The successful candidate must have experience driving sales enablement processes, designing business workflows, measure the system effectiveness and driving regional adoption in accordance with leadership vision and best practices. This role will lead regional/multiregional commercial enablement programs and create communications aimed to enhance sales efficiency and effectiveness, accelerate pipeline, and uncover revenue opportunities. This role requires a close partnership with Global Commercial Technologies, Global Training and Global Marketing teams to deliver a cohesive and desired experience to sales and their customers.
Enablement Tools & Processes
Equips internal customer facing teams with innovative tools, engaging content, customer insights and streamlined processes to maximize buyer interactions, optimize selling motions and enhance effectiveness
Promotes tool awareness and facilitates new/ongoing education programs to sales and marketing to drive tool adoption and usage
Works with the Commercial Operations, Marketing, Product and Sales Teams to identify enablement tool priorities, areas for improvement/optimization, and share KPIs adoption rates
Partners with Marketing and Product Managers (i.e., content owners) to ensure enablement tactics support the go-to-market strategy
Uses data to gain insights and trends on enablement content consumption and utilization and make recommendations for continued improvement
Acts as sales advocate to make recommendations for improvements to enablement tools and processes
Work alongside other functions including Marketing, Finance and Business Unit to drive local implementation of new sales & service tools or enhancements in existing tools
Pipeline Acceleration Programs
Support Leadership teams with business analytics to contribute to Monthly and Quarterly Business Reviews and provide data to accelerate pipeline conversions and increase win rates
Partners with key Commercial stakeholders to identify and develop pipeline acceleration program opportunities for key growth areas, including strategic accounts
Monitors and communicates to stakeholders on program progress and effectiveness by defining and regularly reporting on program, and KPIs including ROI
Improved reports/ dashboards to monitor business activities, lead management.
Manage local support and coordinate support whenever needed for the SFDC CRM tool to drive adoption, compliance and consistent usage, as well as supporting the streamlining process and improved quality of reports and dashboards.
Implement company wide, new sales initiatives that will drive revenue and growth.
Commercial Communications & Best Practices
Develop best practices and improve process, standards, systems, and tools to yield enhanced quality and efficiency of process, and overall performance against Key Performance Indicators.
Prepares, delivers, and manages calendar of effective commercial communications for commercial program launches, tool updates, process improvements, and change management
Partners with key Commercial stakeholders to identify and socialize best practices from across the organization to drive continuously improving commercial outcomes
Ability to lead and communicate on major change management projects, such as acquisitions, divestitures, and reorganizations, coordinating and/or supporting integration roll-out and execution at the regional/country level.
Provide internal knowledge on PKI Processes and Tools, though dedicated training sessions and specific training coordination
Lead the Sales Processes Design, track exceptions and drive the comparison process with sales processes of acquired companies.
Participate in the design and execution of cross-selling processes and ICP Design during partial acquisition processes
Manage the communication cascade of defined solutions within the Sales Organisation
Resolve issues through proper coordination, escalation, and collaboration with all levels
Preferred Qualifications:
Experience
Bachelor’s Degree or above
Major in Computer Science, IT, Business
5+ years in Sales Support Roles such as Sales Operations, Lead Management, Audit Processes, and implementation.
5+ years of hands-on developing and implementing processes for cross-functional teams
Leadership
Highest personal and professional integrity and strong work ethics
Ability to articulate vision of transformation efforts and a sense of mission
Willingness to take charge and provide direction
Results orientation, willingness to commit to a direction and drive operations to completion
Demonstrated ability to manage adversity, changing and challenging situations
Relationship Management
Ability to manage senior relationships across all the Business and Functional areas
Ability to develop cooperative and constructive working relationships
Ability to handle complaints, settle disputes and resolve conflicts and negotiate with others
Collaborative team player orientation towards work relationships, strong culture awareness
Effectiveness in building trust, respect, and cooperation among teams
Professional
Highly effective time management and organizational skills
Strong planning and data analytics skills
Excellent communication, presentation, and interpersonal skills
Entrepreneurial spirit and comfortable working in unpredictable environments
Must be results-driven with an aptitude to learn new systems and retain technical information
Technical
Ability to navigate complex data and systems
Proficient in software technologies to drive sales enablement including CRM, Sales Engagement/Content Platforms and Sales Methodology/Process
Experience with Salesforce (Highspot)
Experience in Power BI (Advance is advantage)
Expertise in MS Office 365 applications (Word, Excel, PowerPoint, Outlook, OneDrive)
Project Oversight and Decisioning
Highly developed skills in priority setting and alignment of project priorities with commercial strategy
Ability to break down complex problems and projects into manageable goals
Ability to get to the heart of the problem and make sound and timely decisions to resolve problems
职位要求：
Preferred Qualifications:
Experience
Bachelor’s Degree or above
Major in Computer Science, IT, Business
5+ years in Sales Support Roles such as Sales Operations, Lead Management, Audit Processes, and implementation.
5+ years of hands-on developing and implementing processes for cross-functional teams
Leadership
Highest personal and professional integrity and strong work ethics
Ability to articulate vision of transformation efforts and a sense of mission
Willingness to take charge and provide direction
Results orientation, willingness to commit to a direction and drive operations to completion
Demonstrated ability to manage adversity, changing and challenging situations
Relationship Management
Ability to manage senior relationships across all the Business and Functional areas
Ability to develop cooperative and constructive working relationships
Ability to handle complaints, settle disputes and resolve conflicts and negotiate with others
Collaborative team player orientation towards work relationships, strong culture awareness
Effectiveness in building trust, respect, and cooperation among teams
Professional
Highly effective time management and organizational skills
Strong planning and data analytics skills
Excellent communication, presentation, and interpersonal skills
Entrepreneurial spirit and comfortable working in unpredictable environments
Must be results-driven with an aptitude to learn new systems and retain technical information
Technical
Ability to navigate complex data and systems
Proficient in software technologies to drive sales enablement including CRM, Sales Engagement/Content Platforms and Sales Methodology/Process
Experience with Salesforce (Highspot)
Experience in Power BI (Advance is advantage)
Expertise in MS Office 365 applications (Word, Excel, PowerPoint, Outlook, OneDrive)
Project Oversight and Decisioning
Highly developed skills in priority setting and alignment of project priorities with commercial strategy
Ability to break down complex problems and projects into manageable goals
Ability to get to the heart of the problem and make sound and timely decisions to resolve problems