Role and scope
- Role: Business Process Excellence Manager – Commercial.
- Reporting: Managing Director, Kohler India.
- Business context: Commercial transformation initiatives impacting a ₹1,200 Cr+ business.
- Cross-functional scope: Sales, Marketing, Technical Services, Supply Chain and Logistics.
Taking a cross-functional view of commercial performance
Following his national Sales Development role, Srrinivas moved into Business Process Excellence – Commercial, reporting to the Managing Director. The mandate covered commercial process excellence, including sales processes, sales technology and CRM, with coordination across Sales, Marketing, Technical Services, Supply Chain and Logistics.
This role brought a wider business perspective to commercial transformation: connecting processes, systems and performance management across the functions involved in commercial execution.
Representing India in the global Commercial Excellence CoE
Srrinivas represented India in Kohler's global Commercial Excellence Centre of Excellence. This connected his India responsibilities with the wider organisation's commercial excellence agenda.
Following the successful India Salesforce pilot, the global programme was approved. This was a distinct part of his Business Process Excellence experience, alongside the national Salesforce adoption work described in his earlier Sales Development role.
Connecting goals, KPIs and incentives
The role included work on business goals, KPIs and incentives as part of the commercial excellence agenda. These responsibilities connected transformation priorities with how performance was measured and managed.
His experience combined process and technology work with the management systems used to guide commercial execution.
Master data management and commercial analytics
The mandate also covered master data management and commercial analytics. These formed part of the business process excellence work, alongside sales processes, technology and CRM.
Together, these responsibilities connected commercial processes with the data and management visibility needed to review performance and make decisions.
What this experience demonstrates
This experience highlights Srrinivas's work in Business Process Excellence, Commercial Excellence and cross-functional business transformation. It brings together MD-level reporting, India representation in a global Centre of Excellence, commercial technology, performance management and analytics.
Related work
See the Sales Excellence and Commercial Excellence practice, the CRM and revenue operations practice, the sales analytics and dashboard practice, and the Kohler Sales Development case.