance & Budget Audit (15% – 20% of time)
- Design, track, and audit trade schemes, retailer promotions, and sales incentive programs.
- Validate complex claim settlements to ensure zero revenue leakage and strict adherence to promotional budgets.
- Evaluate the ROI of promotional schemes and recommend adjustments for future campaign rollouts.
5. Sales Operations Leadership & Cross-Functional Governance (10% – 15% of time)
- Coordinate directly with Finance, Supply Chain, Logistics, and Marketing leadership to resolve fulfillment bottlenecks and ensure budget alignments within 24–48 hours.
- Audit field force travel, expense claims, and attendance records submitted by regional coordinators or field leaders.
- Prepare comprehensive data presentations and strategy decks for national sales conferences and board-level reviews.
- Mentor junior sales operations or coordinator staff.
Knowledge, Skills & ExperienceEducation & Experience
- Education: Bachelor’s degree in Commerce, Business, Economics, or related fields (an MBA or PG Diploma in Sales/Marketing/Operations is a distinct advantage).
- Experience: 5–8 years of progressive experience in sales coordination, sales operations, or MIS management within FMCG, Consumer Packaged Goods (CPG), or Retail distribution.
Technical & Technical Software Skills
- MIS & Advanced Analytics: Advanced expertise in MS Excel (Power Query, macros, complex nested logic, dashboards) and data visualization tools (e.g., Power BI or Tableau is a plus).
- SFA / ERP Software: Proficiency in Bizom is strongly preferred/required, alongside experience in tools like Channelier, SAP, or similar CRM/SFA solutions.
- Domain Mastery: In-depth knowledge of primary/secondary distribution networks, trade channels (GT/MT), distributor ROI dynamics, and scheme settlement audits.
Leadership & Management Capabilities
- Strong stakeholder management and cross-functional negotiation skills.
- Proven ability to analyze complex data sets and translate them into actionable business strategies.
- Excellent presentation and structured problem-solving abilities.
Key Performance Indicators (KPIs) & Goals
- Reporting Integrity & Automation: 100% on-time automated delivery of daily, weekly, and executive MIS performance decks.
- Zero Scheme Variance: Maintain under 0.5% error rate in trade scheme calculations, claim audits, and promotional settlements.
- Platform Adoption: Achieve and maintain 100% digital tracking of primary/secondary sales and route planning via Bizom/SFA systems.
- Operations SLA: Resolve escalated sales operations, dispatch, and finance claims issues within 24 hours.
- Target Precision: Improve monthly territory sales forecasting accuracy to within a ±5% variance.
Pay: ₹30,000.00 - ₹40,000.00 per month
Benefits:
- Cell phone reimbursement
- Leave encashment
- Paid sick time
- Paid time off
Application Question(s):
- Apply only if based out of Mumbai?
- The salary remuneratiom will be around 4 lac per annum
- Should have 3-5 years of experience in the relevant field with advanced excel skills and hands-on experience with SFA/ERP software (Bizom preference).
- Should have strong foundation in FMCG secondary sales mechanic with exceptional communication and cross-functional coordination skills.
Work Location: In person
