Sales & Pricing Performance-COE Service–Sales Contribution-Manager

Job Summary:

Sales & Pricing Performance provides end-to-end sales and pricing effectiveness, sales operations, and analytics services. S&PP partners with teams around the world to deliver insights, improve acumen and win profitable deals.

Provide subject matter expertise and execute activities for one or more of the Sales & Pricing Performance (S&PP) services/process areas (available service/process areas listed below). Engage with S&PP team members, sales leadership, HR, and sales team members to continuously enhance the S&PP service/process area. Build acumen and drive adoption of the S&PP service/process area with stakeholders. Lead the design and enablement of sub-offerings/sub-processes, tooling, and performance metrics required for the S&PP service/process area.

Primary responsibilities include: 

• Independently operate within one or more of the Sales & Pricing Performance (S&PP) services/process areas
• Translate and orchestrate the S&PP leadership vision and mission, alongside voice-of-the-customer/end user feedback, for the S&PP service/process area – to deliver outcomes across a diverse and geographically dispersed organization (through Market, Market Unit, Client Group and/or Accenture Service levels)
• Provide operational support to achieve long-term and short-term objectives for the service/process area
• Be an expert in the end-to-end process and work meticulously to drive continuous efficiency
• Act as a single point of contact for designated sub-offerings/sub-processes, and tooling that constitute the S&PP service/process area
• Liaise with CIO (tech team) to design, build and maintain the tools required for the successful execution of the service/process area
• Engage with the S&PP Centre of Excellence Analytics team to define the performance metrics for the service/process area
• Work closely with the S&PP Change & Enablement team to define the training and enablement requirements, and change needs to drive adoption of the service/process area
• Define and execute internal communication plans
• Interact confidently and build credible relationships with senior leadership and stakeholders

*Services with open Service Lead positions include:

• Sales Contribution - Is the approach used to measure the individual sales performance of MDs with individual sales targets and people in the Sales Job Family Group with individual sales targets, including those on Sales Achievement Bonus (SAB) plans.  Includes the setting of individual targets at the beginning of the fiscal year based on a defined methodology that includes inputs from the Services and Markets/Market Units.  Includes the education of individuals involved in sales, their leaders, and HR on the Sales Contribution model, which determines which roles are available on a given opportunity and how those roles should be applied.
• Client Portfolio Management - The structuring of a portfolio of clients based on their growth potential, communication, and execution of the strategy. Management of customer hierarchies in appropriate tools.
• Account Planning - Global Account Planning strategy, requirements, support approach, and enabling resources. Analysis of account plans to identify issues and actions to mitigate risk. Design of plan review and approval approach and ongoing ‘live the plan’ efforts.
• Relationship & Contact Management - Adoption of benefits of relationship management tools and frameworks.  Relationship development training materials and workshops.
• Deal Qualification, Win Strategy, Deal Reviews & Approvals – New business management process - opportunity advancement and actions required. Use of insights to improve qualification and win strategy capabilities.