Director- Commercial Effectiveness, South Asia

Position Overview:

The Director – Commercial Effectiveness (Commercial Excellence) is a senior leadership role responsible for driving end‑to‑end commercial effectiveness across the Crop Protection businesses. This role shapes and executes the commercial excellence

strategy to deliver sustainable growth, productivity, and customer-centric outcomes through strong ownership of field force effectiveness, digital enablement, customer loyalty programs, commercial analytics, and sales capability building.

Key Responsibilities:

• Define and execute a comprehensive Commercial Excellence roadmap for Crop Protection businesses aligned with overall business strategy and growth priorities.
• Act as a strategic advisor to Sales and Marketing leadership on go‑to‑market models, channel strategy, pricing execution, customer segmentation, and portfolio prioritization.
• Drive enterprise-wide adoption of standardized commercial excellence frameworks while allowing for business‑specific nuances.
• Lead Field Force Effectiveness initiatives including territory design, target setting, call planning, workload optimization, incentive effectiveness, and performance governance.
• Ensure optimal deployment of sales resources to maximize reach, coverage, and ROI across regions and customer segments.
• Partner with Sales Leadership to continuously improve sales productivity and execution discipline.
• Own and accelerate the digital commercial agenda, including CRM adoption, digital selling tools, omnichannel engagement models, and sales process digitization.
• Collaborate with IT/Digital teams to deploy scalable, user‑centric solutions that enhance sales effectiveness and customer experience.
• Drive high adoption, data quality, and value realization from digital platforms across the field organization.
• Design and lead Customer Loyalty Programs across Crop Protection businesses to strengthen customer relationships and lifetime value.
• Utilize customer insights, segmentation, and value-based approaches to enhance retention, cross‑sell, and share of wallet.
• Ensure loyalty initiatives are measurable, compliant, and aligned with brand and commercial objectives.
• Build and lead a strong Commercial Analytics capability, delivering actionable insights across performance management, forecasting, pricing execution, promotions, and customer behavior.
• Drive data‑driven decision-making by translating analytics into clear business recommendations for leadership teams.
• Establish standardized dashboards, KPIs, and governance models to track commercial performance and ROI.

Key Stakeholders and Interactions:

The role partners closely with Business Unit Heads, Marketing, Sales, Finance, IT/Digital, embed best‑in‑class commercial practices across the organization.

Qualifications & Experience

• MBA or equivalent postgraduate degree in Management, Marketing, Strategy, or related field.
• 15+ years of progressive experience in Commercial Excellence, Sales Enablement, Strategy, or related roles within the Agri, Seeds, Crop Protection, FMCG, or Life Sciences/Pharma sectors.
• Strong hands-on experience across field force effectiveness, digital transformation, analytics, and customer-focused commercial models.
• Proven ability to lead and scale diverse, cross‑functional teams.
• Build a high‑performance, collaborative culture with clear accountability and strong talent pipelines.
• Champion continuous improvement, innovation, and best practice sharing across teams and geographies.
• Ensure all commercial excellence initiatives comply with company policies, regulatory requirements, and ethical standards.
• Lead change management efforts to drive adoption of new processes, tools, and ways of working across the organization.