The Manager Sales Excellence is responsible for supporting and enhancing sales performance, improving operational efficiency, and implementing standardized sales practices across channels. This role focuses on optimizing sales processes, analyzing market and sales data to generate actionable insights, and ensuring alignment with the company’s objectives to drive sales, revenue growth, market share, and customer satisfaction. The Manager works closely with sales teams, operations, and senior leadership to promote a consistent, high-performing sales culture.
Sales Strategy & Execution
- Support the implementation of Sales Excellence initiatives across Trade channels.
- Assist in executing sales strategies aligned with business objectives.
- Monitor channel performance and key account activities to identify opportunities and address gaps.
- Ensure all sales initiatives follow the ideal customer journey and the METRO Way of selling.
- Recommend process improvements to enhance efficiency, forecasting, and execution.
- Coordinate timely execution of Sales Incentive payouts in collaboration with Controlling and P&C.
Data Analysis, Insights & Competitive Intelligence
- Analyze sales data, market trends, and competitor activities to generate actionable insights.
- Develop dashboards, reports, and KPIs to track performance and support decision-making.
- Identify opportunities to improve sales productivity, channel performance, and customer engagement.
- Provide insights on competitors’ coverage, strengths, and weaknesses to optimize Trade strategies.
Reporting & Stakeholder Management
- Prepare regular performance reports for senior management and key stakeholders.
- Collaborate with cross-functional teams including marketing, finance, and operations to ensure smooth execution of initiatives.
- Support leadership with insights and recommendations for Trade sales optimization.
- Act as a point of coordination between sales teams and management to ensure alignment and follow-through.
Customer & Prospect Management
- Segment Trade customers by CTG and store, prioritizing high-potential regions.
- Apply lifecycle and frequency-based segmentation: Prospect, New, Growing, Mature, Declining, Churning.
- Support management of key accounts (distributors, modern trade chains, high-volume wholesale customers) with structured coverage.
- Map customer and prospect locations against delivery zones to optimize coverage, profitability, and logistics efficiency.
- Assist in driving customer engagement and relationship management initiatives.