Manager, Sales force effectiveness & Rout to Market

Job summary

Develop, implement and monitor sales force effectiveness plans, training, processes, tools and systems, etc. to drive sales growth and sales force productivity

Business metrics

Managing operating departmental budgets and costs

Accountable for net sales/EBIT/headcount responsibility, where applicable

Organizational structure

Refer to the Org-chart under HRBP documents storage and available upon requested.

Essential responsibilities

General responsibilities

Manage departmental operating budgets and costs according to annual allocation to ensure efficient usage of resources, where applicable

Manage and conduct thorough sales force effectiveness diagnosis. Highlight critical sales force needs/requirements and recommend solutions

Develop, execute and monitor sales force effectiveness plans and initiatives to drive sales growth and sales force productivity

Develop and implement processes, tools and systems (e.g. customer relationship management, field force management system, etc.) to support sales activities

Manage active usage of customer relationship management program to monitor interactions with current and future customers, manage customer data and direct segmentation/targeting, etc.

Analyze and identify training requirements via training needs analysis. Develop, conduct and evaluate training programs to drive sales excellence and productivity

Identify sales reporting requirements and provide reporting platforms/reports (e.g. dashboard reports, analytics solutions, etc.) that enable efficient access to sales information

Manage continuous improvement of sales force effectiveness framework, plans, training, processes, tools, systems and reporting to effectively support sales teams

Collaborate with sales teams to understand their needs and customize solutions that will increase their effectiveness

Build and maintain long-term relationships with external vendors to ensure sustainability of services provided

Others task assigns by manager

Leadership responsibilities

Set direction and cascade team/function goals to ensure goals are well-defined and clearly communicated

Drive and manage the team learning and development

Embed DKSH behavioral competencies in the team

Coach & mentor the team to ensure the team has the right capabilities to achieve departmental goal

Job requirements

Functional skills and knowledge

• Demonstrate sound knowledge and understanding of the industry/market/competitors/customers

• Demonstrate sound knowledge in the general principles of sales;

Familiarity with the sales environment is a must

• Demonstrate advanced research and analytical skills

• Demonstrate proficiencies in office productivity tools (e.g. Excel, Word and PowerPoint)

• Demonstrate fluency in English, both written and spoken

People DNA behaviors (Leading others)

Act with purpose:

• Engage, motivate and inspire others

• Build and maintain strong networks internally and externally

• Apply knowledge of business and financial acumen to achieve objectives

• Set clear expectations and check for understanding

Care about others:

• Instill optimism and develop others resilience

• Build diverse and inclusive teams

• Manage conflicts constructively

• Demonstrate interpersonal savvy and situational adaptability

• Use resources in a sustainable way

Deliver with direction:

• Build high-performing teams

• Delegate effectively and empower decision making

• Take calculated risks to make timely and effective decisions

• Lead change activities

• Role model the organizations culture

Grow with passion:

• Give feedback and ask questions to coach, provoke reflection and grow others

• Actively support and drive employee career development

Use an agile learning approach with others to address challenges

Recognize and reward success

Select best-fitting talents to meet current and future business need

Actively seek feedback and act on it

Demonstrate resilience; learn from both successes and setbacks

Own and drive your career development

Education

Degree or professional qualification in Business

Studies/Marketing/Economics or a related discipline

Work experience

Minimum three to five years experience in a similar role

Minimum two to three years experience in a managerial capacity