Regional Sales Excellence Manager, Asia (Internal Candidates Only)

The Regional Sales Excellence Manager - Asia role is a regional role that covers and oversees all the countries in Asia. You'll still be based in your current country but you will need to look after the region. The role is about leading and owning sales capability, sales productivity, and sales discipline. The role also involves promoting and growing key innovations to help teams achieve profitable organic growth.

Key responsibilities include training on Pest Control and Hygiene & Wellbeing solutions, reinforcing sales activities and tools, and working on innovations with various teams. KPIs include the number of trainings, completion percentages, sales numbers, and innovation growth.

This is a internal role only, you are advised to speak with your manager before applying for the role.

The role requires written and spoken language proficiency in English, and one other common Asian language.

Sales Capability

Key Deliverables:

• Trains the team on Pest Control and Hygiene & Wellbeing solutions (Unique Selling Proposition, Sector Positioning, Competitor Management, etc.)
• Carries out and reinforces key concepts from Sourcing & Planning, Where to Play, How to Win, Networking, Account Management to Speed of Response and other crucial sales modules
• Promotes and lands selling skills from Challenger Sales (teaching based) and SPIN Selling (probing based) techniques
• Tracks adherence to the Sales Management Model modules

KPIs:

• No. of trainings carried out
• Percentage of completion of participants
• Pre and post surveys
• Total Sales, Contract Revenue, API, Organic Net Gain
  

Sales Productivity & Discipline

Key Deliverables:

• Reinforces regional guidelines in terms of sales activities (Quotes, Visits, etc.)
• Reinforces timely and proper usage of sales activity tools (ex. Solo, etc.)
• Reinforces usage and proper execution of the Sales Performance Assessment (SPA) tool
• Reinforces usage of sales survey tools like (PRC, PDS, HIT, SHS)
• Reinforces discipline of carrying out important Account Management activities (Business Reviews, Contact Matrix, etc.)
• Reinforces basic sales fundamentals that aid in helping the sales team become more effective
• Works with other functions like IT to ensure that the sales tools are effective and adding value to the teams

KPIs:

• SPA usage percentage
• Business Review completion percentage
• No. of Visits, Calls, Quotes, Pipeline
• Survey tools usage percentage
• Total Sales, Contract Revenue, API, Organic Net Gain
  

Innovations

Key Deliverables:

• Works very closely with Asia and Group M&I right at the start of the gate process and becomes the bridge to the countries in determining relevant solutions
• Helps the countries with activities that will result to better forecasting of new innovations
• Works very closely with the countries to execute regional and global playbooks (pre launch and post launch milestones)
• Owns the performance of key regional innovations
• Helps in operational coordination to get innovations properly tested and eventually commercialized
• Works very closely with sales, marketing and operations team to achieve the maximum go-to-market approach of innovations
• Helps in competitor analysis and other relevant research activities that help strengthen our innovations positioning

KPIs:

• Innovations growth percentage
• Number of innovation launches
• Innovations contribution to total sales
• Total Sales, Contract Revenue, API, Organic Net Gain

The benefits offered will be in accordance with local benchmarks and prevailing practices.