GM - Business Planning/Analytics & Sales Operations - Telecom

GM- Business Planning, Analytics and Sales operations

Role responsibilities and deliverables :

- Lead & drive BU Operational planning process aligned with long term BU strategy. Annual Operating Plan review and sharp execution to achieve Ambition Plan

- Set up comprehensive Business Analytics for monitoring critical success factors for business performance improvement

- Develop analytics for BU performance

- Build authentic data sources for all key biz indicators inline with Annual Business Goals

- Develop Funnel,Sales,AAP,Channel Analytics to pre-empt gaps and issues

- Trend analysis and reporting

- Create dashboards and scorecards

- Scenario analyses based on uncertainties and associated risks involved along with mitigation approach.

Build sales predictability :

- Commercial processes and procedures implementation(Direct & Channel)

- Functional Cadence Management (weekly submission via email and template)

- Monthly Business & Quarterly Business Review planning and execution

- Set up strong process for Large deal management process

Sales forecast accuracy improvement :

- Order intake & Sales forecast improvement- Transaction, Systems and solution sales & services

- Forecast accuracy improvement thro' systematic Pipeline & Forecast Management.Link bFO with Forecast

- MAPE - Forecast accuracy as per targets

- Implement forecast improvement actions

Profitability improvement :

- Set up GM margin monitoring and improvement framework and show visible improvement trends MoM/QoQ

- Quote Review and analysis

- Discounting validation/Margin analysis

- Pricing analysis to ASP movements, Volume & Cost

- Volume Mix analysis and improvement - Measure positive mix change

Problem solving to put in place corrective and preventive actions :

- Biz analysis and identify areas for improvement

- Apply Management tools, problem solving techniques to suggest and guide solutions process. Exhaustive data-driven decision-making, Question beliefs and hypothesis

- Program management to ensure measurable action's implemented

Develop team and performance :

- Evaluate competency and gaps of each and every resource in team.

- Develop clear and concrete plan to develop Biz acumen and analytics mindset and orientation.Train & coach people in team to STEP UP performance and business expectations. Build Talent pipeline.

- Employee Engagement and satisfaction

Behavior expected :

- Creating strong enabler platform for Sales teams

- Build strong and clear working relationship with sales teams

- Be seen as strong value adding function.

- Provide timely data analytics and actions required

- Resolve sales issues and problems while not compromising on ethics and integrity

Professional & Aggressive followup on Change programs :

- Use program management skills in driving the big programs

- Implement structured milestone planning, strong review mechanism