Full-Time CEE HQ Services Sales Excellence Manager
Job Description
The CEE HQ Services Sales Excellence Manager is critical to:
– Ensures predictable sales processes that enable execution excellence while fulfilling global business strategy goals.
– Managing segment business operations effectively
– Growing World Class Selling capabilities, including adoption of related processes and tools, and driving cross-group/cross-sector collaboration and alignment.
Role summary:
Results:
The Sales Excellence Manager role is responsible for processes, systems, tools, business planning, management frameworks, initiatives and programs that will optimize sales and provide the discipline for increases in sales force productivity.
The Sales Excellence Manager role drives towards these results by providing:
– Sales productivity expertise in Relationship Management, Opportunity Management, and Business Management.
– Process readiness and coaching.
– Systems and tools requirements.
– Planning and Business management frameworks such as Rhythm of the Business (ROB), three-year planning, pipeline management and forecasting support, budgeting management, commitments and quotas.
– Ensuring sales model implementation through segment strategy, customer segmentation and role taxonomy.
Position Scope:
The Sales Excellence Manager role affects Microsoft at the Services sales organization level within a specified region or subsidiary. The Sales Excellence Manager role focuses on processes, systems, tools, organizational issues, financial, and communication processes that affect effective operations within the entire organization.
The Sales Excellence teams are considered to be the change leaders, providing business management expertise and driving sales productivity. This team functions as the execution engine in the field, which means they touch all levels of people and groups throughout the business. This role has significant importance in how we drive the vision for successful change management, business strategy, and sales optimization.
Decision-Making
The key decisions made by the Sales Excellence Manager role are:
– Strategic and operational annual and three-year planning decisions
– Key metrics to drive plan achievement
– Rhythm of the Business (ROB) frameworks, processes and metrics
– Budget investments and resource management
The Sales Excellence Manager role also makes recommendations and decisions with worldwide Services and field Sales Excellence leadership on vision, direction and plans to roll out efforts to increase sales productivity, drive sales optimization efforts, build advanced sales capabilities in sales managers and sellers, and lead Rhythm of the Business (ROB). The Sales Excellence Manager role is a strategic leader to a community that needs guiding principles to implement and execute against fiscal year Sales Priorities. The Sales Excellence Manager role partners with its manager (the Services Lead) to develop the priorities and set the strategy accordingly.
Strategy and Development
To what extent is the role responsible for the strategy, design, development, rollout or implementation of programs, products and/or services?
The Sales Excellence Manager role develops annual and three-year plans for Services based on feedback from all groups responsible for Enterprise sales. The Sales Excellence Manager role is responsible for the implementation and adoption of new processes, systems and tools, programs, and initiatives designed to enhance sales productivity and increase revenue growth.
The Sales Excellence Manager role is also responsible for vision, strategy, direction and execution of overall projects (signed off by the Leadership Management team) and the support and buy in from the Services Lead.
Communication/ Business Relationships
The Sales Excellence Manager role works with the following internal resources:
– Services Lead (the Sales Excellence Manager functions as the COO for the Services Lead).
– ATU, STU, PTU, IU Leads (for driving adoption of sales processes, systems and tools discipline).
– Finance (for all processes and data related to budgeting, Cost of Sales (CoS), and forecasting).
– Human Resources (for all interactions related to resource requirements, resource planning, and compensation management).
– BMO/SLL/SLMs (for determining fiscal year Sales Priorities and investment requirements).
Required experience:
o 10+ years of related experience
o Bachelor’s Degree
o MBA/Master’s Degree
o Six Sigma Black-Belt training/certification is a plus
Key competencies:
o Ability to think strategically. Key performers call it “three dimensional thinking”.
o Education, knowledge and experience in broad-based business management.
o A passion for systems and processes that are effective and run efficiently.
o Organizational agility and attributes of leadership.
o Drive for results no matter what barriers exist.
o Sales experience or a keen understanding of sales processes.
To apply successfully please click here
2390 total views, 0 today