Sales Enablement Manager
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Århus N
Opportunity
Purpose of the Role: The Sales Enablement Manager is responsible for driving Sales transformation in line with the global integrator strategy, including productivity and sales process improvements, organizational design support, and data-driven sales management and pipeline growth.
Job Content & Execution: Enabler and ambassador of data-driven Sales Management
- Rigorously improve Salesforce.com data quality and adoption.
- Drive SFDC uptake and Sales Quality Standards.
- Performance managing the sales team towards pipeline targets through relevant dashboards and data visibility tools.
- Drive the usage of standard data and reports in the MOS (Maersk Operating System) and the SOS (Sales Operating System) and ensure discussions focusing on driving sales effectiveness and L&S + Ocean growth.
- Drive the Sales Incentive Plan (SIP), ensuring that we run the plan within the set timelines.
Structurally improving the Sales Processes
- Assist Sales Reps and Management to understand process bottlenecks and opportunities for productivity gain (e.g. online conversion of customers, offshoring).
- Identify and address ways to maximize our selling time and improve the impact of each sales call.
- Share knowledge through the Global Sales Operations team to ensure global application.
- Serve as GSC liaison and ensure we leverage and use GSC services optimally in the frontline
- Drive an environment where we can properly leverage the contributions from Sales Reps/CSP/OTS/Customer Experience.
Ensure we have the right organizational setup and the right capabilities
- Ensure alignment of organization setup to global blueprint and feedback to CEN with Area specific solutions to ensure alignment.
- Ensure clients are allocated to the optimal sales channels.
- Ensure Sales Rep portfolios are designed to develop the individual clients optimally and use the Sales Reps skills.
- Sales Systems Super User and local trainer.
Drive Sales Transformation
- Work as a change agent on transformation and other global projects.
- Driving uptake of new initiatives and tool
- Acting as a sounding board for CEN Sales Operations
- Best practice sharing in global SALOPS calls
Accountable for:
- Salesforce.com data quality and usage within Sales Quality standards
- Driving Pipeline build-up and growth
- Sales productivity
- Sales processes and Improvements
- Driving organizational buy-in to projects/initiatives
Consulted about:
- SFDC updates & IT releases
- SIP
- Cross-functional product/process releases to Sales
- OMEB & CSB
Parameters for Success Key Metrics
- Facilitating Pipeline Hygiene and Build-up to ensure a healthy pipeline in line with business growth ambitions. L&S closed won pipeline to target as per MSMR dashboard.
- Sales Quality Standards.
- Increasing Area sales productivity (FFE/GP per FTE).
Organizational
Direct supervisor
- Area KC Sales Manager
Direct reports
- Opportunity Managers/Customer Solution Managers.
- Sales Operations Partners
Functional (dotted line) reports
- OTS
Key interdependencies
Internal stakeholders
- CEN Sales Operations
- Relevant GSC Teams
Critical Competencies
- College Degree
- Strong Sales Process understanding comprising a minimum of 2 years. You are proactive in identifying and acting on ideas for new solutions and process improvements to make Sales Reps’ lives easier and optimize the customer experience.
- Demonstrated proficiency in using data to drive business results and Sales Effectiveness
- Good stakeholder management, excellent communication and persuasion skills
- Proven ability to work as a change agent and challenge the status quo
- Ability to influence without authority in a global organization
- Proactivity: Suggest solutions and process improvements
- Team player: Teamwork across functions and geographies
- Problem-solving mindset and solution-focused attitude.
You have a detailed understanding of CRM and other sales tools.
For further information's don't hesitate to contact Area Head of Key Customers, Stig Kirkegaard at: [email protected].
Information og data
Denne ledige stilling har jobtypen "Sælger", og befinder sig i kategorien "Kommunikation, marketing, salg".
Arbejdsstedet er beliggende i Århus N.
Jobbet er oprettet på vores service den 9.9.2022, men kan have været deaktiveret og genaktiveret igen.
Dagligt opdateret: Dette job opdateres dagligt ud fra jobudbyderens hjemmeside via vores søgemaskineteknologi og er aktivt lige nu.
- Sælger
- Århus N
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