India Lead - Sales Ops & Commercial Excellence

Job Description

Sales Operations & Commercial excellence Leader - India Location Gurgaon Experience 12 to 15 years Good leadership & communication skills to drive, review & own business outlook reviews on a weekly, daily basis A true go getter who believes in driving and owning things Ability to represent India in global review calls Good commercial acumen and understanding to confidently drive and monitor business nos . Good Analytic skills and highly efficient on complex excel, ppt, power BI The job function will include tracking of Secured outlook, Sales Performance & Incentive tracking complete with dispute resolution, Salesforce pipeline tracking and hygiene Management, tracking of Sales Capacity & Productivity on periodic basis, Customer Segmentation & coverage. Salesforce opportunity pipeline working with tracking every single opportunity in Salesforce from end to end till order booked in ERP (ensure100% matched SFDC closed vs ERP orders) Weekly & daily order forecasting (Secured order & margin) for the current month, current quarter, and following quarters - drive seller level granularity thru Salesforce and align high-level with sales director commitment (internal & external) Understanding of deal by deal on Risks and Upsides - drive action tracker on steps to close a risk/upside deal with help needed articulated Tracking of key pipeline measurements - generation, forward looking (6mth, 12mth), YoY growth with necessary granular view to drive ownership and accountability Win/loss analysis - win rate, loss reasons Forward looking pipeline margin tracking versus target margin on periodic basis Monthly Sales performance & Incentive working with Internal teams (IBC & SPIMP-COE) and working on dispute resolution of sales team Monthly Secure reconciliation with finance after month closure and alignment of secure numbers with Sales Director Monthly reconciliation submission with all supporting documents for finance approval at month closure Work with VBU Leaders on pipeline sufficiency v/s plan each month for meeting target Owning credit blocks clearance, credit terms approval as per DOA working closely with the sales leaders Monthly FLS sales performance measurement v/s YTD plan for each LOB through standardize reports Secure Margin tracking and sensitivity check for pricing war room approvals Weekly salesforce pipeline hygiene check and improvement working with LOB Sales Leaders Provide regular updates to management on key sales performance metrics Working on Sales targets on yearly basis and monthly target change processes Overall capacity planning for annual growth targets Work with HR & TA for right sales talent hiring Manage sales attrition and achieve sales productivity targets Sales deployment in line with market growth and initiatives to deliver the plan Understanding of top sellers and low performers, roll out sales rewards / recognitions & PIP / termination plans - drive high performance culture Implement effective strategies to optimize sales operations Drive account-based pipeline tracking in Salesforce and account data tracking Manage accounts into respective customer segments to identify growth potential and focus Manage sales coverage & focus to align with account strategies & growth aspirations Collate transformation programs results and publish the same on monthly basis Develop & publish account based commercial KPIs & performance results Own the order booking of secured orders in the ERP system The sales co-coordination team (3-4 team members) will report to this person