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Health & Public Service – AAPAC Sales Effectiveness Lead – Senior Manager

Job Location: Brisbane, Canberra, Melbourne, Sydney

Regional Description: Australia

Job Number: 00704120

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- Job description

The OU SEPL role provides direction, leadership and management of sales enablement programs, tools, and assets to drive program initiatives and sales activities in HPS AAPAC in support of strategic goals and business plans.  The role involves Sales Operations as well as Sales Effectiveness.

 

Role reports to HPS AAPAC Director of Sales.

 

Key Responsibilities:

  • Lead the sales effectiveness function within HPS AAPAC OU working with sales teams across AAPAC
  • Drive, manage and monitor achievement against sales plan and forecast working with OU Sales Director and CSG leads and teams.
  • Execute the sales effectiveness agenda within the entity, with particular focus on the areas within the scope of responsibility:  account planning, client portfolio management, sales training, win/loss, interlock, pipeline origination, BD efficiency, pursuit reviews and win strategy, etc.
  • Develop and run analytics over our pipeline and sales data to provide better insights and recommendations to leadership
  • Drive implementation and adoption of Global Sales Effectiveness programs with objective of improving sales outcomes.
  • Contribute to development of recommendations, action plan and priority of Sales Effectiveness programs to address issues, gaps in performance using input from Sales Effectiveness team, leadership team, deal teams on basis of leadership requests.
  • Engage with deal teams to provide expertise on Sales Effectiveness tools, methods and best practices. For a subset of opportunities and/or clients, may provide relevant research or sales effectiveness content to inform decisions.
  • Develop and drive programs to increase our net new sales, improve win rates, pipeline quality and competitive positioning
  • Develop, implement and manage the account planning process in coordination with finance, business operations and sales leadership
  • Improve sales processes and ensure consistency within the organization on how programs, tools and assets are being used within all levels of the organization
  • Develop a strategy for implementing change and adoption of key programs within the entity
  • Drive change management aspects to support the ongoing growth and evolution of the sales program, helping integrate Accenture’s changes into the program’s objectives
  • Partner 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
  • Partner and assist the sales entity leads to identify and propose new initiatives that promote sales performance
  • Collaborate with peers of other entities to share best practices around sales initiatives
  • Support the establishment of an offering-led sales culture through repeatable, proactive offers and campaigns, provide direction and leadership for the campaign management process and ensuring a clear go to market strategy, accountability and target setting for results
  • Develop and drive programs that promote proactive demand generation, origination and penetration of the C-Suite and equip our sales teams with the critical sales tools:  heat maps, competitive analysis, client intelligence, sales collateral, sales playbook, and easy access to our key offerings and sales campaigns
  • Manage and develop a team of sales effectiveness resources in the CSGs

Knowledge and Skill Requirements

  • 10+ years work experience
  • Leadership and strategic thinking skills with attention to detail and able to think ‘big picture’
  • Strong business process management and business case development skills
  • Strong analytical and problem solving skills. Experience applying structured problem-solving methods to detect, define, analyse and resolve gaps and ideal performance
  • Strong project management skills, communications, and team building skills
  • Understanding of Accenture’s sales process and programs 
  • Knowledge of principles and processes involved in business and organizational planning, coordination, and execution.

About Accenture

 

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 459,000 people serving clients in more than 120 countries, Accenture drives innovation to improve the way the world works and lives. Visit us at www.accenture.com.

 

Accenture is an equal opportunities employer and welcomes applications from all sections of society and does not discriminate on grounds of race, religion or belief, ethnic or national origin, disability, age, marital, domestic or civil partnership status, sexual orientation, gender identity, or any other basis as protected by applicable law.

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