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
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