Manager Sales Excellence

Company Description

METRO opened its first cash & carry wholesale center in Pakistan in 2007 & expanded to 5 wholesale centers in a short span of 18 months. In July 2012 METRO and Makro-Habib combined their wholesale business in Pakistan marking the beginning of a long-term partnership to the mutual benefit of both companies. The merger allowed METRO and Makro-Habib to combine resources and gain the financial strength to lead and grow in a challenging environment and to gain synergies targeted to generate value for our customers and suppliers alike. Today the company is operating 10 wholesale centers in Lahore, Karachi, Multan, Islamabad & Faisalabad.

METRO Pakistan (Pvt) Limited is part of METRO GROUP’s sales division METRO Cash & Carry, the international leader in self-service wholesale. The company operates more than 750 stores in 25 countries in Europe, Asia and Africa and has a workforce of over 107,000 employees. Sales in 2016/17 were approximately 37 billion Euro.

Job Description

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.

Qualifications

• Bachelor’s degree in business administration, Marketing, Sales, Supply Chain, or a related field is required.
• MBA or equivalent postgraduate qualification in Sales, Marketing, Retail, or Supply Chain Management is highly preferred.
• Minimum 3+ years of experience in Trade, Cash & Carry, or modern trade sales, preferably in FMCG or retail distribution. Proven track record in sales excellence, process optimization, and key account management.

Additional Information

Functional Skills:

• Advanced knowledge of Trade and Cash & Carry sales processes and best practices.
• Expertise in customer segmentation, key account management, and operations.
• Strong analytical skills for data-driven decision-making, KPI tracking, and competitive intelligence.
• Proficiency in CRM, sales reporting, and business analytics tools.
• Ability to develop and implement sales strategies, standard operating procedures, and governance frameworks.

Competencies:

• Strategic thinking and problem-solving skills.
• Leadership and people development capability.
• Excellent stakeholder management and communication skills.
• Results-oriented mindset with a focus on continuous improvement.
• Customer-centric approach with strong negotiation and influencing skills.
• Ability to work cross-functionally and drive collaboration across teams.