Job Title: Sales Program Mgmt Senior Manager
Level: Senior Manager
Location: United Arab Emirates
Accenture is a leading global professional services company, providing a broad range of services and solutions in strategy, consulting, digital, technology and operations. Combining unmatched experience and specialized skills across more than 40 industries and all business functions—underpinned by the world’s largest delivery network—Accenture works at the intersection of business and technology to help clients improve their performance and create sustainable value for their stakeholders. With more than 459,000 people serving clients in more than 120 countries, Accenture drives innovation to improve the way the world works and lives.Join Accenture’s Resources group which empowers, develop and deliver business solutions to key players across the Energy, Natural Resources, Chemicals and Utilities industries around the world. You will build your industry and functional or technical expertise and hone your skills alongside Accenture experts--and our clients, with whom you’ll build enduring, trust-based relationships as you design and deliver the solutions for their most complex issues.Accenture’s Resources group serves clients across Energy, Natural Resources, Chemicals and Utilities industries. The group collaborates with the world’s leading chemical companies to transform their businesses, helps the world’s leading oil and gas companies transform to compete in today’s digital world, collaborates with the world’s leading mining, metals, forest products and building materials companies transform their businesses, brings deep industry knowledge, world class capabilities, digital innovation and cutting-edge technology to our clients―electric, gas and water utilities around the world―to help them transform and raise their performance to new heights.
Drive adoption and implementation of sales programs, initiatives, tools to improve sales performance. Supports analysis of sales results, reporting, and opportunity data. Manage sales materials, credentials and other relevant information to support a variety of sales opportunities and campaigns.
Analyze sales results
Monitor the “state of sales” across the entity through analysis of sales management reports, win/loss outcomes, and trends in sales performance across the entity
Analyze industry and sales opportunity data and providing the sales team with trends and insights about 'hot spots' and gaps in the sales plan, investigating the potential issues and assisting in determining the solution for the gap
Define, monitor and analyze program metrics, targets and strategic imperatives based on organizational FY plans ensuring stakeholders’ interests are addressed
Maintain management reports, which includes analyzing data to articulate operational inefficiencies, support recommendations to close gaps, support the implementation of solutions and assist in the management of quarterly sales reporting
Cross-reference all data with standard SAP and corporate reports to develop consistent metrics; create program budgets and track spending against budgets
Improve sales performance
Collaborate with leadership to understand develop conclusions about sales trends, and recommend action plans to improve sales performance, sales efficiency and alignment of sales activities with business strategy
Contribute to direction and/or supervise entity programs and initiatives targeted at improving sales performance and sales capability
Maintain sales processes, tools, techniques and training for entity sales activities that may be global in nature
Recommend direction of delivery responsibility for sales effectiveness processes and identify and help implement annual sales effectiveness priorities and programs
Participate in change management aspects to support the ongoing growth and evolution of the sales program, helping integrate Accenture’s changes into the program’s objectives
Support sales opportunities
Engage actively with deal teams to provide expertise on sales methods and best practices; for some opportunities or clients, serve as coach to drive win strategy sessions, power maps, account planning sessions and account plan reviews
Support and/or lead sales management processes through activities such as leading account planning sessions, reviewing account plans for quality/breadth, conducting win/loss reviews and/or serving as content subject matter expert for training efforts
Support sales leadership in activities such as leading various change management aspects to support the ongoing growth and evolution of the sales program or identifying management and operational issues, risks and barriers to growth and providing and implementing solutions
Process and prepare accurate sales and pipeline reports, leveraging data from sales professionals
10 – 15 years in sales program management and leading sales delivery teams.
Requires identifying and assessing complex problems for area(s) of responsibility. Creates solutions in situations in which analysis requires in-depth knowledge of organizational objectives.
Requires involvement in setting strategic direction to establish near-term goals for area(s) of responsibility.
Interaction is with senior management levels at a client and/or within Accenture, involving negotiating or influencing on significant matters.