As a leader in our Global SFE team, the role of GEM SFE Director is a critical role as a business partner to our GEM Sales team. This role will be key part of the GEM leadership team and the Global SFE leadership. They will be responsible for ensuring we have the best SFE practice and support to build capabilities, skills, tools & processes for the GEM Sales team. We want to ensure we have the best SFE capabilities in our GEM sales teams to drive the growth in this key region for Convatec.
The scope of the role covers our 5 pillars of Sales excellence:
- Sales data and Insights
- Sales Incentive Plans
- Customer Focus – Account Segmentation & Account Plans
- Sales Tools & Processes
- SFE Training – although not directly responsible, a partnership with our Global SFE Training Director & our GEM training lead to ensure engagement on the Sales capabilities and skills requirements.
This includes:
Strategic Leadership
- Lead & develop SFE support for our GEM sales team to ensure effective business partnering for our business units on all our SFE activities.
- Be a key part of our Global SFE team. Represent, lead & develop our GEM SFE strategy & activities aligned with our Global SFE framework.
- Be a key part of the GEM leadership, understanding the requirements, capabilities required, tools and processes to enable the sales teams.
- Partner with the local country SFE support teams to deliver the SFE requirements for GEM.
Ensure & Establish strong sales data reporting for insights to support decision making
- Responsible for all our GEM Sales performance reporting and insights to drive business continuity - sales productivity, market share, CRM metrics etc.
- Develop and lead analytics for GEM leadership.
- Provide business analytics focusing on sales performance, customer analysis, pipeline insight, win/loss reviews and sales capabilities
Manage SFE excellence to ensure an effective and efficient sales support platform
- Develop processes and governance to drive sales operations excellence
- Lead account segmentation and provided business reporting
- Produce customer targeting to ensure our sales teams are aligned to the correct customers to achieve our targets
- Ensure account planning is in place and drive business continuity
- Provide business analytics focusing on sales performance, customer analysis, pipeline insight, win/loss reviews and sales capabilities
- Develop KPI’s for the region and manage on a quarterly basis.
Launch, build and embed to adoption of CRM and any other sales tools
- Set clear expectations to support the CRM user adoption goals for the sales teams. Ensure the data is correct in the system for business continuity.
- Provide business insight by producing reports on the CRM system such as adoption rates, pipeline values, customer calls vs targets.
- Monitor & report progress with focus on KPI’s (Key Performance Indicators)
- Provide coaching for the sales leader to how to generate insight from CRM usage.
- Ensure all sales tools are rolled out effectively and drive full adoption
- Maintain and expert level knowledge of system functionality and process design.
Manage the sales performance compensation and recognition
- Work with the Region VP and Country leaders to define the criteria for the annual incentive plan aligned with the Global framework
- Represent GEM on our Global Sales Incentive Plan (SIP) team
- Ensure all incentive plans are rolled out across the region in a timely manner
- Work with the Finance team to ensure payment validation on incentive plans
- Produce quarterly reports to show sales performance by individual vs target
- Measure and report any sales recognition awards that may be in place
- Produce sales productivity reporting
Required:
- Produce quarterly reports to show sales performance by individual vs target
- Measure and report any sales recognition awards that may be in place
- Produce sales productivity reporting
- Commercial experience supporting a sales organization
- Developed and driven CRM adoption across a sales organization
- Analytical experience essential to provide business insight reporting
- Influence within a matrix organization
- Change management skills in driving change in a sales organization with understanding of sales processes and best practices
- Demonstrated ability to effectively communicate ideas and persuade others to accomplish challenging goals and objectives
- Experience in recruiting and coaching successful sales team/s
- Superior skills in local language and English
- Solid IT skills, including ability to efficient work with excel calculations and data bases
- Driver’s license needed
Desired:
- Financial experience
- Experience in working in international project groups
- In-depth understanding of financial principles, the budgeting process, resource planning and allocation, and the fundamental drivers of sales and profit, i.e., key components within the strategic plan and how they contribute to business performance.
- Flexible proactive “can do” attitude
- Strong drive and ability to work independently
Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time. Additionally, this job description reflects management’s assignment of essential functions. It does not prescribe or restrict the tasks that may be assigned.
