Wolters Kluwer - Sales Effectiveness Leader

Sales Effectiveness Leader: Job Description

- The Sales Effectiveness leader will manage the sales effectiveness team as a centre of excellence, which will design and continuously improve sales processes, data, analytics and tools across products and segments to help improve the overall sales productivity.

- He/She would be responsible for: establishing quality, accuracy and process consistency in planning, forecasting and budgeting approaches used by the sales organization (including CRM, analytics) identifying areas where the sales teams skills can be enhanced through training and coaching (tools, training and insights, leveraging external resources where necessary) development of tools and enablers for the sales teams to be more effective in the field and virtually

Key Responsibilities:

Strategy :

- Build and present the Sales effectiveness Dashboard, leveraging the strategic goals and establishing benchmark/ baseline scores

- Key partner for sales to help create the strategy, build the sales plan to execute it and drive many of the deliverables, e.g. use of CRM, territory planning process, setting and tracking KPIs

- Analyse current Sales teams through assessments and identify key areas of improvement and areas of success working with the sales leaders

- Analyse Sales performance and help set sales goals for improvement including renewal sales with the sales and business leaders

- Understand customers and usage patterns as well as inside sales and field strategies to maximise qualified leads and conversions

- Enable sales team with tools/ comparisons/ case studies

- Enable best practices including insights from competition and other industries to help improve sales performance as well as leverage external resources like Gartner etc.

- Use deep understanding of sales best practices to refine/change existing practices if necessary leveraging external resources as necessary

Deliver Results :

- Set and manage KPIs and deliver on initiatives, e.g. updating segmentation, sizing territories, identifying and coordinating delivery on training needs. Product usage, renewal and per sales rep efficiency. Competitive benchmarking on sales processes, sales enablement tools/ training/ inputs, customer intimacy insights.

- Support the sales team with process improvement, measurement, tracking and analytics relevant to their functional areas

- Design measurable and detailed insights on customer engagement activities. Support sales enablement and marketing initiatives. Provide insights and guidance with the development of a long term strategy/roadmap for sales systems

- Identify a set of Sales Effectiveness interventions to improve sales outcomes for each business and drive execution

- Establish the link between Sales Effectiveness interventions and improved sales outcomes

- Partner with Sales and Marketing department to refine lead qualification process, analyse and report on campaign performance with reporting and dashboards

- Refine customer segmentation, assist with territory management, and create a plan to enhance renewal and upsell processes

Process Compliance :

- Work with sales team to drive compliance and a culture of continued process improvement and sales excellence. Some key existing processes that need to be managed:

- Sales/Revenue Forecasting

- Pipeline management (through CRM)

- Renewal management

- Key Account management

- Sales visit planning

- Budget management

- Develop and maintain strong process compliance knowledge

- Complete all administrative requirements in a timely and accurate manner

Engage People:

- Engage and influence sales managers and sales reps without having a direct reporting relationship

- Actively collaborate with other teams. Handles people roadblocks/resistance tactfully

- Communicate sales excellence initiatives to stakeholders

Knowledge, Skills & Abilities:

- At least 10-15 years experience in sales, OR equivalent

- Extensive experience in Sales, Sales Reporting, and Sales Analysis

- Relevant sales insight, including a deep understanding of B2B sales cycles and functions and direct experience in B2B sales

- Extensive experience with corporate team activities including cooperative development of successful programs executed by field sales

- Extensive first-hand experience with progressive sales automation systems and demonstrated ability to improve sales productivity, based on use of sales automation

- Strong analytical and research skills

- Understand data modeling concepts and their application

- Advance level usage of Salesforce.com

- Experience with various CRM systems

- Extensive knowledge of processes and systems utilized for enhancing sales; Openness to experimenting with new approaches, testing hypotheses and establishing KPIs that can help determine effectiveness