Purpose:
The Sales Excellence Manager (SEM) role is a critical role that has the left-right perspective of the business that will provide critical business and leadership experience.
The SEM Manager role is a key member of the Area/Subsidiary Leadership Team, acting as a strategic and trusted advisor, and sales coach, running and transforming the business in partnership with the Segment Lead.
The SEM Manager is a change agent, operationalizing company strategy , leading behavior and culture change and landing seller role accountabilities.
The SEM Manager runs a rigorous and disciplined business, constantly extrapolating business insights that accelerate segment priorities, optimize operational processes, increases seller productivity and capability, coaching to drive impact growth, revenue and share.
Key Responsibilities:
Shifting focus from operations to growth and transformation: Key responsibilities include but aren’t limited to:
Operational Excellence
Manages Budget Cascade
Manages Quota Process and Cascade
Manages Segmentation Process
Drives pipeline standards and hygiene
Orchestrates and Manages the ROB
Manages Customer/Partner Planning Rhythm
Manages T-36-or T-12 and OTRRR process
Manages the forecast
Sales Leadership
Maximizes Budget investments and resource allocations, lands blueprint
Advisor to sales leaders in understanding compensation and quota allocations
Leads , drives and monitors Segment growth and recovery planning
Drives and Monitors Pipeline Health
Operationalizes strategy by mainstreaming Consumption in to the ROB, driving quality
Coaches and reviews on account/partner plans
Leverages TLI’s, and other business insights to identify COE and growth opportunities
Coaches on cross-sell/upsell opportunities, growth & recovery
Enables Sales and Services alignment
Engages with Sales teams, Customers and/or partners to accelerate deals, share operational practices and improve overall pipeline health
Change Management
Strategize and support design, requirements and landing of WW processes and tools in partnership with M&O, UES
Partners with UES and SMSGR to ensure readiness plan quality
Derive BI from corporate assets to give Segment LT a POV of trends in the business beyond line of sight to forecast future direction
Experiences Required: Key Experiences, Skills and Knowledge:
Core Competencies: Organizational Leadership , Strategic Insights, Trusted Advisor, Strategic Sales Planning, Sales Team Leadership
Professional Competencies: Adaptability, Customer Focus, Drive for Results, Influencing Impact, Judgement, Collaboration, Executive Maturity, Value Selling, Analytical Problem Solving
Experience: 5+ years of related experience in: Sales management/Leadership, Change Management, Business Transformation – Business Management/ Planning
Education:
Bachelor, MBA/Masters a plus with focus on economics, finance, organizational management, business management
Professional Training: Six Sigma training/certification is a plus
Interested in this position, apply on Microsoft Career Website
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