Sales Capability & Commercial Excellence Lead

About the role

The role focuses on transforming a large field‑sales organisation in Iraq into a data‑driven, technology‑enabled commercial operation. Working closely with the Sales Director and senior leadership, you will optimise routes, territories and outlet coverage while driving productivity and profitability.

Key responsibilities

• Assess and redesign routes, territories, outlet segmentation and call‑frequency planning to support market expansion.
• Establish and embed structured Revenue and Margin Growth approaches, KPIs and performance routines for the field sales force.
• Identify and implement practical salesforce automation and field‑enablement solutions to improve data visibility and decision‑making.
• Monitor and improve metrics such as strike rate, drop size, cost‑to‑serve and route profitability.

Required profile

• Strong experience in Sales Excellence, Commercial Excellence, Route‑to‑Market or Sales Capability within FMCG.
• Proven track record of improving salesforce productivity, strike rate, drop size and cost‑to‑serve.
• Hands‑on experience establishing field‑sales KPIs, performance dashboards and routines.
• Middle‑East or comparable emerging‑market experience is strongly preferred.

Required skills

• Salesforce automation (SFA) and distributor‑management or field‑enablement systems.
• Analytical capability to translate data into actionable field actions.
• Route optimisation, territory design and outlet segmentation expertise.