Key responsibilities and tasks

• 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.

Key Working Relations

• Part of the Commercial Operations execution sub-squad
• Works day-to-day with Go-to-Market and Commercial Insights & Performance
• Partners closely with CFU sales teams and leaders
• Interfaces with Value Proposition teams where execution alignment is required

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.