Sales Operations and Capability Lead

Are You Ready to Make It Happen at Mondelēz International? Join our Mission to Lead the Future of Snacking. Make It With Pride. This position exists to develop, lead, and implement Sales Operations strategies that drive commercial excellence across the organization. The role is responsible for building capability and delivering measurable results across three critical pillars: Route to Market (RTM) , Sales Force Effectiveness (SFE) , and Sales Operations (Merch Ops) .The role partners closely with Sales, Category Planning & Activation (CPA), and Finance to ensure sales strategies are translated into executable plans that deliver volume, revenue, and profitability targets. Principal Accountabilities Route to Market (RTM) Key Responsibilities Develop and implement RTM strategies aligned with business objectives across all channels (Traditional Trade, Modern Trade, Away From Home) Evaluate and recommend optimal distribution models (direct, indirect, hybrid) based on market dynamics Drive distributor performance through structured business reviews, KPI tracking, and capability building Identify white space opportunities and develop plans to expand numeric and weighted distribution Partner with CS&L to optimize service levels, lead times, and cost-to-serve Lead RTM transformation projects including territory redesign, beat optimization, and outlet segmentation Sales Force Effectiveness (SFE) Key Responsibilities Design and implement sales capability frameworks including competency models, training curriculam, and certification programs Develop and manage sales performance dashboards and KPI scorecards Lead the design and continuous improvement of sales incentive and recognition programs Implement structured coaching and field accompaniment programs for frontline managers Drive adoption of sales technology tools (CRM, SFA, reporting systems) to improve productivity Conduct regular sales capability assessments and close identified gaps through targeted interventions Benchmark sales force productivity against industry standards and best practices Sales Operations – Merchandising Operations (Merch Ops) Key Responsibilities Define and implement merchandising standards and planogram compliance across all channels Develop execution scorecards to track in-store KPIs (share of shelf, display execution, pricing/promo compliance, availability) Lead the merchandising team/third-party agencies to deliver best-in-class store presence Leverage store audit data and competitive intelligence to identify execution gaps and growth opportunities Coordinate with Trade Marketing on activation execution and in-store visibility programs Drive process excellence in order management, returns, and trade spend compliance Develop and maintain SOPs for all sales operations processes Liaison with the vendor for merchandiser operations & ensure periodical negotiations, pay for performance & maintain overall business relationship Compliance & Governance Key Responsibilities Ensure 100% compliance with corporate policies, trade terms, and commercial guidelines Conduct regular audits of sales processes and distributor operations Provide training and refresher courses on compliance policies Orient new sales employees on company policies and code of conduct More about this role Minimum 10 years in Sales, Commercial, & Sales Operations roles Deep understanding of FMCG/CPG sales operations and go-to-market models Skills & Competencies Strong leadership and people management skills Strategic thinking with ability to translate strategy into execution Excellent analytical and problem-solving capabilities Strong project management skills Proficiency in sales technology platforms (SFA, DMS, BI tools) Excellent verbal and written communication skills Strong presentation and stakeholder management skills Ability to influence cross-functional teams without direct authority Experience Proven track record in RTM design and optimization Experience managing sales