The Role
Leads commercial performance improvement and sales transformation across India without directly managing regional sales teams. Diagnoses performance gaps, develops turnaround plans, improves sales productivity, standardizes processes and business reviews, strengthens CRM adoption, and coaches regional leaders. Drives strategic initiatives including market launches, product adoption, capability programs, cross-selling, channel development, and key-account growth. Uses dashboards and analytics to identify trends, recommend interventions, and measure transformation ROI. Requires extensive travel and strong senior-stakeholder influence.
Summary Generated by Built In
About Tripjack
TripJack: A Great Place to Work® and the trusted tech platform for over 60K+ travel agents across India!
We’re proud to be Great Place to Work® Certified™ workplace, reflecting the trust, pride, and sense of belonging our people feel every day. This recognition reflects our commitment to a culture where our teams grow, collaborate, and drive the future of travel technology, while consistently delivering excellent service to our agent partners.
With over 35+ years of travel experience between the founders, TripJack has always prioritized the needs of travel agent partners. TripJack’s integrated platform offers content from 750+ airlines, 2 Mn+ Hotels including services across Corporate Travel, Travel assistance and Insurance, Rail and Marine segments. With a superior tech platform, seamless agent pre- and post-booking journeys, and 24/7 customer service, we are on a mission to transform the travel booking & management experience for our agent partners.
Role: Commercial Excellence & Sales Transformation
Location: Lower Parel, Mumbai
Experience: 8-16 Yrs
Education: Any Graduate
Job Summary:
We are looking for a high-impact business leader who thrives on solving commercial problems rather than simply managing teams.
This role will partner with the Chief Business Officer/Sr Vice President - Business Head and Regional Sales Heads to improve business performance across India. The individual will act as an internal consultant and transformation leader—identifying performance gaps, diagnosing root causes, designing interventions and driving execution until measurable business outcomes are achieved.
This is not a traditional sales management role. The incumbent will influence, coach and transform regional businesses without directly owning regional sales teams.
Job Responsibilities:
Business Performance
- Drive sales productivity across all regions.
- Identify growth opportunities across markets, products and customer segments.
- Improve market penetration, customer acquisition and wallet share.
- Develop region-specific growth strategies.
Sales Transformation
- Diagnose underperforming regions through structured business reviews.
- Identify issues relating to people, process, pricing, productivity, capability or execution.
- Design and implement turnaround plans.
- Lead cross-functional transformation initiatives.
Regional Partnership
- Partner closely with Regional Heads/National Head during field visits.
- Coach leaders on sales planning and execution.
- Improve pipeline discipline, forecasting and conversion.
- Share best practices across regions.
Commercial Excellence
- Build scalable sales playbooks.
- Improve sales processes and operating rhythms.
- Standardise business review mechanisms.
- Increase adoption of CRM and sales analytics.
Program Management
Lead strategic initiatives such as:
- New market launches
- Product adoption campaigns
- Sales capability programmes
- Productivity improvement initiatives
- Cross-selling programmes
- Channel development
- Key account growth initiatives
Analytics & Insights
- Build actionable dashboards.
- Identify performance trends.
- Recommend interventions backed by data.
- Measure ROI of transformation initiatives.
Required Skills & Qualifications:
- 8–16 years of experience in sales leadership, business transformation or commercial excellence.
- Strong experience leading multi-region commercial businesses.
- Demonstrated success in improving sales performance rather than only managing teams.
- Strong analytical and problem-solving capabilities.
- Comfortable travelling extensively across India (50–70% travel).
- Ability to influence senior stakeholders without direct reporting relationships.
- Excellent communication and executive presence.
Skills Required
- 8-16 years of experience in sales leadership, business transformation, or commercial excellence
- Strong experience leading multi-region commercial businesses
- Demonstrated success improving sales performance rather than only managing teams
- Strong analytical and problem-solving capabilities
- Willingness and ability to travel extensively across India, 50-70% of the time
- Ability to influence senior stakeholders without direct reporting relationships
- Excellent communication and executive presence
- Any graduate degree
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The Company
What We Do
TripJack is a B2B travel technology platform that helps travel agents and businesses manage travel sales and operations. Its integrated system provides access to flights, hotels, cabs, visas, insurance and trains, alongside search, booking, servicing and API tools. The platform connects users with broad airline and hotel inventory and supports scalable, competitively priced travel solutions across India and multiple countries.
