Sales Force Effectiveness

**Sales Force Effectiveness / Commercial Operations Manager, APAC**
**-**
**SIN0368**

**Description**

This role leads with expertise in the Sales Force Effectiveness (SFE) domain to execute and embed sales practices, competencies, capabilities, and processes that deliver execution excellence and superior customer experience. The role works closely with Regional and Country Commercial teams to initiate, develop, plan, lead, implement and embed Sales Excellence activities across all markets. The incumbent will be able to facilitate practical, insightful and data driven dialogues with commercial teams. A strong close loop approach is critical to enable clear metrics and tracking reports for measuring implementation effectiveness and to propose appropriate changes in response to business needs.

Essential Functions:

- **Sales Planning & Resource Deployment**: Develop, implement, and educate a holistic approach to customer segmentation, targeting & profiling, salesforce deployment and territory sizing/allocation across the region, optimizing our Sales teams time by ensuring they are calling on the right customer at the right time with the right frequency, in support of the CVI APAC Channel strategy. Provide ongoing assessment, tools, and support for in-Country teams for capacity optimization, strategy alignment and continuous improvement of right targeting. Support to ensure appropriate coverage of high value customers and management of field sales return on investment in line with business strategic objectives
- **Sales Territory Management**: Work with IT and Commercial Operations teams to stay abreast of platform upgrades to ensure the sales teams have the appropriate tools, training, and insights to manage territories/customers/channels. Lead insight-driven models and approaches to effective territory management that drive category growth and share gains
- **Field Performance and Intelligence Reporting**: Continue to drive and input into sales analytics development, ensuring CVI teams and customers have proactive insight into business performance reports and sales enhancing opportunities
- **Sales Incentive Design and Governance**: Lead the annual Sales Incentive Plan review process in conjunction with cross functional approvers to review SIP structure, alignment with business goals, types of incentive, effectiveness in achieving intended outcomes, policies and how KPIs are measured to drive strong results, sales force motivation and pay for performance
- **Sales Team training & development**:Development of core sales competencies framework for Inside, Field & Key Account teams, including onboarding, training, disciplines, and succession planning. Develop framework for training academy and market training/champion network.
Focus on Key Account development to evolve our Key Account Organization with a focus on negotiation, joint business planning, analytics, and forecasting, and to drive general business acumen and effectiveness across our Key Account teams
- **Sales Process Improvement**: constantly evaluate for opportunities to simplify, automate, eliminate, or introduce innovative practices that enhance the sales force productivity, effectiveness, and customer experience.
- **Annual Planning**: Evaluate and recommend a strategic roadmap that encompasses all core elements of Sales Force Effectiveness to continually improve sales teams towards best in class. Ensure all identified elements are fully scoped, advocated for resourcing, measured for impact, project planned, executed, and reviewed with senior management.
- Undertake other projects and cross-functional collaboration as agreed with VP Commercial Operations

**Qualifications**
**Knowledge, Skills and Abilities**:

- A strong communicator with the ability to interface and influence effectively with senior management and sales leaders aside from other functions in the organization.
- Ability to develop and successfully execute a structured, organized approach to improving or embedding SFE practices, processes and tools
- Must be skilled at interpreting data to create situational analysis and recommendation of solutions for presentation to influence change adoption.
- Proven ability in driving technology integration with sales force execution
- Open, adaptable, flexible and collaborative style to accommodate business demands
- Ability to work in a fast
- paced environment and manage changing requirements
- Advanced skill MS Office, in particular PowerPoint.
- Skilled in leading Commercial Project initiatives and providing clear direction in a cross-functional or cross-geography capacity
- Advanced level of fluency in spoken and written English. Other APAC language skills will be an advantage.

**Work Environment**:

- Normal office environment
- Field visits expected in all countries to be fully up-to-date with industry trends, customer behaviors and our field force implementation
- Regular travel is expected up to 50% across the region

**Experience