Job Description
Sales Planning & Process Manager
Think of an app you simply cannot live without. For our company, the Commercial Operations organization is like that app. It’s a strategic and indispensable component of an efficient and knowledgeable sales organization.
In a fast-changing, and increasingly complex selling – and buying – environment, Commercial Operations tie together strategy and roles, supported by digital applications and analytics. Commercial Operations is focused on the following:
- Aligning to customer expectations and the needs of those working with our customers
- Building sales strategy & commercial readiness capability to ensure success in a rapidly changing environment
- Enabling Outcome-based Selling, both for sales leaders and for collaborative selling teams
- Ensuring a foundation of reliable data and simplified processes so we make better, faster decisions
The focus of the Sales Planning & Process team within Commercial Operations is to help ensure the success of the region by providing a set of tools, processes, and operating cadence for a data-driven approach to sales planning and sales process execution. The sales planning processes, including territory planning, goal setting & performance to goal, sales forecasting, and partner planning, allow the region to plan more effectively and maximize performance. This team will also drive the adoption and roll out of our global sales process within the region, working with regional leaders on execution.
We are looking for a strong individual who has proven experience balancing strategic thinking with a focus on execution. The ideal individual will be able to ramp up quickly and drive continuous improvement and standardization of the region’s operating cadence.
Primary Responsibilities:
- Lead sales planning, including account tiering, territory optimization and capacity planning
- Lead the regional forecasting process in collaboration with the finance
- Takes the initiative and is proactive in providing sales insights on territory design, effectiveness and performance to goal
- Ensure sales opportunities are following a consistent outcome-based sales process
- Set standards, track hygiene, and provide insights relative to account planning, pipeline management, and opportunity forecasting
- Align with the regional commercial operations manager to ensure the smooth rollout of initiatives and systems
- Drive sales planning and sales process execution consistency, including a cadence of quarterly performance reviews
- Leverage deliverables of a global team to reduce duplication/increase capacity in the region
- Works with industry and marketing teams on defining and collecting the quarterly key wins
- Ensure a foundation of reliable data and simplified processes
Minimum Qualifications:
- Bachelor’s degree or demonstrated business acumen
- Experienced leader with >5 years of experience in Sales Operations, with demonstrable experience in Excel, Power BI and MS Dynamics / CRM.
- Strong understanding of modern selling and proven ability to build and communicate strategy
- Analytical mindset, with the capacity to absorb information and data to drive solid conclusions
- Ability to articulate complex messages in a clear way, and effectively propose ideas and get buy-in. Present strategies at a leadership level.
- Knowledge of business change management framework approaches or methodologies. Detailed understanding of the impact of change, the interdependencies, and the impact on the business.
- Collaborative style, which can drive consensus across indirect reporting lines and peer groups
- Project management and/or continuous improvement certification is a plus
Who We Are:
We are a global leader in industrial automation and digital transformation. We connect the imaginations of people with the potential of technology to make the world more intelligent, more connected and more productive. We’re helping the world work better and people work smarter – and we’re looking for the makers, the forward thinkers, and the problem solvers to make that happen.
