Vice President - Sales Excellence - IT Services

Global IT major looking for a leader in driving sales excellence in the organization

Job Description :

A.Promoting and Deploying the Sales Excellence roadmap, processes and tools :

- To participate, contribute to the Sales Excellence framework/roadmap being developed and deployed

- To develop and deploy the Sales Excellence roadmap in the Sales Regions, liaising with the Platforms, Marketing, Finance, IT leadership

- To drive and ensure standardization, and effective use of sales excellence processes and tools in the global sales team;

- To collaborate with the sales regional leadership to determine training needs and to deploy training to the sales team using playbooks and standardized methods

- To deploy sales tools including but not limited to CRM (for opportunities and account management) and quotation tools

- To drive CRM adoption rate and CRM data integrity globally

- To drive and ensure Customer Master Data infrastructure and accuracy

Monitoring, Analysing and Recommending Sales performance improvements

- To drive and support sales target setting in conjunction with the regional sales leadership and the Finance leadership

- To publish - in close cooperation with the Finance function - sales team performance dashboard monthly, quarterly and annually

- To monitor sales efficiency and effectiveness regularly to support the execution of sales optimization in driving sales efficiency and win rate

- To run ad hoc sales data analysis to better understand sales dynamics, portfolio, and further enhance development of sales strategy in each industry segment and region

- Manage and support execution of sales optimization initiatives to achieve targeted synergy cost benefit

Liaising between Sales, Commercial Operations and Platforms to ensure Sales operational effectiveness

- To collaborate with the planning team in driving demand forecast and shipment forecast process discipline within the sales organisation

- To deploy global pricing list and governing the execution of pricing discount structure and price maintenance;

The Successful Applicant :

Education and experience :

- Technical university degree

- Proven large-scale B2B sales transformation experience - both strategically and operationally, optimizing the go-to-market approach and taking sales processes from "traditional & relationship-based" to "systematic and disciplined"

- Extensive sales leadership, sales management or sales support leadership experience required

- Broad understanding of technology-based capital equipment business functions and processes, including manufacturing, engineering & development, marketing & sales, characteristics of international business and overall operational/business management

- 10+ years of managing highly visible, globally distributed, complex sales organisations and projects incorporating advanced methodologies such as commercial excellence, efficient concepts in sales, learning and collaboration environments, knowledge management, remote and distributed operations, customer relationship management tools and others

- Fluent in English

Personality traits and practical experience :

- Experience in change management leading diverse sales teams and cultures to new endeavours through a structured organisation and highly efficient processes; promoting standardization where possible and customization as necessary through concise target setting and strong leadership;

- Polished entrepreneur, who is able to device the right strategy, secure buy-in within a matrix organisation and communicate well at all levels of the organisation as well as externally

- Strategic visionary who fosters innovation and contributes to significant growth for the business

- Ability to set clear priorities and ensure implementation, combined with the capability of going into details as required, while never losing sight of the big picture.

- Highly analytical mindset, systems thinker, excellent problem solver, detail oriented, results driven, dedicated to excellence and very effective in a fast-paced, rapidly evolving environment