Sales Excellence Resume Samples

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M Spinka

Matteo

Spinka

830 Ratke Light

Boston

+1 (555) 222 9538

830 Ratke Light

Boston

Phone

p +1 (555) 222 9538

Experience Experience

San Francisco, CA

Sales Excellence Mgr

San Francisco, CA

Schulist Inc

San Francisco, CA

Sales Excellence Mgr

Work with the sales managers and sellers on pipeline hygiene -ROB reporting/analysis
Work with the sales managers and sellers on pipeline hygiene
Manage competing views and resolve into an agreed strategy
Build ROB and provide reporting/analysis by product/solution for Federal region
Pipeline/forecast management
Scorecard and KPIs management
Pipeline/forecast management –

Philadelphia, PA

Sales Excellence Manager

Philadelphia, PA

Hilpert-Marquardt

Philadelphia, PA

Sales Excellence Manager

Supporting the overall Rhythm of the Business, including monthly BR prep
Monitoring the overall health of the pipeline and providing analysis on QPC, Sales Stage Velocity and Distribution and Close Rate
Support BIF, ensuring compliance and monitoring committed $ and spend
Providing support for Deal Level Forecasting and Forecast Accuracy
Supporting the Scorecard, Scorecard Forecasting, key TLIs and driving COE’s
Drive quality initiatives to support Customer Planning (AIO’s, 10Qs…)
Ad Hoc District reporting and analytics

present

New York, NY

Sales Excellence Lead

New York, NY

Von-Hahn

present

New York, NY

Sales Excellence Lead

present

Pipeline/forecast management - work with the sales managers and sellers on pipeline hygiene
Create and execute a program to pilot, revise and implement the strategy
Coordinate with HR on training content development and delivery to sales, sales management, and sales support personnel in the sales organization supported
Work closely with sales management to optimize the effectiveness of the firm’s technology investments
Oversee the coordination between sales activities and Strategic Pricing to ensure pricing strategy and guidelines are accurately executed across channels
Scorecard and KPIs management - drive metrics, identify gaps, and drive an action plan to resolve
ROB reporting/analysis - Build ROB and provide reporting/analysis by product/solution for East region

Education Education

Bachelor’s Degree in Business

Florida International University

Bachelor’s Degree in Business

Skills Skills

Excellent verbal and written communication skills, strong interpersonal skills
Professional Competencies: Adaptability, Customer Focus, Drive for Results, Influencing Impact, Judgement, Collaboration, Executive Maturity/Presence, Value Selling, Analytical Problem Solving, Organized & Disciplined, Initiates/Embraces Change
Basic understanding of Microsoft sales processes (MSP/MCP), relationship management, opportunity management and business management and associated standard tools
Strong deadlines orientation and ability to effectively prioritize and meet deadlines
Ability to build connections, credibility and exert influence in the markets
Solid experience with data manipulation using Microsoft SQL, PowerBI, Excel, etc…
Strong interpersonal and communication skills to work in small and large groups and all levels of the organization
Ability to deal with ambiguity and changing business environment
Sales Excellence ownership of Cloud Workloads and Customer success via active usage and consumption. Responsible for plans, execution and performance together with segment and business leadership. Relative to Cloud Workloads and Consumption this includes analyzing and tracking field productivity, defining role excellence standards across ATU, STU, and PTU. It also includes defining sales programs to accelerate performance, and overall business performance management for the related business outcome metrics
Participate in the STU/SSP role ownership as it relates to the strategic cloud priorities and shaping field comp plans in partnership with WWIC, also related to consumption

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Sales Excellence Specialist Resume Examples & Samples

Run new hire onboarding training as well as coordinate ongoing individual and group coaching and training
Communicate and train on adherence to best practice around process, policy and systems
Provide feedback toward operational improvements. Participate in the creation of new work flows and roll out of new sales process
Collaborate with Sales leadership to assess sales rep development gaps and assist where need to guide reps through remediation plans and processes
Assist in the development of the master calendar for sales enablement activities throughout the year for the various inside sales audiences. Ensure reps complete required trainings
Provide impromptu operational support on day to day issues as they arise
Suggest scripting, call flow, tools and system improvements based on observations
Utilize a variety of the training methodologies, techniques, concepts, learning tools, and practices to ensure maximum “stickiness” of training efforts
Collaborate with to ensure global program is being implemented in Barcelona
Collaborate with US based Sales Excellence Lead, Sales Help, Sales Learning, and Customer Service organizations as needed
Understand and ensure compliance to legal regulations concerning direct and permissive marketing practices at the domestic and international level (i.e. adherence to spam regulations, privacy policies, do not call lists, staying off of black lists, etc.)
Loves working with Sales people and brings a “make it easy for sales reps/customers/prospects” perspective
A strong in-depth knowledge of Sales cycles and Sales strategies
Results-driven with strong analytical skills and commitment to driving sale effectiveness
Prefer individuals with previous professional experience in Sales + Operations, Marketing and/or Business Dev
Exhibit sound oral expression and comprehension, negotiation, listening, and reasoning skills
Excellent and proven presentation and facilitation skills with the ability to be persuasive, compelling, concise and articulate. Plus superior project management, execution and operational skills
Expertise/experience in sales and performance coaching in a commissioned sales environment is a plus
Experience with opportunity management and sales productivity tools such as Salesforce.com, Dealmaker, Insidesales.com, etc
Strong written and spoken English plus at least one of German, French, Italian, or Spanish
~5-10 years of experience and a BA/BS Degree or equivalent experience preferred
Excellent and proven presentation and facilitation skills with the ability to be persuasive, compelling, concise and articulate
Well versed in basic tenets of sales – analysis, questioning, objection handling, and closing techniques

Sales Excellence Lead Resume Examples & Samples

Build relationships with sales leaders to identify gaps in knowledge and processes that are the greatest impediments to sales success
Select, design, deploy and measure effectiveness of training programs (including classroom, workshop, and online learning)
Lead initiatives to develop specific sales plays for reps, based on marketing-driven campaigns, in close collaboration with Marketing and Sales Operations
Partner with stakeholders in Sales, Marketing, HR, and IT to optimize sales force operational excellence and structure through tools and initiatives
Continually assess the needs of the sales organization in terms of their development needs
Proven track record of working with and influencing sales reps and executives

Sales Excellence Mgr Smsp Resume Examples & Samples

Proactively engage successfully cross group, building productive relationships to drive impact to land compensation across Hosting, Disti/VAR, LSP, and OEM
Lead the US Partner Quota Distribution Process with SMS&P, EPG, PS and Partner Leadership teams; including channel, segment and geo views
Lead SMSP quota tools and models including improvement initiatives to drive efficiency and impact
Own the quarterly quota management process for US Partner business
Issue analysis and impact assessment, understand business drivers and make recommendations to leadership for key decisions
Partner with Sales Excellence to influence incentive plan design decisions, communicate constraints from the business and provide insight on operational feasibility
Serve as owner of detailed quota data to support Channel, Partner Portfolio, Pricing level, Geo & field decisions with account movement
Perform analytics for Sales Leadership on compensation performance, compensation scenario analysis, and effectiveness reviews
Building strong trusted partnerships with key stakeholders (Finance, HR, Sales excellence and Sales management) to proactively identify and address business needs from compensation perspective
Lead conversations and drive alignment across many levels of leadership including: CVP, VP, GM, Director
Engage with Sales Leadership to review and challenge the different dimensions of Quota Setting for completeness, effectiveness and fairness
Collaborate with manager to identify Big Impact projects to drive business success aligned to your personal development interests
Understanding of Channel sales models and ability to understand cross segment dependencies
BA/BS in Finance, Accounting, and/or Economics required; MBA preferred
Minimum 7-10 years professional work experience in financial analyst/manager roles
Positive, creative, can-do attitude, Team oriented
Strong written and verbal communications, enabling concise messaging of complex issues to executive level
A dedication and passion for customer / partner support, building positive relationships & credibility
Proven ability to drive projects and analysis to closure in a collaborative and matrixed environment
Detail orientation with ability to also understand and communicate Big Picture
Demonstrated expertise in financial modeling and analysis
Power user of Microsoft Office, specifically Excel and PowerPoint
Experience with the following tools is highly desirable: MS Sales, Advanced Excel, Access, SQL
Intellectual curiosity and solution oriented

Sales Excellence Mgr Smsp Resume Examples & Samples

Proactively engage successfully cross group, building productive relationships to drive impact
Lead the Dynamics Quota Distribution Process cross segment with Finance, EPG, SMS&P, and Partner leadership teams
Lead process & tool improvement initiatives to drive efficiency and impact
Own the quarterly quota management process for Dynamics
Oversee Dynamics Deal Based Compensation program for U.S. subsidiary
Proactively engage successfully cross group, building productive relationships to drive impact to land compensation across SMSP Field, Segments, Hosting, Disti/VAR, LSP, and OEM teams
Lead conversations and drive alignment across many levels of leadership including: CVP, VP, GM, Director, Sales Manager
Building strong trusted partnerships with key stakeholders (Finance, HR, Sales Excellence and Sales Management) to proactively identify and address business needs from compensation perspective
Dynamics experience or financial background a plus

Sales Excellence Program Manager Resume Examples & Samples

Ensuring predictable business and sales management and processes that enable sales execution excellence
Very strong analytical and problem solving skills. Knowledge of Excel is a must have skill
Passion for sales and understanding of the specialist sales model, preferably with relevant experience in Microsoft field sales and partner sales motion
Conviction & passion for the field
Understanding how consumption is critical to the success of our team moving forward
Strength in developing and executing strategy while applying sales excellence principles

Sales Excellence Mgr PS Resume Examples & Samples

Demonstrated outstanding competencies around Influencing for Impact, Collaboration, Drive for Results, Judgment, Adaptability and Customer Focus
Deep understanding of Microsoft standard sales processes: relationship management, opportunity management (MSP), and business management and associated standard tools and resources
Excellent listening, verbal, and written communication skills, at all levels in the organization
Highly motivated with a mature and positive attitude, a passion for leading efforts for teams, and working with internal partners on delivering simple process and insights which help drive the sales of Microsoft technologies
Highly resourceful with strong research skills and deep knowledge of data and analytics
Ability to work in a flexible, dynamic, and fast paced environment
Bachelor’s Degree in business or related field required, MBA or Master’s Degree preferred
Sales experience not required but a plus, with a keen understanding of sales processes
Prior understanding of US Education solutions not required but definitely a plus

Sales Excellence Manager Resume Examples & Samples

Monitoring the overall health of the pipeline and providing analysis on QPC, Sales Stage Velocity and Distribution and Close Rate
Supporting the Scorecard, Scorecard Forecasting, key TLIs and driving COE’s
Drive quality initiatives to support Customer Planning (AIO’s, 10Qs…)
Manage as the compensation data and processes including planning and quota distribution
Ensuring the sales force is compliant with the business rules defined by MS Policy
Bachelor’s degree in business, finance computer science or engineering, and 5-7 years enterprise experience is preferred
Deep understanding of Microsoft’s sales processes and strategies, tools, programs
Basic understanding of Microsoft sales processes (MSP/MCP), relationship management, opportunity management and business management and associated standard tools
Strong deadlines orientation and ability to effectively prioritize and meet deadlines
Advanced conceptual, analytical, and problem-solving abilities
Solid experience with data manipulation using Microsoft SQL, PowerBI, Excel, etc…

Sales Excellence Manager Resume Examples & Samples

Jointly layout strategy and plan to partner cross-group to grow Windows Pro device sales
Thought leadership in Windows Pro business transformation and growth through improved segment accountability landed at corp and area level. Foster deep partnership cross segment to achieve tight field sales alignment
Facilitate field sales execution effectiveness through clear field strategy, execution practices, insights, learnings, sharing best practices, onboarding and coaching
Influence development of the Enterprise opportunity pipeline ensuring velocity, quality and coverage
Influence steady devices portfolio refresh and landing of sales models and processes with field account management teams
Manage & drive business efficiencies across the OEM Corporate teams including Finance, DMI, Marketing and Field Sales, influencing appropriate programs, investments and activities to affect Pro revenue and Pro Tablets into OEM field sales and segments
Production of business insight and executive briefing / analysis relating to Pro for OEM and Segment RoB
Development and management of appropriate leading indicators to predict business issues proactively
B.A or B.S in Business or related discipline, desired
10+ years of demonstrated sales management and sales operational experience (EPG field selling preferred)
At minimum, an inherent comfort with dealing with devices

Sales Excellence Manager Resume Examples & Samples

Work regularly with US M&O as well as Public Sector Services, Sales and National Consumption Council teams to define, refine, optimize and execute consumption directives across Microsoft’s cloud product solution portfolio
Work closely with USPS Finance, WW Operations Reporting Teams, M&O Business Operations Team and the Strategic Programs and Technology team to orchestrate the monthly Scorecard Business Review process including preparation, reporting and management
Manage and drive USPS scorecard metrics across our three bold ambitions (More Personal Computing, Build the Intelligent Cloud, Reinvent Business Productivity and Process) as well functional operational areas (services, finance, CPE)
Business Process Orchestration: defining and executing new processes, communicating executive level imperatives, motivating virtual teams and reporting on progress and issues
Sales Operations: creating, implementing and owning monthly sales business processes in conjunction with Finance, Sales Excellence, STUs and ATUs, including data collection, analysis, reporting, executive summarization
Business Analysis: track record of creating innovative and relevant data aggregation solutions that enable business processes
Solutions Insight: high level cloud solutions value messaging and positioning, spanning Microsoft’s Azure, O365, CRM Online, EMS and Devices product suites
Excel Wizardry: expert Excel spreadsheet and pivot table reporting, analysis and data insight capabilities
Outstanding executive presence with the ability to gain credibility, rapport and support with key internal and external stakeholders, including government, health and education leaders
A hands-on professional with a pragmatic mind-set who is an advisor, consultant, and strategist with the ability to attract, develop, and motivate a high performance virtual team members
Leading and motivating others and teaming effectively to advance common goals and objectives; a quick study of complex problems with an organized approach to developing high impact solutions
Ability to work independently and pro-actively on a wide variety of strategic and tactical tasks in a fast-paced and ambiguous environment
Leadership and orchestration skills to “influence without authority” across a 600 person USPS sales force, with insight to understand and execute on the full business context of a broad solutions portfolio, coupled with the ability to drive execution excellence on cloud developer platform initiatives
External comparable jobs: Sales Excellence or Sales Operations Lead, Business Operations Analyst
Industry Expertise: Relevant Government, Healthcare or Education Sales, Service Provider, or Software industry
B.S./B.A. in Computer Science, Information Technology, Business, Statistics Required; MS or MBA preferred

Sales Excellence Manager Bing Resume Examples & Samples

Leverage deep knowledge of the search business and mid-market opportunity to build strategies to fuel growth and efficiency in your district, including revenue growth opportunities, resource utilization improvements, and innovative differentiators to drive competitive advantage
Partner closely with Regional Vice President on all aspects of sales strategy and execution, serving as thought leader and partner to RVP and regional sales leadership team
Implement defined sales, service and marketing model and organizational blueprint for our Search business within your assigned district, optimizing for customer experience and financial performance
Refine and evolve our Customer and Partner segmentation based on business priorities
Lead and manage the incentive compensation and quota management activities for your Americas district
Contribute to the business planning rhythm including preparation for, and participation in, the Monthly, Quarterly and Annual Rhythm-of-the-Business (RoB) activities; as assigned by your manager
Leverage and develop reporting capabilities which enable visibility into revenue, forecast and attainment for sellers, sales managers and sales leaders
Develop and maintain strong relationships and influence with Sales Managers in the Americas sales team - particularly those within your district, with Sales Excellence Managers in partner segments, and with the WW Sales Operations team
Drive consistency and excellence in how the Americas SMB sales team in your district sells - including account planning, account teaming, roles and responsibilities. Share best practices across districts and the wider Search business
Ensure the Americas SMB sales team in your district leverages the common processes and tools developed for the wider Search business. Own consolidated input from your district into the feedback loop for the Americas SMB sales team - which will be fed to partner teams on tools and training requirements
Minimum 7 years’ experience in a sales or sales operations role (10 years preferred)
BA/BS from an accredited college/university, MBA preferred
Strong and demonstrated understanding of the digital advertising ecosystem, with demonstrable focus for Search and/or Programmatically bought and sold media. Clear understanding of digital auctions and auction dynamics
Passion for driving revenue, client interaction, actively supporting a $1B+ business while assisting in the success of landing new business
Quantitative analytical capabilities, particularly in defining and manipulating data sets, understanding performance trends, assessing opportunity and risk, contextualizing data, and comfortably delivering data-driven story-telling
Outstanding interpersonal skills, innovation, and the ability to motivate, inspire, and lead cross group/functional teams with a high degree of independence and success/
Demonstrated strong capability in verbal and written communications skills across a geographically dispersed and diverse audience
Organizational agility and ability to work successfully across a complex, highly-matrixed environment
Ability to deal with ambiguity, navigate uncertain situations, and drive for clarity every day
Demonstrated ability to resolve conflict and to create win-win scenarios across teams
Decisive execution skills, an eye for detail, and action-oriented while maintaining good judgment in fast-paced, high-stress environments
Impact and influence at all levels of the org
High personal accountability for self and others
Adaptability, field empathy and innovative thinking
Some travel may be required as part of this role

Sales Excellence Mgr EPG Resume Examples & Samples

Licensing Transformation Business Management and Marketing Execution
Field Licensing Readiness Lead
VL Offers and Promotions Lead
Strong organizational, planning and analytical experience
The ability to think differently, adapt and drive new best practices
Strong in Excel skills, pivot tables, including making data-based decisions
Familiar with sales pipelines and targeting
Solid foundation in marketing based on experience with global marketing teams
Knowledge of Microsoft’s Volume licensing programs, customers, VL sales motions, VL tools
5-8 Years of related Licensing, Marketing and/or Sales experience
Bachelor’s Degree Required, MBA Preferred
Experience in business management and program management/execution

Sales Excellence Leader Resume Examples & Samples

In concert with the business intelligence team, develop reporting and analytics tools to enable leaders to quickly understand business and trends and to enable individual sales professionals to effectively target actions to drive sales growth
Principal member of sales compensation team that will own sales incentive plan program including design for sales incentive plans, sales targets to meet annual plans, rules for plan participation, sales crediting, windfalls, etc.; provide targeted reporting to leaders and sales professionals
Work with sales leaders to develop territory segmentation plans as well as account plans leveraging salesforce.com that ensures focused targeted pipeline growth action plans
Develop and facilitate the management operating system for the sales team including developing and coordinating the functional scorecard and ensuring alignment across all functions
Partner with sales leaders, human resources and marketing to develop a roadmap to develop the competencies necessary for the sales team to execute the business strategy and to build the plan to develop required competencies
Consult with business and sales leaders regarding developing and managing organizational design that will enable business to execute to its strategy
More than five years of sales or sales support experience
Master of business administration
Bachelor’s degree in marketing or business
Experience with Salesforce.com or equivalent CRM
3-5 years of sales operations experience
Strong work ethic, self-starter, initiative-taker, independent worker/thinker
Strong business acumen; clear understanding of how sales worked with the larger commercial structure to drive business results
Effective sales presentation skills; able to present a large-scale “story” and position longer term business propositions
Familiarity with wholesale-retail sales process
Strong analytic skills; facility with Microsoft Excel

Field Sales Excellence Manager Resume Examples & Samples

This position will report directly to the National Sales Manager and work closely with the field management teams across the US and Canada
Responsible for driving DIY and Pro sales initiatives, enforcement of accountabilities, analyzing and communicating trends and data to the management team, Manager Sales Effectiveness in order to identify performance levels of the field sales teams
Execute project schedules through completion
Drive targets, expectations, segmentation and account management initiatives
Participate in the annual budgeting process by providing analysis and modeling for operational expenses and initiatives
Lead development of communication strategy, reporting vehicles and automation
Manages group communications to the field sales team as needed with approval from appropriate leadership; ensures appropriateness of group communication for sensitive and confidential information
Manage sales analysis communicates to management and leadership team
Coordinate scheduling, planning and prioritization of all key initiatives and projects
Interfaces with Sales, Marketing and Account Management teams to ensure that the sales team has critical information on PPG programs
Assist Divisional Sales Managers, Regional Sales Managers and Regional Pro Sales Managers with analysis, reporting and recommended actions
Reports on and provides information for sales incentive program payments
Maintain rolling view of competitive ad placement and promotions
Responsible for providing market analysis to improve positioning of PPG sales and service

Sales Excellence Team Lead-janssen Resume Examples & Samples

Leads and participates resource optimization projects related to sales force including sizing, structuring and territory alignment
Drives the development and implementation of a comprehensive segmentation model that will guide and tailor tactics and actions in line with marketing strategies
Liaises closely and proactively with sales leaders and act as a consultant by providing key insights and coming up with suggestions in the formulation of complex business questions in order to maintain and enhance sales and market share performance of sales force
Identifies and addresses performance issues and opportunities at territory level
Designs, implements and maintains a comprehensive and understandable incentive system that will boost sales performance and perceived fair and motivating
Timely and accurately calculation of incentive payment for sales force
Responsible for field team target setting and target attainment calculation to track sales vs target performance on regular basis
Works closely with regional sales managers to improve their sales force effectiveness skills and increase the usage and perceived value of metrics, reports and dashboards
Maintains month-end and yearly sales dashboard and update accordingly
Participates in development and implementation of sales force automation systems, dashboards and other reporting tools
Responsible for all sales data related processes
To build a mindset of sales force effectiveness, develops and provides user training related to CRM system and dashboards to ensure optimal use of systems by sales force
University degree preferably in Engineering, MIS, Computer Science, Economics or Business Administration
Min. 4 years of experience in a similar position; preferably in consulting and pharma industry related consultancies (e.g. IMS, Cegedim, BCG, Accenture, Nielsen etc.)
Preferably at least 2-3 years sales experience
At least 1 year analytical experience and --2 years data dashboard development experience will be an asset
Business Oriented and Strategic Thinking
Strong quantitative & analytical background
Advanced command of MS Office especially MS Excel proficiency in IMS applications and database management
Excellent interpersonal skills and ability to engage/parter with the larger sales team is a must strong project management capabilities required
No obligation for military service ( for male candidates)
At least 1 year analytical experience and --2 years data dashboard development experience will be an assetBusiness Development

Sales Excellence Manager Resume Examples & Samples

Business Operational Excellence and Executions
Partner Relationship Management
5-10 years work experience in a fast-moving industry such as Consumer Electronics

Sales Excellence Lead Resume Examples & Samples

Sales Process Design and Execution: The Sales Excellence Lead will oversee the effective design and implementation of best practices related to sales processes, including prospecting and lead identification, pre-call preparation, sales call protocols, tracking of customer interactions, etc
Measurement: The Sales Excellence Lead will identify metrics and processes for measuring the effectiveness of the sales organizations. This role will be responsible for implementing a sales effectiveness measurement system that effectively tracks the performance of the sales organization and adherence to pricing strategy and guidelines across channels
Sales Training and Development: The Sales Excellence Lead will be accountable for the career progression of Cargill Protein sales team members and will work with HR to ensure sales professionals receive training and career support
Tools Management: The Sales Excellence Lead will identify and oversee the implementation of a CRM solution to be used across customer channel
40% Sales Process Design and Execution
Design and implement best practices related to key sales processes across Cargill’s sales channels, including for prospecting and lead identification, pre-call preparation, sales call protocol, and tracking of customer interactions
Proactively identify and resolve opportunities for sales process improvement, including process bottlenecks and inconsistencies
Coordinate across channels and between Sales, Marketing, and Product teams to ensure sales process best practices are executed
Ensure consistency of sales forecasting, planning, and budgeting processes used within the sales organization across channels
Actively participate in sales activities across channels and gather feedback from sales team on a regular basis to constantly improve programs
Manage sales collateral and field ad hoc content and support requests from sales team
Assist on sales calls and demos as needed to ensure processes are properly implemented
Coordinate with sales leadership across channels to define ongoing sales support initiatives
30% Sales Measurement
Define and implement sales reporting processes and key metrics; proactively monitor sales activities to maintain high levels of quality, accuracy, and process consistency
Determine content adoption metrics and define sales enablement best practices
Oversee the coordination between sales activities and Strategic Pricing to ensure pricing strategy and guidelines are accurately executed across channels
15% Sales Training and Development
Manage the professional development of sales personnel across channels; define sales career paths, identify performance metrics associated with each stage of development, manage career progression
Coordinate with HR on training content development and delivery to sales, sales management, and sales support personnel in the sales organization supported
Use technology, industry best practices, external networking, and advanced learning methods to deliver innovative programs
Oversee the creation of written content to educate sales team and advance deals such as case studies, competitive information fact sheets, product collateral, and custom work
15% Tools Management
Develop and manage the sales content repository and ensure that all information is easily and readily accessible at point of need
Identify and implement enabling sales technologies, including a CRM tool
Assist with connecting systems across businesses/channels and creating a single repository for customer and order data
Work closely with sales management to optimize the effectiveness of the firm’s technology investments
8+ years experience in Sales process, systems, development, or execution
Demonstrated ability to achieve results through a virtual team
Strong subject matter expertise on key drivers impacting sales effectiveness
Demonstrated understanding of the integrated system of process, tools, capabilities needed to support a successful sales organization
Demonstrated ability to partner with key internal stake holders, sales, marketing, IT, FP&A, etc… to deliver on customer expectations
Strong collaborator and indirect leadership / influencing skills
Must be able to communicate effectively with all level in Group
Experience deploying a sales technology system (ie salesforce.com)

Dir Sales Excellence Resume Examples & Samples

Managing and driving operational excellence and instilling world class selling disciplines and capabilities, including adoption of related processes and tools, and driving cross-group and community collaboration and alignment
7 years of field experience working on Enterprise Sales or Sales Management
Bachelor’s degree in business or finance or equivalent work experience, MBA a plus
Very strong analytical and problem solving skills. Knowledge of Excel and Power BI is a must have skill
Passion for new, innovative, high growth products & services and sales models
Excellent project and program management skills
Understanding that results and relationships are intertwined
Strong communication skills with the ability to work and lead through influence in a cross-group environment

Student Assistant for Global Sales Excellence Resume Examples & Samples

Analyze salesforce data in regards to forecast and coverage
Prepare slide decks that can be used to drive the right conversations with our market units
Coordinate sales related activities and the Sales Academy
Participate in projects e.g. improvement and efficiency projects

Consumer Sales Excellence Lead, OEM Resume Examples & Samples

Partner with CCG and Windows Product team to grow Windows consumer devices sell through and market share
Drive field sales execution with OEM field to influence retail assortment by providing seasonal device portfolio, investment guidance and sharing best practices
Build the sales discipline with CCG for the consumer devices pipeline covering all up Windows 10 devices as well as the Premium devices to ensure velocity, quality and coverage
Be the voice from the field to Influence MNA and local Named OEM devices portfolio refresh and land sales models and processes with field OEM teams
Lead pipeline review and global sales room calls to achieve greater sales forecast accuracy
Manage & drive business efficiencies across the OEM Corporate teams including Finance, DMI, Marketing and Field Sales, influencing appropriate programs, investments and activities to create an end-to-end view of consumer devices landscape and business insights
Deliver data analysis and market insight/trend regularly, and relating to ROB including OEM RoB (MBU/QBU), MYR, PRISM, Segment L1s/L2s and field events/summits
Partner with OEM business planning and scorecard owner to define appropriate leading indicators to predict business issues proactively

Sales Excellence Mgr EPG Resume Examples & Samples

Managing compensation data and processes including planning and quota distribution
Drive execution and operational excellence to support the core sales processes & Incentive Compensation activities for Quota Setting, Quota Maintenance, Revenue Disputes, Quota Audit, Territory Planning, Quota Tools etc
Coaches salespeople at the tools and process level, and feedback recommendations for simplification and prioritization
Support re-parenting, enrollment re-mapping, and both in-year and future-year Account segmentation activities
Ensuring sales force is compliant with the business rules defined by MS Policy
Results are demonstrated by refined strategy, planning, and investment decisions
Results demonstrate change compliance and adoption, improved cross-group collaboration, and renewed alignment towards strategic initiatives
Bachelor’s degree in business, finance, computer science or engineering,
5-7 years’ enterprise experience is preferred
Deep understanding of Microsoft sales processes and strategies, tools, programs
Deep understanding of business management and analysis for Enterprise Sales Orgs
Experience leveraging collaboration technology (e.g. SharePoint) to deliver BI solutions

Manager, Yield & Sales Excellence Resume Examples & Samples

Act as finance business lead for Walmart Media Group supporting forecasting at vendor / brand level, support in weekly reporting to executives, and assessment, management and auditing of all 3rd party media partner practices and initiatives
Develop annual targets against 200+ strategic vendors and brands. Consolidate information across 5+ external agencies to create holistic view of advertising business. Weekly forecasting and consolidation of finances for 5+ external agencies supporting WMG
Manage campaign audits to assess and ensure 3rd party partners are adhering to business rules (i.e. discounting, bonusing, value ads)
Yield management against individual ad units on web and across traditional network. Ongoing assessment of both online and offline ad inventory
Lead finance component and planning for migration and integration of all 3rd party assets. Manage financials against new products and services offered by WMG
Support product management in determining value of new advertising products and develop financial roadmaps against product launches and monetization strategies
Evaluate profitability and conduct cost / benefit analysis of advertising deals and business partnerships
Partner with sales planning and operations teams to support automation of reporting wherever possible
Minimum Education Required: Bachelor’s Degree
Minimum Years of Experience Required: 6-8 years
Advertising finance background
Strong understanding of yield management and optimization
Has developed rate cards for digital and traditional advertising solutions
Has developed P&Ls; in advertising or retail space
Job Title:* Manager, Yield & Sales Excellence
Req ID:* 716705BR
Canada Walmart Division:* Marketing
Canadian Cities:* Mississauga
Store Location:* Argentia & Mississauga Rd. (Corporate/Home Office)
Employment Type:* Full Time

Sales Excellence Manager SMB M/F Resume Examples & Samples

The Operational Excellence of the SMB business within an Area
The quality and impact of Business Insights upon which decisions are made
The Sales Leadership needed to embed world class selling within their respective businesses
Driving the execution governance thru the subsidiaries sales excellence leads in countries across all the various motions (Distribution, Partners, Direct)
There is an expectation of leadership. The SE Manager is expected to lead business change programmes and to embed changes into the sales culture. Their deliverable is not merely process change, but a change in the sales culture, which requires them to be a leader in that culture. SE Managers are expected to ensure replication of best practices, and to implement consistent and standardized sales processes
The SE Manager is expected to coach business leaders and managers on aspects of sales planning and execution. They are expected to set the standards of Sales Leadership behaviour and performance across their business
The SE Manager is expected to drive consistency and excellence in how we sell to our Customers and Partners. He/she is expected to deliver breakthrough improvements on traditional and emerging business models, to be the champion of change and to drive the organization to world class selling standards
The SE Manager is expected to land key SMB priorities via supporting resources
The SE Manager is expected to continue to evolve the business into a fact-based decision making culture, evolving the business from lagging indicators and reactive state to leading indicators and proactive state. The SE Manager is expected to have deep insight into business levers and understand how to identify and drive impactful improvements with speed. The SE Manager is expected to understand the importance and connection of core sales motions and supporting process to business results
The SE Manager is expected to drive predictable business performed through a rigorous ROB process, to drive efficiencies within SMB and to look for opportunities to drive scale in the SMB business for greater productivity improvements, and to continually drive standardization and simplification across SMB business operating models and processes. The SE Manager is expected to take an accountability for reducing the time % which sellers have to spend on non-selling activities
10 years of related experience (SMS&P Sales excellence; Business management; Sales roles)
Deep Business Insight & Strategic capabilities
Analytics and BI skills and experience
Planning competencies
English fluency is mandatory
A BA/BS or MS degree is mandatory, preferably on Management or Computer Science fields. MBA preferred

Sales Excellence Specialist Emeia Resume Examples & Samples

Establish meaningful and comparable metrics (monthly, quarterly, annual) that will aid decision-making and drive sales force efficiency. Ensure a sustainable process is put in place to drive a sales dashboard with linkage to the sales bonus/commission schemes
Coordinate and bring together resources for training to user groups on how to interpret the reporting to ensure that those who are making decisions have the required answers and know how to get them
Define and simplify sales processes & methodologies like pipeline management, territory management etc
Ensure that the Business Intelligence system is leveraged consistently as a business tool and that the data is used to drive decision-making across the region
Partner with sales management and marketing teams to identify opportunities to enhance sales force productivity and where appropriate, partner with the Marketing Lead to develop tools and technology improvements
You hold a higher education degree in Engineering or Business, with a minimum of 3 years’ work experience
You have experience in Sales with a strong affinity to Lean / Operational Excellence / Process Improvement or experience in Lean for Services with a strong affinity to Sales
Experience in a Sales Force Effectiveness role is a valuable asset
You are positive minded, self-motivated and analytics-passionate team player with strong communication skills in English
You are creative, well organized with good training, motivation and facilitation skills
You enjoy implementing plans with an eye on customer service. You have a track record of outstanding customer feedback
You are able to drive business results through building effective partnerships with relevant stakeholders

Sales Excellence Manager Resume Examples & Samples

Sales process discipline that drives effective sales orchestration
Well executed sales optimization and productivity strategies
Effective and predictable business planning rhythm. Well developed sales initiatives and strategic programs that drive overall growth
Adoption of effective sales productivity models and initiatives that will drive growth, customer/partner experience satisfaction and profitable Cost of Sale models anchored by strategic investment decisions
How to deliver effective change and drive it into the business
Enhancing sales productivity and effectiveness
Leveraging customer insight to improve decision making
Transition to Cost of Sale and profitability model for the organization with minimal negative consequences
Refining and streamlining existing sales practices and process to drive high value sales time and effectiveness
A greater focus on accountability for creating and maintaining sales force productivity
Provide expertise and coaching to sales force on relationship management, opportunity management, and business management processes
Ensure that Solution Selling is well understood and applied consistently throughout the sales organization
Integrate measures and reports in the rhythm of the business that enforce great discipline in our sales processes
Review core systems and provide tools requirements for usefulness and acceptance
Establish a predictable business rhythm for the organization
Consolidate sales forecasts from information produced through pipeline reports and discussion with sales organization managers
Identify the levers and metrics that will best track and accelerate progress toward goal achievement
Ensure clarity of roles and responsibilities down to team and individual level that align to EPG business priorities
Administer and manage the quota setting and compensation implementation processes
Introduce and implement effective strategic change management methods for programs and initiatives
Introduce or formulate sales incentive strategies that promote strategic goal achievement
Drive customer & Partner segmentation process and implementation
Provide a disciplined Cost of Sale framework that enables the business to make appropriate strategic investment decisions
Create overall CPE strategy and execution within the segment
Assist sales force to develop their approach to account standardization with their customers

Sales Excellence Leader Resume Examples & Samples

Support Customer Services Sales Team on internal tasks in order to transform leads in Sales
Provide managerial information through reports to the organization related to Customer Services Sales Funnel
Participate on CRM and CPQ software’s implementation

Sales Excellence Mgr Resume Examples & Samples

Operational Excellence
Work with the sales managers and sellers on pipeline hygiene
ROB reporting/analysis
Build ROB and provide reporting/analysis by product/solution for Federal region
Scorecard and KPIs management
Drive metrics, identify gaps, and drive an action plan to resolve
Change leadership
Adds value to Microsoft by designing, driving and measuring the success of specific Sales Excellence programs of significant strategy and operational impact, designed to change sales and operational behavior. Is an effective advocate for change. Clearly communicates the business rationale for change and gain the support of employees and key stakeholders
Manage employees? concerns about their roles and career prospects during periods of change. Clearly align roles, systems, and processes with the direction of the change in order to benefit from it
Ensure One Microsoft and One Sales Excellence
Drives cross-group collaboration, provide an efficient cross-sector (Commercial, PS, CS, Services) alignment on all change programs, drives Segment-Services integration, including engaging partners and customers as needed to identify root causes and land improvements
Talent Development - Uses the profiles of excellence to continuously improve his/her skillset and capabilities
Change Management - Provide impact and influence to help Sales Managers apply discipline around their business and help Sellers build effective close plans, run ORBs, etc
Formulate a strategy to address root causes of problems or seize new opportunities
Create and execute a program to pilot, revise and implement the strategy
Engage with sales leads, partners and customers in a consultative manner

Sales Excellence Workstream Lead Resume Examples & Samples

Supportive management team that rewards initiative & success
Congenial, collaborative, and success-oriented culture; the opportunity to work with and learn from a diverse, highly experienced team of business professionals
Tremendous opportunities for growth with a real career path promoting career advancement

Wwlp Global Licensing Sales Excellence Business Operations & Program Manager Resume Examples & Samples

Defining our broad field readiness landing strategy including integrating requirements into Worldwide Commercial Business (WCB) role requirements and Worldwide Readiness critical events
Ensuring the right level of Product Licensing and Licensing Program knowledge for new and existing licensing solutions integrated across various roles and communities
Developing “How to Buy” scenarios and readiness modules, while focusing on developing the key competencies (Procurement selling, Objection handling, EA negotiations)
Gathering valuable customer and field feedback, sharing this business insight with WWLP to help Product Licensing and Licensing Program offerings be further developed and adapted to best fit with customers’ and sellers’ requirements
Building out, by integrating through various organizations, a series of communication vehicles (readiness calls, newsletters, and events) to keep critical roles informed and trained in a timely and professional manner
Owning LSS Professional Development including design, execution, and landing across various training events and vehicles
Evolving the way we go to market and scale our readiness by leveraging industry and companywide best practices
5+ years relevant business experience: licensing sales / licensing marketing / enterprise marketing / sales excellence
Strong leadership, excellent organization, planning, engagement and business talent
Excellent cross group collaboration
Excellent organizational, project management and problem-solving skills
Proven track record of delivering timely, quality and customer focused results
Ability to work effectively within all levels of the organization, from executives to individual contributors
Demonstrated ability to have fun

Sales Excellence Specialist Resume Examples & Samples

Define standard work in order to drive effectiveness of Truck & Trailer dealers, of the FRIGOBLOCK direct sales channel, as well as of the Strategic accounts management
Analyze data from the Sales operations team on sales performance, to help drive sales decision-making and sales force efficiency
Partner with sales management and marketing/product management teams to identify opportunities to enhance sales force productivity and, where appropriate, to develop tools and technology improvements
Partner with the channel development team to ensure Sales Effectiveness initiatives are aligned with the broader ‘Dealer of the Future’ strategy
Analyze field sales force training requirements and work with relevant stakeholders to identify required competencies and training needs that will enhance sales capability
Analyze market coverage and make actionable recommendations to sales management on how to mobilize in response to opportunity/challenge

Associate Director, Sales Excellence Lead Resume Examples & Samples

Strategically design and lead implementation of Sales competency frameworks across US Business Units
In partnership with Learning & Development (L&D), leads sales management competency programs and commercial leadership development programs
Implements Sales Excellence competency training for new sales employees and sales managers and ensures alignment with marketing and other cross-functional partners
Creates and provides recommendations and key changes to further enhance sustainment plan for consistent strategies, coordination of efforts, and sharing of best practices
Works with HR, L&D, and Commercial Leadership on building and facilitating training sessions including modules, tools, and resources for on-going learning
Uses broad strategic thinking to analyze the characteristics of the business environment and the challenges to ensure increased sales force effectiveness and that all stakeholder needs are met
Works with Sales Training on development of competency based training programs and Regional Trainer curriculums across US Business Units
Collaborates with L&D partners to explore and leverage synergies
Establish measurements and analyze return on investment of training expenditure in areas of concentration, and makes changes to ensure training remains relevant and valuable to the business
Proactively assesses knowledge gaps (current and future) and works with commercial leadership to address gaps and needs in a timely manner
Effectively direct activities of external consultants minimizing and optimizing when necessary
Must have BA/BS Degree with at least 10 years of pharma/biopharmaceutical experience
Must have at least 3 years sales management or people leadership experience
Must have 5 years of cross-functional experience within the corporate office environment (prefer sales training or learning and development)
Ability to work in a matrix environment is required
Proven leadership skills with an ability to set a vision, to drive change and lead and mentor others
Excellent verbal, written, and interpersonal skills in order to lead, interact with, focus, resolve conflict, and drive consensus among individuals
Prioritizes, plans, and ensures execution of complex projects based on evaluation of business priorities and opportunities
Able to effectively present and facilitate key training programs to a diversity of audiences
Monitor and maintain alignment with each Business Unit’s strategic training plan while balancing short-term and long-term business goals

Sales Excellence Leader Resume Examples & Samples

Marketing expertise
Strategic alignment of sales force initiatives
Sales or sales management experience preferred
Sales operations or sales analytics
Continuous improvement
5+ years of relevant sales, effectiveness, sales excellence, CRM and/or sales analytics experience required, demonstrating a steady career progression with increasing roles of responsibility

Sales Excellence Executive Resume Examples & Samples

Investigate and gather national insights on common pain points within retail stores to support Retail coaching teams to design appropriate learning solutions
Assist Program Manager in liaising with key stakeholder groups to manage content development for all Sales Programs
Actively support the Retail front line engagement and adoption of sales program specially capability development framework
Minimum of 3 year experience in project management or support role within fast pace sales environment
Retail industry awareness and strong understanding of Telecommunications Industry and competitive issues is preferred
Strong ability to collaborate with business leaders to influence Sales capability transformation
Good knowledge of the Retail consumer and SMB markets is preferred
Must be a strong team player with excellent communication and interpersonal skills
Proven experience in managing multiple projects and initiatives and delivering required results
Good prioritising skills and flexible approach to handle changing priorities

Sales Excellence Resume Examples & Samples

5+ years of Enterprise sales experience
Seasoned sales and negotiation professional who understands the enterprise customer’s ecosystem and the anatomy of a large/complex business opportunity (e.g: partners and third party entities, customers stakeholders and their decision making process, extended virtual team dynamics, the key elements of a commercial proposal)
Versatile and able to manage multiple projects / negotiations concurrently
Disciplined in working with people at all levels, both within and outside the organization; able to synthetize and explain complex business scenarios and present to executives
Basic understanding of Microsoft Licensing and/or Microsoft Services
Experienced in establishing trusted advisor/strategic consultant relationships with a wide variety of internal and external stakeholders

Manager Sales Excellence Resume Examples & Samples

Identifying whitespaces and driving growth
Effective and predictable business planning rhythm
Well-developed sales and retention initiatives and strategic programs that drive overall growth
The level of interaction and influence the role has in aligning all Sales Groups, Services, Marketing Finance, and Human Resources
The assigned responsibility to “make things real” for the sales organization
The level of trust required between the Sales Lead and the Sales Excellence Manager
Acts as COO for Sales Team
Adoption of effective sales productivity models and initiatives that will drive growth, Provide expertise and coaching to sales force on relationship management, opportunity management, and business management processes
Effective account planning process framework and tools
Define the process and build the three-year strategic business plan
Develop and manage annual budgeting process for upcoming year
Ensure clarity of roles and responsibilities down to team and individual level that align to Sales business priorities
Drive Customer & Partner segmentation process and implementation
Drive Customer Coverage model design and implementation
Ensure role taxonomy is correct to match job assignments and compensation plans
Develop and drive a communications strategy for Sales Team
Produce business intelligence that provides valuable insights for effective strategic decisions
Build and develop a licensing and annuity strategy to meet growth objectives
Create overall Customer Satisfaction strategy and execution within the segment
Drive alignment between our services, sales and marketing organizations
Candidate should have 10+ years of experience in Sales Excellence, Sales Operations and/or Sales Management
5 Years of People Manager Experience
7 years of business management experience is required with sales management experience being highly desirable
Six sigma black-belt training is a plus
High level of proficiency in using Microsoft Excel, PowerPoint and Word
Ability to think strategically. Key performers call it “three dimensional thinking”
Education, knowledge and experience in broad-based business management
A passion for systems and processes that are effective and run efficiently
Organizational agility and attributes of leadership
Drive for results no matter what barriers exist
Sales experience or a keen understanding of sales processes

Sales Excellence Mgr Resume Examples & Samples

Pipeline/forecast management –
Work with the sales managers and sellers on pipeline hygiene -ROB reporting/analysis
Drive metrics, identify gaps, and drive an action plan to resolve -Standardization - meeting or exceeding corporate and subsidiary standards for specific programmatic initiatives determined as a priority by the Sales Excellence Director
Adds value to Microsoft by designing, driving and measuring the success of specific Sales

Marketing & Sales Excellence Associate Resume Examples & Samples

Providing support in the competitive intelligence data gathering and reporting
Collecting IMS data and updating the market share (MS%) report on a monthly/quarterly basis
Analyzing the MS% or secondary market research data and sending recommendations per product on a monthly/ quarterly basis as needed
Facilitating the development as well as the validation of patient journey for key strategic products to be updated on yearly basis and used as a basis for key marketing tactics

Sales Excellence Leader Resume Examples & Samples

Implement customer engagement strategies, programs and tools aligned with the company’s strategic plan
Establish processes, systems and reporting for thorough market analysis, performance and future trending
Drive the development of new marketing techniques and technology to attract new customers and increase engagement and growth of existing customer base
Establish a process for market action planning review and development/coaching of the sales team
Monitor and improve customer service, invoicing, payments, and administration
Establish reliable sales forecasting to drive production planning
Plan and execute coordinated customer engagement campaigns, promotional activities and product management
Execute a formal sales program to track major opportunities and develop proactive strategies to help partner with customers to win major projects
Promote collaboration, knowledge sharing within and across regions on sales processes and company initiatives
Ensure alignment across all stakeholders to ensure their objectives support the success of sales programs
Participates in the implementation of new technologies
Bachelor’s degree with relevant experience in a sales organization
Experience at the executive level in marketing and/or sales role(s) preferably in an adjacent industry
Strong leadership and relationship building skills across functions and business lines
Demonstrated skills in the evaluation, development and ongoing coaching of effective sales teams
Demonstrated ability to operate independently, to take initiative, be resourceful, and exercise astute business judgment to drive performance
Excellent project management, facilitation and change management skills

Sales Excellence Manager Resume Examples & Samples

Sales Excellence ownership of Cloud Workloads and Customer success via active usage and consumption. Responsible for plans, execution and performance together with segment and business leadership. Relative to Cloud Workloads and Consumption this includes analyzing and tracking field productivity, defining role excellence standards across ATU, STU, and PTU. It also includes defining sales programs to accelerate performance, and overall business performance management for the related business outcome metrics
Deliver a strong ROB and ensure optimal execution of core role priorities to drive achievement of our Strategic Cloud Revenue and Scorecard goals. Influence how we drive accountability and measure the business performance at the individual as well as team level, and drive course correction as needed
Participate in the STU/SSP role ownership as it relates to the strategic cloud priorities and shaping field comp plans in partnership with WWIC, also related to consumption
Driving FastTrack adoption across field and partner is a key program that this role owns. This includes quantifying the customer and partner impact of utilizing FastTrack, and helping accelerate and ease the adoption with customer success in mind
Ensure P-Seller and partner attach to drive consumption and customer success. This includes helping define the value prop of partner attach landing it across the national partner organization and field teams
Ability to impact & influence across large audiences & at senior levels
Strong project management and implementation experience
Excellent verbal and written communication skills, strong interpersonal skills
5+ years of Sales, Partner or Business Operations Management experience
Experience in organization design and/or business model design & execution

AP Channel Management & Sales Excellence Leader Resume Examples & Samples

Work wit regional VP for LRP deployment
Work with business leaders for business strategy development and alignment
Work with cross functional team for growth initiatives, identify growth plans and ensure strategy execution, track status and coordinate resources to support business development
Develop and implement channel strategies, direct and manage channel management and development to support business growth
Work with sales and other functional teams to identify new channel development opportunites and provide sufficient support to sales and channels
Deploy and implement sales excellence strategy, and maximize business opportunities through sales excellence
Committment to BOS
Other activities to support business success
5 Years plus solid experience in sales, Product Managment or related functions
Undergraduate degree, MBA is desirable
Fluent English in both written and oral
Solid commercial development, product management and marketing expertise in a B2B environment with significant growth expectation
Broad strategic analysis skill set complimented with a detail orientation
Contributes to results of growing a business with profitable, organic and acquisition-oriented initiatives that leverage a company’s core technology, cost and competitive advantages
Proven people influencer and developer
Experience with the implementation of growth, new business development and marketing initiatives that lead to stronger market penetration
Track record of establishing short and long term growth goals, then executing operating plans to achieve them
Strong business acumen, “street smarts” and an in-depth understanding of the marketing and financial implications of new opportunities
Ability to understand and add value to high-level management interactions, with a proven ability to develop and “sell” creative business strategies
Exceptional leadership skills, energy and teaming capability; the ability to lead and motivate, share vision, inspire and rally colleagues

Regional Sales Excellence Manager Resume Examples & Samples

Implement / execute global sales initiatives, including Salesforce.com (Project IGNITE), Global Key Accounts (GKA), and Sales Team Capability Development
Ensure convergence and commitment across businesses to common sales process, approach to sales talent acquisition and capabilities development, reinforcement and recognition programs, and sales culture
Provide support to shift to a disciplined approach to sales processes, metrics, and analytics
Provide a regional perspective and voice that shapes overall Corporate Sales COE strategy and priorities; and
Identify and prioritize unique regional barriers and gaps in Sales Excellence and develop/execute efforts to overcome them
Deploy SFDC, redesigned sales processes, and expectations within the region. Ensure that ongoing training and support are sufficient for a successful roll-out
Provide coaching of sales leaders in use of dashboards and analytics in managing and coaching of their sales teams. Assist the Sales team in developing their capability and bias to leverage analytics for focus and performance improvement
Oversee key adoption and performance metrics (including target setting) and drive gap closure within the region. Leverage analysis to effectively advise on performance improvements opportunities within & across Sales teams. Facilitate cross-business dialog and assist leadership in determination of solutions. Influence global direction in SFDC/Process governance and investment
Maintain a view of sales processes in the context of broader commercial processes and drives improvement and performance in partnership with Marketing, CVM, and other functional partners
Supervise the regional Sales Operations Coordinator
Support global development of and drive regional implementation of Sales Team Capability efforts, including competencies, curriculum, hiring, onboarding, and ongoing measurement
Work with regional commercial leadership in fact-based assessment and prioritization of seller and sales leader capability gaps. Develop and implement plans to close gaps
Along with other regional sales Excellence Managers, drive a coaching culture within the region
Serve as an expert coach for the region in sales processes and coaching. Conduct leader and train the trainer coaching
Successful track record of working closely with customers and sales people
Self-starter, high energy and results oriented
Demonstrated leadership of teams and influence without authority
High sense of urgency and focus
Bias to leverage processes & analytics to drive business results
Robust facilitation capability with the ability to apply across a wide range of audiences
Strong organization, project management and prioritization skills
Ability to quickly develop a broad understating of the Eastman organizations and credibility across sales and leadership
Expert level of collaboration, networking and discovery skills used across large matrix organizations (geography, business)
Vision and ability to develop insights for growth
Create and deliver targeted audience targeted presentations
Excellent written, and verbal communication skills
Willing to evaluate risks, make appropriate decisions, and take accountability
Leverage skills and capabilities learned from outside training, workshops and experience
Ability to lead complex initiatives involving various stakeholder groups, setting priorities, given only high level guidance
Min. 5-10 years commercial experience; sales or marketing experience required
MBA/Master Degree preferred

Manager Sales Excellence Resume Examples & Samples

Sales Incentive Tracking, Reporting, and Auditing
5+ years experience in finance, commercial management
Excellent product and industry knowledge, understanding of financial systems / planning, familiarity with CRM management tools
Must be team orientated, analytical, highly organized, strong communication skill, demonstrated performance of influencing change
Experience as program / project manager
Results Drive – confident, thrives on hard wark and consistent challenge, anis is quick on his/her feet. Monitors quantitative progress measures and acts quickly on deviations from plan
Must have demonstrated ability to operate withing a cross function team
Demonstrated business analytical capabilities and track record of contingency planning with a Commercial Operations focus

HBT Sales Excellence Leader Resume Examples & Samples

Organize and facilitate training plans across the GBE’s, including identifying training needs, developing curriculum and running training sessions where required
Develop and deploy common cross-HBT learning management modules and planning tools that cover all capabilities regarding professional sales operations, account planning, salesforce deployment and sales management skills
Develop and maintain a common cross-HBT scorecard regarding the salesforce’s capability and drive the training & resource actions required to attain next step maturity improvements
Perform competency assessment of sales staff to enable tailoring of training to meet their needs
Coordinate alignment on a set of common tools and the best practice application for Sales recruitment, onboarding, ongoing sales skills development, talent pipeline management, Sales Leadership coaching, and recognition of Sales performance so as to reward and recognize consistent levels of achievement across the Sales community
Drive increased alignment on leveraging the One Honeywell approach to increase the scale and quality of targeted cross selling initiatives to key customers and suppliers. Leverage value propositions and incentive programs for effective upselling
Minimum 10 years of experience in sales excellence related roles (sales, sales training, sales enablement)
Greenbelt Certified
Sales, marketing and leadership experience
Deep knowledge and contacts across HBT business
Knowledge of Honeywell Home and Building Technologies portfolio
Knowledge of sales training techniques in the market
Cultural awareness, working effectively across broad geographies
Ability to motivate and excite the sales force
Ability to acquire and apply knowledge of Honeywell’s sales processes, tools and techniques
Ability to manage sales activity, budgeting and forecasting
Ability to communicate effectively with customers and the salesforce; this includes preparing and delivering presentations and written communications as well as displaying active listening skills
Ability to manage key accounts and proactively seek opportunities to extend products and services to customers
Ability to interact with customers, manage their expectations and build long-term partnerships
Ability to apply knowledge of Honeywell’s services and products to develop solutions that meet customer requirements
Ability to build an understanding of the customer’s business, industry and commercial environment to then identify viable opportunities

Sales Excellence Manager Resume Examples & Samples

Graduate level with 5 years of experience in B2B sales and more than 3 years of experience in sales management role
Passionate about the success of others
Believer in the power of coaching to unlock the potential of sales teams
Strong listening, discovery questioning and feedback skills
Ability to adjust style to differential situations
Ability to challenge at all levels of the organization
The role requires significant face to face contact with sales organizations. Expect >60% travel

Sales Excellence Manager Resume Examples & Samples

Lead and collaborate with cross-functional multinational teams through an end-to-end project lifecycle to drive improvements in processes and systems
Improve international collaboration and search for ways to leverage the global sales network
MBA or MSc in Business and/ or IT
At least 8 years work experience in project management, business process management and/or consulting, ideally within Sales, Supply Chain Management or a cross-functional role
Excellent project management experience, ability to define projects and execute within timelines and with multiple stakeholders. Proven ability to deliver global cross-functional projects on time and to budget. Project management certification (PMP, Prince, etc.) would be an advantage
Leadership and facilitation skills. Experience leading cross-functional, multinational teams
Experience in requirements gathering, requirement specification and implementing new tools and systems in a global environment
Demonstrated ability to synthesize information and see the big picture while effectively managing details
Excellent communication and interpersonal skills, superior ability to effectively influence and communicate with diverse stakeholders cross-functionally and cross-regionally

Sales Excellence Supervisor Resume Examples & Samples

Manage multiple simultaneous projects with competing priorities
Promote project management, business process management and a consulting approach
Coach colleagues to improve performance and skills
Engage with internal customers, partner teams, suppliers and other stakeholders to define, optimize and implement best practice processes
Identify and implement metrics and reporting tools to measure business results and success
Build up and continue developing the global sales excellence team and network
Minimum five (5) years experience in project management, business process management and/or consulting, ideally within Sales, Supply Chain Management or a cross-functional role
MBA or Master of Science Degree in Business and/or IT
Excellent project management experience, ability to define projects and execute within timelines and among multiple stakeholders
Proven ability to deliver global cross-functional projects on time and within budget.Project Management certification (PMP, Prince, etc…) would be an advantage
Leadership and facilitation skills; experience leading cross-functional, multinational teams
Sound knowledge of business process analysis, modeling, optimization and relevant methods such as Lean and Six Sigma
Demonstrated ability to synthesize information, see big picture while effectively managing details
SUPERVISION OF OTHERS
Supervision of regional GSE positions in US, Mexico and Brazil

Global Sales Excellence Leader Resume Examples & Samples

Develop the future state sales processes and metrics; deliver this to our channels through the BOS
Build global capability and deliver world class training and development to our sales associates and channel partners
Deploy our sales models consistently across our footprint with continuous improvement, scalability and sustainability as the ultimate goals
Enable productivity and customer driven outcomes with world class sales technologies
Minimum Years of Experience: 10-15+
Education Standard: Master’s Degree; MBA preferred
Thorough knowledge and experience of sales and sales management processes in a direct or indirect selling channel
Experience developing and managing transformation initiatives at an enterprise or business unit level, from inception through implementation
Strong change management skills
Excellent interpersonal skills, written and verbal communication, mentor and team player
Strong influencing skills at all organizational levels
Collaborative and participative style
Team-oriented, proactive change agent with a hands-on, collaborative approach in developing, implementing and sustaining best practices
“Doing the right thing” mindset and attitude
Experience interacting with senior leadership
Demonstrated business and financial acumen coupled with proven problem solving skills
Demonstrated ability to extract best path forward from a broad set of information and alternatives
Comfortable working in and through ambiguity, with ability to create clarity
Strong organization skills and bias for action
Positive minded, self-motivated and analytics-passionate team player holding the right communication skills
Achievement-driven with a customer service orientation and a track record of outstanding customer feedback
Ability to drive business results through building effective partnerships with relevant stakeholders
Previous track record of SFE implementation and success
Background and work experience in Sales, Sales Management, Learning & Development and/or an analytics organization
Proven experience with Business Intelligence, Siebel or Salesforce.com is a plus

Sales Excellence Lead-janssen Resume Examples & Samples

Experience in a similar position; preferably in consulting and pharma industry related consultancies
Preferably at least 1 year sales experience
Knowledge and understanding on CRM systems
Attention to detail and quality focused
Excellent interpersonal skills and ability to engage/partner with the larger sales team is a must strong project management capabilities required
Proficiency in spoken and written English language
No obligation for military service ( for male candidates)00001A1P

Sales Excellence Manager, Shanghai, PMT, PMT Resume Examples & Samples

Develop and coordinate alignment on a set of common tools and the best practice application for Sales recruitment, onboarding, ongoing sales skills development, talent pipeline management, Sales Leadership coaching, and recognition of Sales performance so as to reward and recognize consistent levels of achievement across the Sales community
Develop and maintain a common cross-PMT scorecard & KPIs regarding the salesforce’s capability and drive the training & resource actions required to attain next step maturity improvements
Lead the PMT CRM strategy and drive lead management from customer acquisition to closure – track and implement actions to improve win / loss ratio
Organize and facilitate training plans across the SBUs, including identifying training needs, developing curriculum and running training sessions where required
Develop and deploy common cross-PMT learning management modules and planning tools that cover all capabilities regarding professional sales operations, account planning, salesforce deployment and sales management skills
Provide necessary information and best practices to the sales force to drive for top performance, growing faster than the industry
Implement a cross SBG talent mapping and best bet career coaching initiative
Identify ongoing additional areas to improve sales growth, release more customer time for the Salesforce and simplify steps that reduce the overall selling cost to serve; champion and implement cross-functional initiatives to baseline and implement smart investments in common processes and capabilities
Track Sales force productivity and drive productivity goals
More than 10 years’ experience in customer facing roles (Marketing, Sales, Business Development, Customer & Product Support)
Knowledge and contacts across PMT business
Good understanding of the organization and importance of collaboration
Expert in the common sales processes
Knowledge of change management tools and practices
Ability to establish and maintain influential relationships at all levels in the business
Achieve engagement with influence skills and get things done without direct reporting lines
Own the assigned projects
Ability to translate sales related needs into a solution
Qualified in commerce / business / engineering / project management
Greenbelt certified

Dir, Sales Excellence Resume Examples & Samples

Develop a deep relationship with customers, to better understand their needs, priorities and expectations to better answer their needs, to ultimately retain existing ones and attract new ones
Manage pharma clients as a strategic segment to identify opportunities for global implementation of similar initiatives across business units
Equip Go-To-Market teams to better execute and drive growth achievements
Support the Global Sales Communities to plan for growth and tactics for acquiring and converting customers
Question business assumptions in order to validate the best approach to be taken
Reinforce competitive sales culture
Support the Global Account Management Program by driving stronger collaboration among global sales leaders, by managing all community calls, by organising relevant training courses, and by designing the right incentive plans to drive expected behaviours
Manage the enterprise solutions account planning process. Align global GTM communities with QI strategy. Lead/coordinate key account strategic reviews & monitor account performance with cadence calls
Support the global sales community in implementing/maintaining a new unified CRM & Sales enablement platform
Work and orchestrate global sales operations activities with GBU/RBUs as appropriate to drive more cross selling opportunities and enhance the customer experience
Support global sales in building bid defense decks, in reviewing large deals by leveraging best practices among all key accounts
Lead and develop the GTM/Global Account Community resource/engagement platforms with up-to-date supporting materials to improve sales execution on key growth areas
Develop, enhance and use reporting and analytic tools to provide analysis that will draw attention on QI commercial issues and provide recommendations to Executive Leadership Group / President’s Council on how to address them. Lead enterprise wide initiatives to address operational & commercial challenges

Sales Excellence Manager Resume Examples & Samples

Seasoned sales and negotiation professional who understands the enterprise customer’s ecosystem and the anatomy of a large/complex business opportunity (e.g: partners and third party entities, customer’s stakeholders and their decision making process, extended virtual team dynamics, the key elements of a commercial proposal)
Bachler’s Degree
10 years’ sales experience

Sales Excellence Lead-ww Inside Sales Resume Examples & Samples

Drives day to day WWIS Center sales operations
Collaborates closely with the Sales Center Leadership on the performance of the center
Through Global Sales Transformation (GST) guidance and tools, ensure consistent seller and manager coaching culture
Strong partnership with the Americas Sales Excellence Manager and Sales Excellence Analytics Manager
Improves overall operational efficiency and sales rigor of the center, with specific focus on Demand Respond and Targeted Sales Coverage for a defined area in North America
Improves sales processes and seller productivity, including influencing tools and processes developed by WW GSMO & MSIT
Drives pipeline health, hygiene, and forecast predictability
Drive territory planning, consumption planning, and red carpet transitions
Support Demand Response process inclusive of GEPs, marketing funnel lead taxonomy and lead routing
Execute monthly and quarterly QBU processes
Implements growth planning initiatives in collaboration with sales managers by identifying levers and metrics that will best track and accelerate progress toward goal achievement
Assist with quota management, segmentation, account movements, business rules, IRAs, and revenue disputes/arbitrations
Support ECIF, CPE/GRS survey process and other sales tools
Execute contest and motivation program management

Sales Excellence Manager Resume Examples & Samples

Center of integrated business effectiveness analysis and insights generation: Leveraging internal and external resources, consolidating multi-source, cross function and various channel data/resources and conducting integrated & multi-dimension analysis; Identifying key business issues/trends/drivers in analytics and providing proactive input to business decisios; Building up business dashboard (regular up-to-data analysis reports on business healthiness diagnosis and execution status tracking) from professional perspective to the management team. Reports will be in accordance with business strategy and needs; Co-working with other SFE teams to provide supports to sales head on regular review exercise and ad-hoc analysis request
Key contributor and SFE system & process optimization, and project manager for related change management initiatives: Diagnosing / Analyzing the current operation, process and system to assess the effectiveness & efficiency; Identifying the existing gaps and improvement priorities in process and system and then designing the optimization plan and propose the implementation roadmaps; Initiating the related projects and driving the key projects (manage the process, set the KPIs and timely track the execution status)
Conducting periodical comprehensive environment scan and analyzing the implications to Roche business model & channel management
Key coordinator between the BA & other related department for the market access projects and collaboration: Developing effective communication with relevant stakeholders and co-working with SFE head to coordinate the cross-team/dept. collaboration; Co-working with company PMO team, setting up collaboration platform & mechanism for key market access execution / operation / collaboration with internal and external stakeholders
Supporting SFE director to manage cross function communication/report on market access execution/operation tracking/dashboard
Key contributor for the team’s SFE analysis & planning capability building: Supporting SFE director to design the team's skill/capability development plan, focusing on SFE analysis and business planning; Co-working with SFE director to introduce advanced methodology / process / best practices and developing the corresponding trainings/workshops on capability building
Establishing the multi-dimension & integrated business intelligence database to enable strategic analytics; Designing the program & implementing quantitative analytical trainings to other teams within CPS

Global Sales Excellence VP Resume Examples & Samples

Partner with Senior Leaders to identify and frame enterprise business transformation initiatives enabling business strategic planks and performance outcomes
15 years of relevant, executive-level experience related to business transformation and program management within Business Outsource Processing environment
Experience working in a matrix organization
Proven track record of successfully organizing, structuring and creating cross functional efforts
Strong consultative sales experience, including engaging at all levels of the business to explain value and address change management challenge, requiring cross-functional, end to end approach and process discipline

Sales Excellence Manager Resume Examples & Samples

Bachelor’s Degree or Masters’ Degree holder in Business/ Commerce/ Sales and Marketing
12 – 15 years of working experience with at least 8 years in a sales/commercial management capacity
Experienced in sales management, sales performance coaching and sales excellence with a strong affinity for continuous improvement
Organizational leadership experience
Proven track records in informal leadership
Strong interpersonal and communication skills to work in small and large groups and all levels of the organization
Ability to build connections, credibility and exert influence in the markets

Sales Excellence Data Analyst Mgr Resume Examples & Samples

Utilize/deliver standardized tools and reporting which enable speed, efficiency and scale in the business
Filter and "clean" data by reviewing reports and performance indicators to locate and correct problems
Locate and define new process improvement opportunities, and solve for root cause issues
Work with sales excellence to prioritize business and information needs
Drive standardized sales operations
Accelerate the landing of Global Sales Transformation efforts
Ability to translate isolated data asks into broader business needs to deliver greater impact
Proven working experience as a data analyst or business data analyst
Adept at queries, report writing and presenting findings
Familiar with financials, pipeline, scorecard, and other internal measurement tools
Proven communication and collaboration skills Functional (Sales, Partner, Services, Microsoft Field Sales) knowledge preferred

Expert Sales Excellence Resume Examples & Samples

As part of the Excellence @Voith Initiative, the Sales Excellence Expert will lead / accompany initiatives in all areas within the global Voith organization regarding Sales, Marketing, Business Development and Growth-related topics
Together with specialists and managers, within Excellence@Voith, and across Voith at large, you will suggest, identify, develop and implement innovative concepts, tools and approaches to increase the success and impact of Sales and Growth-related topics and activities
Responsibility for Sales Excellence concepts and tools
Conduct Sales and Growth-related workshops/projects and trainings worldwide at all levels
Your know-how will be utilized to lift Sales Excellence to a new level
Completed a technical degree (or equivalent)
Have acquired several years of business-to-business industrial, consulting or other professional-related experiences, at the specialist / expert or senior specialist / expert levels in Sales, Marketing, Product Management, Business Development or other Growth-related fields
Have additional experience and/or knowledge of Structured Sales Processes and Tools, complex business negotiations and/or other marketing-related activities
Experience in conducting projects and well developed interpersonal skills to work with cross-functional teams
Proficiency in English and German language and excellent communication skills for international travel and projects
Willing and availability to travel internationally

Sales Excellence & Indirect Channel Development Manager Resume Examples & Samples

Ideal candidate is an experienced Sales Professional with an outstanding international commercial background and strong affinity for coaching / teaching
Typically requires a minimum of 15 years of related experience and a Master’s degree
Experienced Sales Professional comfortable and confident to lead discussions at customer C-level across technology, clinical, financial and operational areas in a consultative approach bringing insights and new ideas to resolve customer issues in complex business environments
Proven track record in organizational transformation and change management
Strong strategic and analytical thinker who takes the initiative to make a positive impact on the organization
Mature leader with ability to influence and steer ecosystem and manage multiple stakeholders at various levels of the organization
Ability to analyze current market, competitive, technical and societal environments in order to translate opportunities into business successes
Understanding of dynamics and requirements of B2B and B2G business models
Tier 3 level Certified Customer Focused Solution Selling and Sales Excellence Consultant
Fluent in English, additional languages are a plus

Sales Excellence Program Coordinator Resume Examples & Samples

Deploy sales tools including but not limited to CRM (for opportunities and account management) and quotation tools
Drive CRM adoption rate and CRM data integrity within the region
Publish sales team performance dashboard monthly and monitor sales efficiency and effectiveness
Provide focal point and support for price realization work
Drive demand forecast and shipment forecast process discipline within the sales organization
Execute sales optimization and sales efficiency programs in order to improve win rate
Run sales data analysis to better understand sales dynamics, portfolio, profitability
Research industry trends and assess opportunities for further growth initiatives
Implement and drive sales training support function
Work in a matrix organization

Head of Sales Excellence Resume Examples & Samples

Establish and develop global sales processes
Ownership of sales standards
Responsible for Hempel CRM system (Microsoft Dynamics)
Ensure that CRM system is used across the organisation according to instructions
Support Introduction and maintenance of new CRM tools
Establish competence framework for the sales organisation
Develop and implement training programmes according to competence framework
Measure and follow up on process performance on a regional and country level
Create and implement standard reports for regional activities in order to align prioritisation
Masters degree in Business related field
5+ years experience with sales excellence development and implementation
International experience
Fluency in English both verbal and written

Head of Sales Excellence Resume Examples & Samples

Proven experience of leading successful sales transformation initiatives in large corporations
Experience of successful large scale CRM (Salesforce or MS Dynamics) programme delivery
Direct experience as a high performing sales person
Proven experience of working with board level teams
Demonstrable experience of successfully setting up new Sales operations teams
Experienced business coach
Understanding of sales teams performance metrics and reward frameworks
Financial services experience

Sales Excellence Lead Resume Examples & Samples

10+ years of related experience in: Sales or Channel management/leadership, Business Transformation, Business Development
Bachelor, MBA/Masters a plus with focus on economics, finance, organizational management, business management
Professional Competencies: Adaptability, Customer Focus, Drive For Results, Influencing Impact, Collaboration, Executive Maturity/Presence, Vales Selling, Analytical Problem Solving, Organized & Disciplined, Initiates/Embraces change

Sales Excellence Manager Resume Examples & Samples

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/Presence, Value Selling, Analytical Problem Solving, Organized & Disciplined, Initiates/Embraces Change
Experience: 5+ years of related experience in: Sales or Channel management/leadership, Business Transformation, Business Development
Education: Bachelor, MBA/Masters a plus with focus on economics, finance, organizational management, business management

Sales Excellence Director Resume Examples & Samples

Provide leadership to the regional Sales Excellence Leads in the following areas
Rhythm of the Business (ROB) reporting/analysis - Build ROB and provide reporting/analysis by product/solution for Federal region
Scorecard and Key Performance Indicators management - drive metrics, identify gaps, and drive an action plan to resolve
Standardization - meeting or exceeding corporate and subsidiary standards for specific programmatic initiatives
Business Insight
Sales Leadership - Ensure One Microsoft and One Sales Excellence - Drives cross-group collaboration, provide an efficient cross-sector (Commercial, Public Sector, Customer Success, Services) alignment on all change programs, drives Segment-Services integration, including engaging partners and customers as needed to identify root causes and land improvements
Community, Share & Leverage Best Practice - Looks to worldwide commercial business community to learn, share and leverage best Sales Excellence practices cross sector, cross segment
Manage employees’ concerns about their roles and career prospects during periods of change. Clearly align roles, systems, and processes with the direction of the change in order to benefit from it
Identifying root causes of problems with sales revenue, processes and tools
Formulating a strategy to address root causes of problems or seize new opportunities
Creating and executing a program to pilot, revising and implementing the strategy
Engaging with sales leads, partners and customers in a consultative manner
Framing analyses to support a strategic supposition - analyses that a Sales Excellence Lead can execute on
Cross-group collaboration with other Segments, executive leads, and their representatives
Managing competing views and resolve into an agreed strategy
Bachelor’s degree required, MBA strongly preferred
10+ years sales, sales excellence or sales enablement experience in a tech industry

Sales Excellence Manager Resume Examples & Samples

10 years plus selling experience
Management of account partnerships
Consumer and retail marketing knowledge and experience
Education - Four Year college degree required – MBA preferred

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