Manager Commercial Performance

Purpose

This position is responsible to evaluate commercial performance of distribution by collaborating with strategy in designing of Scorecard KPIs and their effective monitoring on monthly basis. This includes preparation of annual revenue targets / budgets at the start of the fiscal year and efficient evaluation of performance against set targets as per the organization’s business plan. 

The position is also responsible to prepare effective incentive payout plan, for commercial teams, against the annual targets in accordance with the overall objectives & applicable scorecard policy. 

Education & Experience

  Professional Accountant / MBA with minimum 6 years of relevant experience.

Knowledge & Skills

In depth knowledge of Distribution Commercial procedures and policies. 

•              Broad understanding of Commercial Business Processes. 

•              Strong Understanding of Performance Management Framework. 

•              Strong Knowledge of SAP - ISU along with analytical tools and MS office                

•              Conflict Management 

•              Decision Making & Problem Solving 

•              Negotiation 

•              Analytical 

•              Communication 

Functional Competencies

Area of Responsibilities

1. Performance Management and Incentive Disbursement 

• Partnering with strategy team in designing performance scorecards for commercial distribution team in alignment with organizational goals.
• Ensure accurate & critical evaluation of distribution performance on monthly basis through Financial, Sustainability and Customer Centric KPIs as per performance Scorecard framework.
• Critical analysis of efforts and performance exhibited by functional teams in achievement of BU targets through specifically designed functional scorecards gauging performance at individual level.
• Participating in regular performance monitoring meetings with commercial heads to present performance results and suggest improvements.
• Managing disbursement of incentive pay-out based on result achieved against performance KPIs.
• Managing queries if any related to incentive and pay-outs.       

2. Planning and Target Setting              

• Actively participate in annual budgeting process and ensure its alignment to overall strategic plan of organization. 
• Analyze and validate segregation of distribution annual targets for BU and ensuring its alignment with corporate targets. 
• Analyze and validate targets for functional teams and ensure its alignment with BU targets. 
• Plan and review different strategic intervention and actions to assist fulfilment of strategic goals. 
• Planning and budgeting annual incentive plan and pay-out structure for distribution team. 
• Exploring new avenues and of gauging and improving overall performance of the organization.       

3. Performance Monitoring Exceptions and Gap Analysis             

• Monitoring performance with annual bridge, identifying, and sharing performance gaps with the management. 
• Monitoring performance and productivity of resources provided to BU for achievement of organization goals. 
• Impact analysis of changing business dynamics over business performance and sharing corrective actions.   

4. People Management     

• Identifies training requirements of the Staff; Contributes to performance management of direct reports; Manages development, career planning and engagement of subordinates in coordination with HR. 
• Creates team-spirit and ensures seamless interaction among team members; Ensures parity among subordinates with regards to learning and growth opportunities. 
• Creates a conducive working environment to build and sustain an engaged and committed team