AVP - S&D Product (Sales Execution Applications)

Role Summary

The S&D Product Manager (Sales Execution Applications) is responsible for the product lifecycle of IOH's sales execution applications, covering execution of DSE, Internal Sales, Direct Sales Agent, Promotor, Merchandiser, and Key Accounts, with SalesHub / MOBII & Retailer apps as the primary platform.

The role defines and owns the roadmap for sales execution applications in alignment with stakeholders and is accountable for detailing and delivering it. It serves as the central HQ owner of the domain roadmap, requirements, and delivery alignment, working with IT delivery and PQA on quality, and with the Sales Enablement team so that what is built is ready to be adopted in the field. It also turns field and system data into insight and recommendations on how automation can make the sales force more effective.

Key Responsibilities

1. Roadmap Ownership & Management

• Develop & own the roadmap for sales execution applications, built from business priorities, regional input, field insight, and automation opportunities.
• Prioritize the roadmap and backlog by business impact, field readiness, and delivery capacity, and manage dependencies with UI/UX, IT delivery, and core systems teams.
• Decide roadmap and scope changes within the domain, and bring items that add a new module or user group, change business process, or affect other channels to the VP with a recommendation.
• Tailor solutions to differences in sales roles, employment models (direct versus partner), and regions.

2. Requirement Definition & Detailing

• Detail out requirement documents (IBRS / BRD / FRD), user stories, process flows, business rules, and acceptance criteria for roadmap items.
• Validate flows with UI/UX through wireframes and interactive prototypes before development starts.
• Align & develop business requirements for core or broader system dependencies (e.g., MOBII, MOBO, ERP)

3. Delivery Monitoring & UAT Governance

• Align with IT delivery, PQA, and the broader team on scope, timeline, and quality, and escalate risks early with options.
• Provide acceptance criteria and business scenarios for UAT, and monitor UAT progress and results against the requirement and the agreed timeline.
• Decide on deviations raised during development and UAT (defects, scope gaps, workarounds, timeline slippage) by weighing business impact against timeline, and ensure the requirement remains valid as conditions change.
• Escalate deviations that change scope, business process, or go-live date, and recommend go / no-go for final sign-off.

4. Regional Alignment & Channel Enablement

• Lead workshops, field visits, and requirement validation with regional teams, so the roadmap and requirements reflect regional operating realities before sign-off.
• Align with the Sales Enablement team on field execution and adoption: share what is changing, why, and when, so training and field communication are ready before go-live.
• Provide functional guidance to regional counterparts on product and process matters to maintain consistent execution across regions.

5. Insight & Automation Recommendations

• Analyze field and system data (e.g., visit execution, coverage, productivity, and adoption and compliance data from the Sales Enablement team) to identify where sales effectiveness is lost and which manual or repetitive field processes can be automated.
• Assess automation opportunities by sales impact, effort saved, and feasibility, build them into the roadmap, and bring larger or cross-channel opportunities.

Key Performance Indicators (KPIs)

1. Backlog & Roadmap Delivery: % of committed domain roadmap and backlog items delivered on the agreed timeline.
2. Requirement Quality: % of requirements signed off before sprint start without major rework during development.
3. Adoption & Field Compliance: active usage and/or compliance on delivered features across regions against target.
4. Release Readiness Alignment: on-time rollout of release communications and enablement material to regional teams aligned with agreed timeline.

Qualifications & Experience

1. Experience: 5–7 years in sales operations, business analysis, product ownership, or sales strategy, preferably in telecom, FMCG, or digital services, including at least 2 years owning a sales, field, or distribution application or leading cross-functional delivery.
2. Technical Knowledge: Strong understanding of field sales and route-to-market dynamics, proven ability to write requirement documents and acceptance criteria, and the data literacy to turn field and system data into recommendations, including where automation can improve sales effectiveness.
3. Execution & Operational Discipline: Proven track record managing a product backlog, driving UAT to closure with IT and QA teams, making trade-off decisions under timeline pressure, and supporting application rollouts to field teams across regions.
4. Stakeholder Management: Ability to drive alignment between HQ, regional teams, Sales Enablement, IT delivery, PQA, and UI/UX without direct authority.