Sales Excellence Manager - FMCD/Healthcare

Job location: Gurgaon, NCR

Main purpose of the function:

Trusted adviser to market management team on commercial transformation and sales execution.

Leads sales improvement projects in line with local & global imperatives and business cadence at Health Tech level, both Health Systems and Personal Health in the Market:

- 50% of time - Continuous Improvement of commercial / sales & marketing processes

- 30% of time - Coaching Commercial team and individuals based on Performance

- 20% of time - facilitating education and training programs for Commercial team

Continuously improve commercial / sales & marketing processes - 

- Deploys existing and new standardized sales processes and sales tools (e.g. support Salesforce.com, deploy CFS (Customer Focus Selling) sales enablement tools, account planning)

- Supports Long Term Partnership, Indirect Channel Management and Solutions selling areas from Sales Excellence point of view under request of BT and leaders of Must Win initiatives in the Market

- Leads the deployment of strategic initiatives such as Channel CRM, sales enablement tools, new ways of working in the markets. Supports Commercial policy review / development in the Market

- Supports National Projects coordination

- Facilitates Cross-functional Sales processes development & improvement

- Works within a global team of peers to improve sales excellence (strategy and deployment)

- Coach Commercial team and individuals based on Performance

- Coaches Commercial, Sales and Marketing leaders to become independent sales coaches

- Facilitates sales & marketing improvement initiatives to drive OIT through DM, PS & kaizen events

- Drives Improvements based on results of Performance management for Commercial & Marketing Teams. Spends days of working in sales organization down to district level to drive OIT improvements

- Develops and coordinates Daily management (OIT) & Pipeline management (Funnel)

- Coaches sales reps/ account managers/ sales leaders in the market in funnel health reviews & sales forecasting

- Contributes into Regular Sales Analytics review and gap analysis based on standard company Reports and Market Intelligence info

- Co- Accountable for adherence to sales / funnel health scorecard on funnel accuracy, OIT predictability, Sales Predictability

Facilitating education and delivering training programs for Commercial team:

KPIs - 

- Co-owner of Sales Organization performance

- Co-owner of Sales organization transformations and developments according to established plans

- Deployment of Global Sales Excellence programs according to established plans

Principle Accountabilities - 

- Be part of Performance management in Commercial Organization owned by Sales Directors

- Co-owner of competency development programs together with HR and Sales Directors

- Drives Continuous Improvement in Commercial team

To succeed in this role, you should have the following skills and experience:

- Any Bachelors- degree; MBA would be preferred

- 7+ years minimum exposure to sales and sales performance coaching, sales excellence

- Continuous Improvement competencies at advanced level, including hands on experience in Lean within Sales processes

- Strong Analytical skills (mathematic modeling, digital, forecasting methods)

- Advanced coaching skills from coaching teams to co-visiting Customers together with Key Account Managers

- Well-versed in knowledge of Six Sigma quality tools & LEAN methodology

- Experienced professional in executing process improvement initiatives

- Excellent facilitation skills with diverse teams with demonstrated skills in problem identification and resolution

- Proven Sales Experience

- Good team player

- Ability to coach, train, mobilize and motivate colleagues

- Outstanding verbal and written communication skills, including the ability to persuade, influence, negotiate and make formal presentations in meetings and training environments

- Ability to quickly understand complex processes and create process/data-flow/systems maps