Role and scope
- Role: Sales Development Manager, reporting to the Sales Head.
- Coverage: National Retail and Projects across all four regions.
- Adoption scope: 150+ Sales and Marketing employees and 500+ dealers.
Connecting sales processes with the system
The national Sales Development agenda covered sales technology, sales effectiveness, capability, organisation design and commercial execution. The Salesforce and sales force effectiveness transformation formed part of that agenda.
Srrinivas led the business side of the programme: sales-process redesign, business requirements, workflow design, data standardisation, dashboarding and change management. He worked with functional leaders and governed the external implementation partner.
Supporting adoption across the organisation
Adoption covered all four regions, 150+ Sales and Marketing employees and 500+ dealers. An internal trainer network supported the rollout, alongside integration into field workflows and management reviews.
The scope extended beyond setting up the software. The business work included how the sales process was defined, what information users needed to record, and how managers would use it in their reviews.
Building the Sales Development function
Srrinivas created the Sales Development function, role architecture and operating model, strengthening national sales effectiveness across Retail and Projects.
He also partnered with HR and cross-functional teams on sales capability, training and incentive programmes, and led commercial programmes across retail rebates and project/institutional sales.
What this experience demonstrates
This work brought sales-process design, technology, capability, incentives and management routines into the same leadership agenda. It demonstrates business ownership of CRM implementation and adoption within a wider Sales Excellence function.
Related work
See the CRM and revenue operations practice, the Sales Excellence and Commercial Excellence practice, and the Info Edge Sales Operations case.
The next Kohler role is described in the Business Process Excellence and Commercial Transformation case.