Position Summary:

- The Lead Sales Process Designer manages the design and integration of enterprise-wide sales processes in 1-2 sales excellence core process areas: Opportunity Management, Solution Engineering, Account Management, Sales Planning, Sales Operations, Market Creation, Personal Relationship Building and Sales Team Building. Published processes are based on proven best-practices in the relevant core areas. The person leads virtual teams of subject matter experts who are responsible for process identification, design, definition, piloting and validation, deployment, adoption, continuous improvement, and the measurement of effectiveness and improvements (both continuous and breakthrough). The person further interacts with senior management to understand internal business requirements and with third parties and peer communities to gain insight in external best practices.

- The Lead Sales Process Designer has the final say on process matters in his or her core process area.

Position Responsibilities:

1. Strategize

a. Review and strategize the Process Model in the context of the business scenarios

b. Actively identify, induct and manage a talent pool of SMEs in each of the process sub-area

c. Build and maintain a Program Plan for the relevant process area

d. Define Process goals and adoption metrics

e. Define the Change Management process

f. Approve any changes to the Processes within the Process area

g. Adopt the Process Design methodology (Meta-Process) for the Process area

2. Design

a. Identify process scope and document requirements

b. Capture and actively guide the design and development of the standard processes

c. Ensure integration of new processes into the single global framework

d. Proactively engage with the Audit and Compliance Lead to ensure that any designed processes will comply with relevant external models.

e. Document process in Catalyst

f. Socialize and validate with Process Design Council (for relevant area)

g. Design and develop tools and templates

h. Incrementally pilot and test

i. Develop training and coaching material

j. Drive creation of digitization requirements based on process design

3. Deploy

a. Help define Organizational Deployment Plan with Sales Process Deployment team

b. Engage with the Sales Process Deployment Leads in the GSE to understand the voice of customer

c. Ensure Integration into unit-level Process Excellence Program Plans

d. Train the Deployment Leads

e. Oversee deployment and adoption of the new processes

f. Respond to feedback

4. Measure

a. Identify lead and lag measures for monitoring process performance

b. Integrate data collection within the Process

c. Design and deploy measurement reporting tools

d. Analyze the performance measures and identify improvement areas / gaps

Essential Skills, Experience and Attributes for the role:

- Recognized reputation as a global thought leader in relevant process areas

- Consulting background in a major consulting firm

- Proven ability to drive organizational transformation in a complex corporate environment

- At least 3 years of hands-on management experience in the sales process area

- Process and framework design competencies

- Minimum of 10 years hands-on experience in sales of IT-enabled enterprise solutions

- Minimum of 2 years experience with remote delivery of outsourcing services

- Minimum 3 years of global/multi-cultural experience in each geography (Americas, Europe, and Asia)

- Team building and mentorship – Recruit, nurture & mentor a team of process design professionals

- Minimum of 2 years experience in coaching teams and business unit leaders

- Proven ability to work in a collaborative environment

- Strong communication, technical, and executive relationship building skills

- Willingness to travel (domestic and international) – the position may involve 25% to 30% travel

Please contact freeda.mary@abcconsultants.in

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