About this job
The key to growth at NielsenIQ is a high-performing sales team, and driving efficiency and effectiveness for our sellers is critical to success. NielsenIQ is seeking a talented, results-oriented leader to help build and scale our regional sales operation’s function, enabling our mission to accelerate growth.
The VP of Sales Acceleration, APAC serves as a member of the regional Commercial leadership team playing a critical conduit role for all Revenue Operations initiatives from the Global COE (Center of Excellence) into the APAC region. The candidate is responsible for advocating, designing, and motivating Commercial teams to embrace best practice processes and tools that will boost seller efficiency across the sales cycle. Success in the role includes overseeing various aspects of sales operations including planning, forecasting, performance analysis, process improvement, technology adherence and implementation and team management. This role is highly cross functional (working with Sales, Marketing, Finance, Customer Success, etc.) - the right candidate must be effective at motivating action, launching effective change management strategies and be able to quickly move from diagnosis to action when challenges arise. Must have a proven track record of building high functioning teams (from entry to Director level) with a collaborative, teamwork centric culture in a remote, multi-cultural environment.
Responsibilities
- Partner with Region President and other commercial leaders on key sales strategies that are critical to regional revenue goal attainment; including pricing strategy, client segmentation, white space analysis, pipeline accuracy, sales talent assessments, short term sales incentives, etc.
- Lead effective change management and communication strategies that motivate and optimize use of Global COE best practice processes and sales enablement tools across the commercial organization to accelerate sales results.
- Analyze sales performance data to identify pain points and process variations inhibiting sales efficiency, present insights to leadership and create actionable plans that successfully improve performance against benchmarks.
- Design, launch and manage a Pre-sales enablement function in region to remove non-client facing tasks from sellers, including proposal creation, content customization, CRM hygiene, and more.
- Manage Sales Acceleration leaders (currently in India and China) on sales operations best practices and ensure adoption of Rev Ops initiatives along with strategic alignment with local leaders’ priorities.
- Champion, prioritize and support sales play execution in coordination with Global Sales Play Factory team; includes effective oversight of weekly win room reviews to improve processes, increase pipeline sufficiency, and generate incremental revenue.
- Maintain dotted line responsibility for setting the strategy (target account segmentation, messaging, etc.) for regional Sales Development Representative team to increase qualified appointments for sellers.
- Build strong, collaborative relationships with Sales leaders and front-line sellers to boost utilization of Sales Enablement resources; including but not limited to tools (SalesLoft, ZoomInfo, Microsoft Dynamics, Sales Navigator), PowerBI dashboards and Sales Academy training courses. Provide relevant feedback to tool and training owners on how to improve training and the user experience to boost adoption.
- Be an advocate and guide on best practice CRM utilization and pipeline accuracy, including assisting with change management and adherence to process in Microsoft Dynamics to fuel accurate sales funnel reporting.
- Relentlessly evaluate and enhance sales processes to maximize efficiency and effectiveness.
Qualifications
- Bachelor's degree and 10+ years proven experience in sales operations and / or enablement; preferably within a B2B tech organization.
- A proven track record of success in executing strategic sales enablement / sales operations objectives, and a hands-on ability to build processes from the ground up.
- Experience leading highly engaged teams in a remote work environment.
- Self-starter with superb communication skills, leadership presence, and ability to effectively interact with C-level executives.
- A data-driven approach, that builds processes and measures success in a way that can scale effectively
- Flexibility and ability to adjust on the fly, to new demands in a fast-paced environment, a high sense of urgency
- A balanced viewpoint, and an understanding of the art and science of sales
- Intimate knowledge of the sales cycle, sales methodologies, and the booking process
- Experience with Microsoft Dynamics or Salesforce, PowerBI and Sales Enablement and Training software (i.e. SalesLoft, MindTickle, Sharepoint) preferred.
