Job Title - Senior Manager - Sales Excellence
Minimum Work Experience - 8-12 years
Mandate Skills :-
- Experience in sales organizations
- Forecasting, budgeting, reporting (dashboards)
- Sales compensation roll outs and compliance with stakeholders
- Regional experience in Cyber Security Solutions & Services, IT Solutions & Managed Services, Digital Transformation type of companies (value add)
- Sales process management
- SFDC management and rollout
- Pipeline management
- Target forecasting, budgeting and actuals tracking
- Communication and reporting
- Risk and Analytical Analysis
- Trend analysis
- Process compliance tracking
- Negotiation
- Salesforce
- MS Office (including MS Office & Vision)
Education - Graduate (Business/Finance) or Post Graduate (Business)
Job Purpose
Manages support functions essential to sales force productivity - these include planning, reporting, quota setting and management, sales process optimization, sales training, sales program implementation, sales compensation design and administration. Supports the sales team by creating, evaluating, and optimizing data sets and sales applications.
Coordination and Administration
- Responsible for tracking, measuring and reporting the overall productivity and effectiveness of the sales organization. Work closely with internal and external stakeholders to ensure the appropriate objectives and priorities are enabled within the sales organization supported.
- Coordinates sales forecasting, planning, and budgeting processes. Proactively monitors and strives to maintain high levels of quality, accuracy, and process consistency in the sales organization's planning efforts.
- Manages and coordinates all review/approvals gates within the sales governance process (Lead to Order) and proactively identifies opportunities for process improvement. Works closely with sales management to inspect sales process quality and prioritize opportunities for improvement
Stakeholder Management
- Provide input and managesthe process with internal stakeholders for the development and administration of sales incentive compensation programs
- Work with Finance, and Human Resources to provide required input and assistance with sales incentive compensation administration on an as-needed basis, or when required to arbitrate or clarify the application of sales compensation program policies and procedures
- As needed, coordinates planning activities with other functions and stakeholders within the firm.
Projects Execution
- In alignmentwith identified stakeholders, lead and managethe execution of strategic projects these include:
- refreshing services/products catalog,
- development and roll out of sales playbook,
- products sales tracking and reporting,
- Managecontent creation, planningand tracking for strategic accountsand facilitate executive business reviews
- sales strategy/KPIs definition and other key initiatives as assigned by leadership
