Sales Operations & Commercial excellence Leader – India
Location: Gurgaon
Experience: 12 to 15 years
Good leadership & communication skills to drive, review & own business outlook reviews on a weekly, daily basis A true go getter who believes in driving and owning things Ability to represent India in global review calls Good commercial acumen and understanding to confidently drive and monitor business nos .
Good Analytic skills and highly efficient on complex excel, ppt, power BI The job function will include tracking of Secured outlook, Sales Performance & Incentive tracking complete with dispute resolution, Salesforce pipeline tracking and hygiene Management, tracking of Sales Capacity & Productivity on periodic basis, Customer Segmentation & coverage.
Salesforce opportunity pipeline working with tracking every single opportunity in Salesforce from end to end till order booked in ERP (ensure100% matched SFDC closed vs ERP orders)
Weekly & daily order forecasting (Secured order & margin) for the current month, current quarter, and following quarters – drive seller level granularity thru Salesforce and align high-level with sales director commitment (internal & external)
Understanding of deal by deal on Risks and Upsides – drive action tracker on steps to close a risk/upside deal with help needed articulated
Tracking of key pipeline measurements – generation, forward looking (6mth, 12mth), YoY growth with necessary granular view to drive ownership and accountability
• Win/loss analysis – win rate, loss reasons
• Forward looking pipeline margin tracking versus target margin on periodic basis
• Monthly Sales performance & Incentive working with Internal teams (IBC & SPIMP-COE) and working on dispute resolution of sales team
• Monthly Secure reconciliation with finance after month closure and alignment of secure numbers with Sales Director
• Monthly reconciliation submission with all supporting documents for finance approval at month closure
• Work with VBU Leaders on pipeline sufficiency v/s plan each month for meeting target
• Owning credit blocks clearance, credit terms approval as per DOA working closely with the sales leaders
• Monthly FLS sales performance measurement v/s YTD plan for each LOB through standardize reports
• Secure Margin tracking and sensitivity check for pricing war room approvals
• Weekly salesforce pipeline hygiene check and improvement working with LOB Sales Leaders
• Provide regular updates to management on key sales performance metrics
• Working on Sales targets on yearly basis and monthly target change processes • Overall capacity planning for annual growth targets
• Work with HR & TA for right sales talent hiring
• Manage sales attrition and achieve sales productivity targets
• Sales deployment in line with market growth and initiatives to deliver the plan
• Understanding of top sellers and low performers, roll out sales rewards / recognitions & PIP / termination plans – drive high performance culture
• Implement effective strategies to optimize sales operations
• Drive account-based pipeline tracking in Salesforce and account data tracking • Manage accounts into respective customer segments to identify growth potential and focus
• Manage sales coverage & focus to align with account strategies & growth aspirations
• Collate transformation programs results and publish the same on monthly basis
• Develop & publish account based commercial KPIs & performance results
• Own the order booking of secured orders in the ERP system
• The sales co-coordination team (3-4 team members) will report to this person