Field Services Sales and Operations Excellence
Taguig (Taguig) Marketing
Job description
In charge of Sales efficiency, Opportunity pipeline management, forecast process, Field Services overall KPI's & Delivery productivity /efficiency. The Field Services Sales and operations excellence leader animates the performance to maximize the conversion of opportunities into orders and sales. Therefore a specific focus has to be made on the performance of opportunities which are at the latest stages of the pipeline (ie stage 5 and 6) and there must be a strong collaboration with operational marketing who is in charge of driving demand generation and earlier stages of the pipeline (2 to 4).
Essential Responsibilities:
1. Deploy the Sales & Operations efficiency program for Global field services Business
· Implement and animate using BFO figures pipeline reviews and collaborative sales forecast with sales team (including V1 / V2 / Outside sales / Inside sales and Channel/Partners) & Operations team
· Provide weekly/monthly/quarterly BFO based trends, gap reports and account performance reports to FSVP, Sales directors and Ops directors
· Provide comprehensive support to sales head in improving sales discipline and institutionalizing use of sales methodology (customer platforming opportunity management, customer visits, coaching plans, probability forecast, sales forecast)
· Ensure consistency between sales and operations programs cross country.
2. Reinforce data quality & management
· Reinforce the “right” usage of BFO/BFS
· Engage the appropriate actions to cleanse data and monitor the trend
· Implement a commercial excellence dashboard/standards reports in alignment with the standards of Field services activities (described in the Playbook) to ensure proper measure and allow benchmark between countries
· Ensure a proper understanding and usage of the metrics in the organization.
3. Benchmark performance and set standards
· Analyze flows and respective performance per flow, drive conclusion on the target structure, build plans and ensure strong and smooth execution cross the field.
· Analyze trends, sales pipelines & results, segmentation and customer typology analysis, forecast accuracy and build strategic data sets for market analysis and future planning, including ratios setting.
4. Implement continuous improvement process, i.e. lessons learnt
· Provide feedback to Operational marketing in order to constantly improve the volume and quality of leads/opportunities entered at earlier stages (2 – 3 and 4)
· Improve sales & operations effectiveness by implementing a return on experience process and implementing good practices
Desired profile
Qualifications :
Qualifications:
Job Related Experience: 4-8 years experience in a professional environment.
1 to 3 years experience in the company in sales or marketing or transversal projects
Must be results oriented with strong business acumen.
Ability to effectively interface with top management, as well as, a proven track record of developing and maintaining strong internal and external relationships.
Ability to communicate effectively and lead by influence.
Must have a thorough understanding of technology (BFO is a MUST) and a good understanding of business process and tools, as well as a strong understanding of the commercial sales process utilized today.
Knowledge of SE product & services pyramid at least for core offers in LV / MV / IT is a plus
Others (e.g. language skills, technical skills): Excellent written and oral communication skills
Strong analytical skills to serve the business purpose
Strong interpersonal skills
Action plan definition and execution oriented
English fluent mandatory
IT environment