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EMEALA Sales Operations Executive

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Program Management
📅
WD30112808089 Requisition #

The EMEALA Sales Operations Executive drives critical planning, deployment and execution of commercial excellence programmes across the region, focused on driving sales productivity and secured order growth.  

What you will do:

The role will primarily work in three areas : 

  • Driving the execution of the go-to-market sales and marketing process,
  • Creating a platform for lead generation and sustainable lead sources enabling a more targeted series of sales motions, and
  • Actively support evolution and development of sales technology, process and training.
  • This newly created team is a significant enabler in our drive to accelerated growth, working through a commercial transformation programme ultimately enabling a strategy directed, marketing led, high performance organization.  It is therefore crucial successful candidates have a passion for change management, and energy to work in complex environments, and great communication skills enabling engagement and trust across broad communities. 
  • The successful candidate will play a critical role in the EMEALA sales operations community, where regional and functional teams define priorities, share best practices and work to deploy strategies into the field businesses.
  • In conjunction with driving sales productivity and the commercial excellence strategy the successful candidate will:
  • focus on the design, build, training and deployment of a series of end to end service sales motions which define how we most effectively convert our install base to service contracts, and also how we productively takeover service contracts from third party integrators.  The process will include:
  • End to end sales motion/plays including lead source definition and assignment
  • Clear customer value proposition 
  • Execution owners and performance expectations
  • Source data systems and tools
  • Sales process documentation and development of playbook, content and collateral
  • Campaign structures and design
  • Clear connection to warranty strategies
  • Targets and KPI’s
  • Deploy the newly designed go-to market framework, and drive continuous improvement in execution for improved return on investment from campaigns.  This includes supporting design, building campaigns and supporting dashboards and deploying technologies driving improved execution
  • Be the SME for the go to market process and the supporting technologies
  • Develop and define commercial technology evolution focusing on CRM effectiveness, and driving holistic execution through our salesforce.com platform – both for new technology introduction and existing user effectiveness/maturity levels.
  •  Work with marketing and business teams to define current demand generation models, lead sources and data to drive a best practice strategy for continual demand generation – better supported by technology to qualify and nurture leads more effectively.
  • Continue the evolution of commercial KPI’s, data and reporting to enable sales leaders to act with purpose from the insights provided…..specifically related to campaign effectiveness, technology utilization/execution and defined KPi’s from the commercial planning process.
  • Work collaboratively with market intelligence, field marketing, sales and services to create long term sustainable relationships with active feedback, and honest alignment to actions to improve
  • Build peer relationships in across the Company in areas such as global accounts, digital solutions/services, centers of excellence and other regions to define best practices, how we leverage and areas for growth and connect more effectively with EMEALA teams
  • Actively participate in the EMEALA sales operations community to be part of the team building a winning environment for continued success
  • Actively work with chosen vendors and suppliers to leverage all technologies and maximize investments


How you will do it

 

  • Bachelor degree in related subject with minimum 2 years of demonstrable business experience in commercial roles/functions
  • Knowledge of customer and competitive programs, and the ability to develop effective programs understanding the trends and issues facing commercial teams in the digital age
  • Excellent analytical and interpersonal skills and presents convincingly to peers, executives, partners, and customers
  • A desire and passion for technology with demonstrable evidence of deployments in practical environments
  • Good knowledge of CRM (particularly salesforce.com) and associated technologies to drive productivity and execution excellence
  • Willingness to travel
     

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