The HPS Sales Model has been put in place to align with the organizations demand for breakthrough growth. To achieve the required growth we must have a highly effective global sales organization.
For the sales organization to be fully effective, we need to standardize the way we operate; we need to identify and enable global best practices that ensures the whole organization follows the sales model with a systematic and programmatic approach, operating with a global mindset while aligning to the regional customer base, markets and opportunities. A key enabler to this effort is empowering the team with the skills, the tools, and the best practices. The global trend is to ensure a well-structured, programmatic, and data driven approach to decision making as the gateway to create greater sales force effectiveness and achieving organic, profitable growth.
The Commercial Excellence team is uniquely positioned to leverage our tools, systems, and data to support the sales organization, with analytics and business insight to ensure that we are operating at full potential, the processes and the skills to ensure effective use of sales time, and the resources to ensure sales has everything at their fingertips.
As the Systems Sales Excellence focal point for the systems businesses, this individual will manage and monitor key sales metrics such as orders, pipeline, BTI metrics, using standard dashboards and scorecards. They will use this data to ensure key processes are followed, and improved. This would include things like the sales forecasting processes, the sales portion of SIOP, AOP allocation, and quotas assignment process, and oversight of the sales incentive cycle. At the same time this individual will support the sales organization ensuring related systems are fit for purpose and can appropriately support the sales organization and the business.
The Systems Sales Excellence Lead, with the support of the larger Commercial Excellence Team will be responsible for the implementation, adoption, support and compliance of the various sales best practices for the Systems teams. Similarly, they will be the focal point for any business improvement associated with the sales process, and will be the vehicle to communicate and educate the organization, nurture and coach any changes and ensure accountability on an ongoing basis.
Ultimately, the mission of the Systems Sales Excellence Lead is to ensure that the business and sales management are provided with the right information at the right time in the right format as effectively and efficiently as possible, and to ensure that sales team has maximum focus and engagement to deliver business growth.
Working with the Systems Sales leadership to:
- Champion, and support the global Sales Model in the Systems businesses
- As a member of the Global Commercial Excellence Team ensure that sales processes and global best practices are communicated, and followed
- Partner with the VPGMs to support, coach and train Sales Directors and Managers to ensure compliance to the Sales Operating System, sales MOS, and other sales operations processes and procedures
- Implement the Sales MOS, drive active attendance, and that outcomes are committed, tracked, and executed
- Facilitate and lead the sales forecast and pulsing processes
- Provide analysis and reporting support for sales, order, pipeline and cost information in support of goals and objectives by supporting the Business leadership and where possible as much direct support as possible to the Director and Managers
- Work with the Business VPGM and Global Commercial Excellence to facilitate and manage quota rollout
- Program management for sales incentive plan within the business in conjunction with the Global SIP team
- Working with the Commercial Excellence team be the focal point in Systems Team for communications, including the roll-out and support for any Commercial Excellence initiatives
- Continually drive for improvement of the sales process
- Be the collection point for areas of improvement. Gather input from the sales team, prioritize and communicate to global sales operations and enablement for improvement and attention
A Job posting does not exist for this global job code, please work with your HRG to develop oneQualifications:
Basic Qualifications:
Bachelor degree and 10+ years’ experience in Industrial Automation and Systems business with at least 5+ years in leadership experience in sales/channel management and business development. Strategic Marketing and/or Sales Operation experience is strongly preferred Must have experience in handling complex teams and different stakeholders via influence (i.e. other than direct reporting) to gain alignment and achieve results. Demonstrable experience in implementing strategies and growth initiatives Enhance sales management and driving multiple metrics preferred Experience in direct sales and channel management, handling B2B sales preferred Excellent presentation skills. Must have communication skills with senior and executive management Willing to travel
Preferred Qualifications:
- Greenbelt certified preferred
- Ability to establish and maintain influential relationships at all levels in the business
- Cultural awareness and has worked across geographies
- Achieves engagement with influence skills; get things done without direct reporting lines
- Owns the assigned projects
- Excellent communication and presentation skills
- Good at managing projects and task prioritization
- Ability to assess common processes and needs and recommend changes were needed
- Create, adapt and drive change
- Process mind set oriented
- Ability to be a leader and a team player
- Ability to motivate and excite the sales force
- Deep knowledge and contacts across SME business
- Good understanding of the organization and importance of collaboration
- Understanding of industry goals, objectives, strategies and competitive situation
- Knowledge of the common sales processes within the organization
- Excellent with Excel, reporting, CRM, and Analytics applications