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Sales Effectiveness & Operations Program Lead (APAC)

Job Location: Singapore

Regional Description: Singapore

Job Number: 00488155

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- Job description

The Sales Effectiveness & Operations Program Lead (Senior Manager) works with the geography’s Sales Lead and the Sales Effectiveness & Operations Lead to manage the implementation and adoption of Sales Effectiveness programs across APAC with the objective to drive improved sales outcomes.
 
The role involves working across the geography and relevant Leadership teams to identify and prioritize gaps and develop recommendations and action plans to improve performance across relationship depth, sales growth, win rate improvement, and sales process execution.
 
The role relies heavily on collaboration with leads of other geographies program/initiative areas to ensure a unified approach across APAC
 
The focus includes managing and executing activities across a broad range of sales-related areas such as:
 
  • Client Portfolio Management Strategy,
  • Market Development & Initiatives,
  • Account Planning,
  • Sales & Pipeline Management,
  • Sales Campaign Management,
  • Win Rate Improvement,
  • Win/Loss Program,
  • Sales Capability Development/Training, and
  • Sales Recognition.
 
Specific activities include:
 
  • Maintain and continue to develop the sales effectiveness function within APAC.
  • Collaborating with the Leadership & Director of Operations to periodically assess the client portfolio, determine actions required to adhere to established principles, and assist in identifying the operational activities required to implement and maintain the strategy.
  • Support Sales Lead in development of priorities and initiatives aimed at sales improvement and managing those initiatives to completion, including measurement and tracking of impact.
  • Overall program management of APAC sales team including team structure, communications, areas of focus and sales achievement bonus administration.
  • Provides direction, oversight, and executive overlay to APAC sales operations team to execute, deliver, and implement processes related yet not limited to pipeline accuracy, sales forecast, qualification/close and other sales metrics.
  • 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.
  • 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.
  • 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
  • Coordinate Market Development & Initiatives (MD&I) funding areas, and provide insight in spending and ROI.
  • Partner with Sales Leads and/or client teams (e.g.: Commercial Director, etc.) to understand current state of sales effectiveness and most appropriate assets to apply and/or create to support increased growth.
  • Drive the annual account planning refresh across the geography, including defining the roles/responsibilities of the operations organization to support the outcomes required. Managingthe geography’s account planning process and facilitating the leadership review and approval processes.
  • Coordinate the win/loss process, working with the Sales Effectiveness Lead to identify the issues and share the outcomes.
  • Assess sales capability planning needs, identify training gaps, and determine best intervention strategy. Develop course content with SMEs as required, act as faculty for key training.
  • Managing other special-projects aimed at improving a specific gap area defined by the geography and/or the leadership team.
Qualifications:
 
  • Bachelor's degree or other 4-year university degree 
 
All of our consulting professionals receive comprehensive training covering business acumen, technical and professional skills development.  You’ll also have opportunities to hone your functional skills and expertise in an area of specialization.  We offer a variety of formal and informal training programs at every level to help you acquire and build specialized skills faster. Learning takes place both on the job and through formal training conducted online, in the classroom, or in collaboration with teammates. The sheer variety of work we do, and the experience it offers, provide an unbeatable platform from which to build a career.
 
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, citizenship, marital, domestic or civil partnership status, sexual orientation, gender identity, or any other basis as protected by applicable law.

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