Sales Excellence Manager

Drive sales excellence across the EMEAI region by enhancing sales capabilities, productivity, and performance. Partner with cross-functional teams to deliver impactful training, coaching, and new product initiatives. Leverage data, metrics, and technology to improve sales effectiveness and business results. Lead strategic projects and continuous improvement initiatives to support commercial growth.

Sales Excellence Leadership

• Implement and champion defined global sales process which utilizes common selling language throughout the EMEAI PMD business.
• Responsible for the direction, development, and implementation of Sales Excellence initiatives across PMD EMEAI.
• Establish appropriate metrics to measure and deliver a Return on Investment for Sales Force Effectiveness initiatives.
• Lead initiatives in collaboration with PMD divisional sales leadership teams across all countries
• Manage and facilitate professional sales training, coaching and development programs focused on building both strategic and tactical capabilities of the sales force towards maximizing effectiveness of business plan execution.
• Ensure appropriate process is in place for training content revisions based on changing business environment
• Facilitate new and on-going sales effectiveness needs analysis and long-term development and implementation strategies for PMD EMEAI.
• Work in close collaboration with EMEAI Learning and corporate PCG Learning team to create impactful learning journeys to the Sales teams in PMD.

Sales Rep Productivity

• Establish a common “scorecard” within PMD to reflect Rep performance and to provide Sales Managers and Sales Directors a vehicle for coaching and measurement.
• Oversee development of tools, resources, and training to improve Sales/Territory Performance.
• Oversee technology applications for enhanced Rep Performance.
• Champion automation of analysis, tracking, and reporting tools related to Sales Rep performance, including the Customer Relationship Management (CRM) system.
• Product Knowledge, Product Application & New Product Sales
• Engage with Marketing, R&D and Sales teams in PMD to effectively deliver new product training platforms and Train the Trainer approach to sales, technical service, and project/business development teams.
• Ensure sales professionals are coached/trained on the execution of new product sales to enhance brand image, improve margins, and sell to new customers.
• Staff, Vendor and Budget Management
• Develop and execute program requirements and project plans on time and on budget.
• Conduct financial analysis to ensure cost recovery, effective/efficient use of initiatives/strategies.
• Align with Global SFE teams to ensure local adaptation of programs/content.
• Manage local vendors, supplier and training staff (internal and external) to effectively deliver the programs.
• Identify process improvements to ensure continuous improvement internal customer experience and outcomes. This involves working with different functions within the PMD business.

Formal Education

Required

Bachelor’s Degree or equivalent experience

MBA

Knowledge & Experience

Required

• Sales and account management
• Strong business acumen
• Experience in effectively developing and deploying programs that align with business strategy
• Demonstrated ability to simultaneously manage several projects on a tactical, operational level in a fast-paced, highly productive, cost conscious environment.
• A creative and consultative approach to problem-solving, working with a high degree of proficiency, confidentiality and precision.
• Excellent presentation, facilitation, organizational and communication skills
• Demonstrated “business partner” approach to project deliverables
• Demonstrated skill-set in planning and project management

Preferred

• Portfolio (project) management
• Marketing experience
• Training and development experience

Technical/skill Requirements

Required

• Strong training and presentation skills
• Proven ability to interact effectively with Sr. Management and all levels of organization
• Able to work under pressure and close deadlines
• Initiative, drive and enthusiasm
• Able to inspire, motivate, and lead a team
• Ability to interact with people from different cultures
• Travel Requirements: 30% of the time
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