Expires soon Schneider

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

Make every future a success.
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