Consultant - Sales Force Optimization

Key Accountabilities:

- Serve as a recognized SME on multiple functional areas related to Sales Force Effectiveness, including incentive design, territory management, call planning, and performance analysis.

- Provide expert guidance and recommendations to stakeholders on SFE best practices.

- Lead multiple SFE projects for US and IBU geographies, ensuring quality and timely delivery.

- Manage project timelines, resources, and budgets effectively.

- Employ robust project management methodologies, including effective delegation and planning.

- Monitor and report on project progress, identifying and mitigating risks.

- Demonstrate excellent communication skills with stakeholders across diverse geographies and organizational levels.

- Conduct presentations and deliver insights to key stakeholders, including senior management.

- Partner with affiliates to understand their SFE challenges and develop tailored solutions.

- Mentor and coach team members to support their professional growth and development.

- Foster a collaborative and high-performing team environment.

- Contribute to talent development initiatives within the team.

- Monitor customer and marketplace trends to identify opportunities for optimizing sales operations strategies.

- Lead the creation of models, such as customer behavior profiles, to support sales teams and track field force performance.

- Partner with affiliates to determine their SFE challenges and create proposals/brainstorm techniques to solve those challenges.

- Evaluate and resolve complex business and operational problems that arise during projects.

- Take complete ownership of analyzing field force incentive effectiveness and developing incentive plans.

- Work with HR and Sales teams to set annual targets for the field force and provide inputs to optimize effectiveness.

- Manage plan approvals, calculate incentive amounts, and coordinate pay-outs.

- Utilize data and reports to develop, optimize, and implement strategies to improve sales team performance.

- Suggest new and novel ways to measure and improve call and channel execution.

- Leverage statistical analyses (regression, ANOVA, A/B testing, prescriptive analytics) to track KPIs and derive insights.

- Create and test proof of concepts for new technologies (Gen AI, ML) in SFE processes.

- Brainstorm on appropriate performance tracking measures to evaluate new capabilities/offerings.

- Use datasets (field execution, tool activity, sales, surveys) to track and optimize field engagement platforms.

- Present new insights, capabilities, and solutions to key stakeholders.

- Develop and implement strategies to enhance the organization's SFE capabilities.

Skills & Qualifications:

- 7-10 years of experience in Sales Force Optimization or related fields.

- Proven expertise in multiple functional areas related to Sales Force Effectiveness.

- Strong project management skills and experience leading complex projects.

- Excellent communication and presentation skills.

- Proficiency in data analysis and statistical modeling (regression, ANOVA, A/B testing).

- Experience with data visualization and reporting tools.

- Knowledge of CRM systems and sales analytics platforms.

- Ability to work with large datasets and derive actionable insights.

- Experience with incentive plan design and management.

- Familiarity with emerging technologies such as Gen AI and ML.

- Strong problem-solving and analytical skills.

- Ability to work independently and as part of a team