Job Description Summary
Reportant au responsable de l'excellence commercial, et est responsable de la mise en place et animations des processus d'excellence commerciale et marketing pour optimiser la performance du business.
Business & Sales performance
Identify and analyze sales trends to develop predictive indicators of performance : Ensuring Funnel is fueled & boosting performance : analyses sales territory in line with strategy to optimize sales impactMonitors Funnel velocity (prioritization, single source of truth, drive CI through analytics)Optimizes Funnel win rate (Miller Heiman Strategic Selling, gives recommendation to Cross-
functional teams to win, close monitoring and continuous focus on transversal activities, wins / losses analysis)
Is accountable to maintain coherences and robustness between all key business processes to guarantee Commercial Efficiency.
Can act as a core team member of new projects aiming at optimizing these processes.
CRM and associated tool optimization : Lead and support key aspects of CRM system implementationEstablish and maintain a network of super users to onboard and ensure proper training.
Monitors performance and user adoption and ensure tools coherence and use
Collect consolidated Customer Intelligence to help maintain marketing and sales capabilities (competition info, voice of customers)
Benchmark Sales Efficiency best practices across industry (exhibition, conference )
Partnering and driving Customer Experience through continuous sales effectiveness
Manages and maintains a library of sales resources, including tools, methodologies and best practices. Supports and / or directs sales requests for data, support, reports and general information.
Customer Facing Team Skill management
Create, implement and execute sales training programs and induction plan and keep updated on new training methods and techniques business needs
Understand & capture customer facing needs (shadowing) and suggest improvement plans : % resources spent internally dealing with crisis management, handling administrative tasks etc % resources spent on selling strategy preparation% resources dedicated to customer
Assess and analyze Customer facing individuals’ skills and behaviors.
Assess and analyze Customer facing teams efficiency (Sales, CQM, Customer Service, ) with recommendation on training plans and program to enhance sales knowledge and skills.