Sales Performance Manager

Position Summary

The purpose of this position is to support in defining sales goals; evaluate the sales performance / sales pipeline of the Americas market team; support in the creation, execution and feedback loop of the sales strategies across the sales team and back to the product managers for continuous improvement in closed won sales; provide reporting at the team and market levels as related to sales performance; work in conjunction with marketing, product managers, Asia Sales Excellence function and the market leaders.  The position supports the Americas market on both the Business Development and Account Management functions. 

Objectives

• Improve existing sales operations model


• Drive sales teams to meet sales objectives.


• Track performance across the sales organization withing the market.


• Identify and implement improvements in the sales process (people, process, content, product).


• Support directly and indirectly in coaching and mentoring of the sales teams.


• Communicate successes and areas of improvement.

Major Roles & Responsibilities

• Lead, organize, and govern all sales excellence frameworks that drive business outcomes and customer satisfaction. This includes providing insights and processes to improve sale velocity and driving operational clarity across organizational boundaries.


• Drive training, tools, enablement, and culture to create an environment that builds and supports high-performing sellers, thus delivering sales excellence.


• Drive sales discipline, accountability & high productivity. Skilled in coaching managers to drive sales excellence behaviour improvements & increase proficiency in lead management, opportunity.


• Qualification, close planning, pipeline hygiene & deal forecasting through utilization & adoption of standard tools, applications & processes.


• Leverage business insights to drive required actions. Skilled in analytical problem solving, leveraging business dashboards & tools to identify risks, upside & other related intelligence.


• Drive Salesforce utilization and maturity usage of dashboards, pipeline dynamics, analysis of leading/lagging KPIs and generating actionable management insight, increased coverage and win rate


• Provide Salesforce super-user level guidance, support and training to internal customers and stakeholders across the SBD Industrial business.


• Collaborate closely with IT team on tactical and strategic Salesforce focus areas, including; Key development initiatives, prioritization requests, UAT and user escalations


• Develop end-2-end Salesforce processes across CPS (from lead to opportunity to close)


• Support sales teams with creation of custom reports & dashboards


• Provide insight, direction and project management support for design launch and development of new tools such as Salesforce Anywhere (QUIP), Predictive Analytic Tools and Tableau CRM.


• Identify, plan, and execute end of life of tools as they reach their full usefulness and provide declining support to sales.


• Create and maintaining Salesforce databases importing data and generating reporting outputs.


• Further development of the use of CRM solutions (direct marketing, passive sales, reporting, communication support, knowledge transfer) for the regional/global aftersales/sales & marketing teams.


• Training of Salesforce in sales and service as well as continuous ongoing development.


• Manage data cleansing in SALESFORCE with support of Data Stewards. .


• Support global Salesforce users as escalation contact for questions, issues, and training.


• Be integral member of special project team, supporting Commercial Excellence group with testing functionality and system architecture enhancements.

Experience and Educational Background Required for the Job

• Excellent customer focus


• Highly engaging with individuals and groups


• Strong analytical, problem solving, attention to detail and process improvement skills


• Ability to work well under pressure, to handle crisis situations, and balance several tasks simultaneously


• Excellent communication and interpersonal skills required, as well as effectively communicate with a cross-cultural workforce and client base.


• A team player able to work effectively across different departments, functions, and environments


• Responsible and self-directed


• Must be able to take ownership of projects to drive to successful completion


• Must be able to perform with a sense of urgency and sensitivity to deadlines


• Business acumen


• Travel required


• Proficiency in MS Office, CRM tools and analytical tools


• Ideal candidate is located in EST or CST time zones

Compensation Range: $100,000 - $132,000 annually (e.g., the job posting is not necessarily reflective of actual compensation that may be earned, and actual compensation is subject to variation due to such factors as locations, education, experience, and skillset).