Job Description
Sales Planning & Process Manager AP
Think of an app you simply cannot live without. For our company, the Commercial Operations organization is like that app. It’s a strategic and indispensable component of an efficient and knowledgeable sales organization.
In a fast changing and increasingly complex selling – and buying – environment, Commercial Operations ties together strategy and roles, supported by digital applications and analytics. Commercial Operations is focused on the following:
- Aligning to customer expectations and the needs of those working with our customers
- Building sales strategy & commercial readiness capability to ensure success in a rapidly changing environment
- Enabling Outcome-based Selling, both for sales leaders and for collaborative selling teams
- Ensuring a foundation of reliable data and simplified processes so we make better, faster decisions
The focus of the Sales Planning & Process team within Commercial Operations is to help ensure the success of the region by providing a set of tools, processes, and operating cadence for a data-driven approach to sales planning and sales process execution. The sales planning processes, including territory planning, goal setting & performance to goal, sales forecasting, and partner planning, allow the region to plan more effectively and maximize performance. This team will also drive the adoption and roll out of our global sales process within the region, working with regional leaders on execution.
We are looking for a strong individual to manage the regional Sales Planning & Process team and balance strategic thinking with a focus on execution. The ideal individual will be able to ramp up quickly and drive continuous improvement and standardization of the region’s operating cadence.
Primary Responsibilities
- Provide a strategic perspective, acting as a sounding board to the regional commercial operations director
- Lead sales planning, including account tiering, territory optimization and capacity planning
- Lead the regional forecasting process in collaboration with finance
- Deliver proactive sales insights on territory design effectiveness and performance to goal
- Ensure sales pursuit are following a consistent outcome-based sales process
- Set standards, track hygiene, and provide insights relative to account planning, pipeline management, and opportunity forecasting
- Align with the regional sales effectiveness managers to ensure smooth rollout of initiatives and systems
- Drive sales planning and sales process execution consistency, including a cadence of quarterly performance reviews
- Leverage deliverables of global team to reduce duplication/increase capacity in the region
- Ensure a foundation of reliable data and simplified processes
- Work closely with Market access team to drive their operations