Commercial Excellence Manager

Commercial Excellence Manager

Relocation Assistance Offered Within Country
Job Number #174005 - Mumbai, Maharashtra, India

Who We Are

Colgate-Palmolive Company is a global consumer products company operating in over 200 countries specialising in Oral Care, Personal Care, Home Care, Skin Care, and Pet Nutrition. Our products are trusted in more households than any other brand in the world, making us a household name!

Join Colgate-Palmolive, a caring, innovative growth company reimagining a healthier future for people, their pets, and our planet. Guided by our core values—Caring, Inclusive, and Courageous—we foster a culture that inspires our people to achieve common goals. Together, let's build a brighter, healthier future for all.

Role Purpose

The Commercial Excellence Manager serves as the strategic architect of our commercial execution engine. This role sits at the intersection of data science, commercial strategy, and field operations. You will be responsible for maximizing sales force productivity through robust Sales Force Effectiveness (SFE) frameworks, managing our Sales Force Automation (SFA) ecosystem, and building motivational Incentive Compensation (IC) plans. Crucially, you will own the end-to-end governance of our geographic footprint—driving the standard operating procedures (SOPs) for new Headquarters (HQ) deployment, managing local Go-To-Market (GTM) execution tracking, and ruthlessly optimizing legacy territories to ensure peak commercial ROI. 

 

Key Responsibilities

1. Regional Deployment Strategy & Headquarter (HQ) Optimization

• Deployment SOP & Gated Governance: Establish and enforce the standard operating procedure for market entry and regional expansion. Own the gated governance model (validating market potential, access/hospital formulary readiness, and talent pipelines) to approve or halt expansion before capital deployment.

• New HQ Maturity Tracking: Monitor the ramp-up of new HQs against a strict 12-month maturity timeline, tracking metrics from infrastructure setup to run-rate independence.

• Legacy Hub Rationalization: Perform continuous "Cost-to-Serve vs. Yield" audits on mature regional HQs. Lead restructuring, territory consolidation, or resources reallocation from stagnant zones to high-growth clusters.

• Turnaround Management: Design and deploy 90-day "SFE Turnaround Plans" for underperforming legacy hubs, altering segmentation profiles and localized incentive triggers to revitalize performance.

2. Sales Force Effectiveness (SFE) & Field Productivity

• Segmentation & Targeting (S&T): Design dynamic, data-driven stakeholder tiering models (HCPs, HCOs, key accounts) based on market potential, adoption curves, and patient flows.

• Territory Sizing & Alignment: Manage equitable territory boundaries and workload allocations to guarantee optimized physician coverage and zero market overlap.

• Execution Metrics: Formulate and monitor field force Key Performance Indicators (KPIs), including call averages, target frequency compliance, coverage, and core brand focus.

 

3. Sales Force Automation (SFA) & Digital Infrastructure

• CRM/SFA Ownership: Lead the configuration, enhancement, and daily adoption of healthcare-specific CRM platforms (e.g.,C4C). Ensure data integrity and reduce administrative burden for the field force.

• Business Intelligence (BI) Dashboards: Create and maintain executive and field-level dashboards (Power BI, Tableau) integrating external healthcare datasets (IQVIA, Claims data, internal sales metrics).

• Capability Building: Train and upskill Medical Representatives (MRs) and First-Line Managers (FLMs) on leveraging SFA insights to manage their territories as agile micro-businesses.

4. Incentive Compensation (IC) & Target Setting

• Plan Architecture: Design, simulate, and launch motivational, market-competitive incentive compensation plans aligned with product lifecycle milestones and business objectives.

• Quota Setting: Build equitable target-setting algorithms combining historical trends, local market potentials, and formulary access variations.

• Governance & Payout Compliance: Oversee the validation and processing of periodic sales incentive payouts, ensuring financial transparency, zero errors, and adherence to the commercial budget.

5. Local GTM Execution & Output Tracking

• Micro-Market Tracking: Build regional analytics frameworks to track hyper-local GTM initiatives, account management milestones, and state/regional pricing or formulary impacts.

• Activity-to-Output Attribution: Map field force behaviors (logged in SFA) directly to secondary sales outcomes to measure the exact return on investment of local commercial actions.

 

Ideal Candidate Profile

• Experience:  Minimum 5 Years experience in Commercial Excellence, Sales Operations, or SFE roles within the healthcare, pharmaceutical, or medical devices sectors.

 

Competencies:

1. Influencing & Negotiation: Proven ability to move the needle on KPIs through peers and senior stakeholders without direct hierarchy

2. Commercial Acumen: A good understanding of the P&L—from Topline to Net Sales and Margin.

3. Change Management: Experience in leading "mindset shifts" (especially regarding technology adoption) across a large field force.

4. Managing Ambiguity: Ability to navigate changing dynamics and align interests toward driving shared goals

5. Tech Savviness: High comfort level with CRM/DMS systems (SAP C4C experience is a plus).

Our Commitment to Inclusion
Our journey begins with our people—developing strong talent with diverse backgrounds and perspectives  to best serve our consumers around the world and fostering an inclusive environment where everyone feels a true sense of belonging. We are dedicated to ensuring that each individual can be their authentic self, is treated with respect, and is empowered by leadership to contribute meaningfully to our business.

Equal Opportunity Employer
Colgate is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, colour, religion, gender, gender identity, sexual orientation, national origin, ethnicity, age, disability, marital status, veteran status (United States positions), or any other characteristic protected by law.

Reasonable accommodation during the application process is available for persons with disabilities. Please complete this request form should you require accommodation.

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Experience Level

Mid Level