Manager, Sales & Commercial Excellence - Consumer Packaged Goods, Deloitte Digital in London

If you’re passionate about helping Consumer Products organisations drive transformational change through their Commercial Functions then this is the role for you. Commercial functions are the engine for growth in CP organisations and they need to evolve to keep pace with shifting market dynamics, rapidly evolving consumer preferences and a challenging omni-channel customer landscape.

Our Sales Transformation and Commercial Excellence team is focused on enabling Consumer Products organisations transform in this domain to fuel growth and efficiency, build leading E2E Commercial Capabilities for the future and enable them to win in the market. We deliver impact and value not only through inspiring organisations with next generation approaches but also helping them to deliver these and achieve results.

As part of this team you will be working on, and/or leading, client projects in this domain with a range of our top practitioners from across our Consulting portfolio offerings. Together with all of Deloitte, we create connections across the breadth of our people, organisation, and ecosystems to make an impact that matters to our clients and to society.

We’re an innovative team that fuses strategy, operating model and technology to help our clients define where they need to be and build their future-fit organisations. If you’re keen to help us shape the future, then read on.

Deloitte drives progress. Using our vast range of expertise, we help our clients become leaders wherever they choose to compete. To do this, we invest in outstanding people. We build teams of future thinkers, with diverse talents and backgrounds, and empower them all to reach for and achieve more.

What brings us all together at Deloitte? It’s how we approach the thousands of decisions we make every day. How we behave, our beliefs and our attitudes. In other words: our values. Whatever we do, wherever we are in the world, we lead the way, serve with integrity, take care of each other, foster inclusion, and collaborate for measurable impact. These five shared values lead every decision we make and action we take, guiding us to deliver impact how and where it matters most.

Industry experience requirements:

• Bring Consulting and CP Industry related expertise, with proven experience in transforming capabilities and delivering results.
• Have worked with CP clients on business advisory projects and have led/worked on projects transforming different aspects of Commercial Capabilities.
• Have specific experience in the following areas:

• Sales: Key account management, Field Sales, Digital
• Customer strategy and Customer business planning
• Revenue Growth Management (including TPM/TPO)
• Category strategy and planning
• Omni-channel/route to market transformation

We are seeking candidates across multiple levels, depending on your experience, spanning the following: Manager, Senior Manager, Associate Director roles within our Technology and Transformation business offering.

Specific domain expertise (desired expertise in all or some of the following areas):

• Commercial Operating Model: Designing and delivering insight driven Operating Models across the Commercial domain (eg. Sales, RGM, E2E Commercial). This will involve helping clients make choices around the shape and size of their organisation, where the work gets done (Global to Local) and the critical roles, skills and interactions required for success.
• Commercial/Sales Process Improvement: Identifying and addressing opportunities to optimise Commercial/Sales processes. Proposing and implementing improvements to enhance sales effectiveness and productivity. This may involve streamlining workflows, developing sales/commercial tools, and building commercial capabilities.
• Sales/Commercial Capability Optimisation: Defining the leading class Sales Capabilities to win in the market, benchmarking Consumer organisations against these and developing the roadmaps to get to leading class.
• Revenue Growth Management Optimisation (including TPM/TPO): Optimising the use of revenue growth management levers within the Consumer Products landscape to make effective choices as they relate to enabling growth and effectiveness. A robust understanding of how data and technology can enhance capabilities in this area.
• Data, Analytics and Insight Delivery: Defining the key Commercial/Sales business questions/decisions and designing the future insight delivery model to enable these.
• Continuous Commercial Performance Improvement: Identifying the key levers to fuel growth and effectiveness in our clients’ organisations including (but not limited to) areas such as KPI development, Commercial/Sales Incentive Programmes, governance frameworks.

Overall, you’re an ideas person and problem solver as well as a hands-on doer. You know it takes a mix of people to do amazing work, so you love collaborating with and learning from people with different skills, backgrounds and perspectives.

Core competencies required:

• Excellent written and verbal communication skills are essential – an ability to establish personal credibility and inspire confidence with all levels including the C suite.
• The ability to navigate complex stakeholder environments effectively both internally and in client organisations.
• Experience playing lead roles in the scoping, definition and delivery of projects and the design and development of programme roadmaps.
• An understanding of how to define a benefits case associated to target operating model designs and the methods for benefits tracking and realisation.
• Strong commercial awareness and an understanding of the typical commercial levers and considerations within a consulting environment.
• Strong business analysis and problem solving skills.
• Excellent presentation and facilitation style.
• Contribute to the design and delivery of sustainable change through transformation programmes.
• Provide guidance and support on project execution and professional development.
• Develop and maintain strong client relationships, proactively identifying opportunities to expand services and address evolving client needs.

Distinctive thinking, deep expertise, innovation and collaborative working. That’s what connects us. That’s what makes us Deloitte. If you want to help solve some of the biggest tech and transformational challenges around, join us. Together, we’ll make an impact that matters.

Human connections are integral to business. We combine people, ideas and technology to support our clients to build strong connections. For example, through commerce, customer design and sales services.

Regulation and controls are standard practice in our industry and Deloitte is no exception. These controls provide important legal protection for both you and the firm. We are subject to a number of audit regulations, one of which requires that certain colleagues abide by specific personal independence constraints (e.g., in relation to any financial interests and employment relationships).

You’ll be based in London with hybrid working. At Deloitte we understand the importance of balancing your career alongside your home life. That’s why we’ll support you to work flexibly through our hybrid working policy. Depending on the requirements of your role, you’ll have the opportunity to work in your local office, virtual collaboration spaces, client sites and remotely.

Making an impact is more than just what we do: it’s why we’re here. So we work hard to create an environment where you can experience a purpose you believe in, the freedom to be you, and the capacity to go further than ever before.

We want you. The true you. Your own strengths, perspective and personality. So we’re nurturing a culture where everyone belongs, feels supported and heard, and is empowered to make a valuable, personal contribution. You can be sure we’ll take your wellbeing seriously, too.

Your expertise is our capability, so we’ll make sure it never stops growing. Whether it’s from the complex work you do, or the people you collaborate with, you’ll learn every day. Through world-class development, you’ll gain invaluable technical and personal skills. Whatever your level, you’ll learn how to lead.

A career at Deloitte is an opportunity to develop in any direction you choose. Join us and you’ll experience a purpose you can believe in and an impact you can see. You’ll be free to bring your true self to work every day. And you’ll never stop growing, whatever your level.