(MP) Sales Performance Manager

该职位来源于猎聘 The Sales Performance Managers will report into the Regional Sales Directors and will be instrumental to our sales model, focusing on driving our customer success and best of class sales practice. If you thrive on building strong relationships and delivering high impact results, this is an exciting opportunity for you to make a real difference. What you will do? You will take ownership for Sales Performance in the region, by managing globally dispersed sales performance teams focussed on technologies and ensuring that the sales team apply understanding of our products effectively in the sales process and out manoeuvre competitive tactics. As an expert in our customers applications needs, you will work closely with internal stakeholders in our commercial teams and ensure your region has training to allow optimal sales tactics and chance of success in the various product portfolios. Main purpose of job The role will drive existing and new customer success in the China region, across the represented product solutions by directing “best of class sales practice” to the Regional Sales teams.

The Regional Sales Performance Manager will lead a team of regionally based sales performance specialists focussed on supporting the Regional Sales Teams with knowledge, expertise in preparation and during the customer engagement. They will create and provide competitive sales training content and techniques and where applicable combining all the technologies, quick win scenarios, new market and product developments on a weekly, monthly and quarterly basis.

The role will be part of the Regional Sales Management Team and will work in close cooperation with Territory Sales Management to analyze the pipeline, create monthly actionable tactics, help the sales teams meet and exceed their targets and improve areas of concern with identifiable KPI for the sales specialists to follow. Reporting line: Regional Director of Sales, China Responsibilities

• Supporting the individual sales specialists to meet and exceed their orders target.
• Directly lead a team of sales specialists regionally to deliver the objectives of this group, as well as being directly involved in supporting the regionally based sales teams to achieve the company cross-selling objectives.
• Work closely with regional sales leadership teams to understand the existing knowledge/ effectiveness of the sales teams in cross-selling. Provide feedback on KPI’s and observations from the sales specialists team with recommendations and plans for development.
• Be the expert in customers’ applications needs and drive this expertise through the sales specialist team.

Ensure that the sales teams are adequately supported to be able to match the Gas Porosity & Reactivity, X-Ray Elemental and Structural and Particle & Biophysical Solutions to current and future customer needs, challenges, technical requirement and procurement steps.

• Provide support to the regional sales leadership on refining territory sales plans to enable sales teams to meet and exceed their orders target, with specific focus on how to build-in cross-sell and bundled opportunities
• Train the sales teams in the appropriate application/products to allow optimal sales tactics and chance of success in the various product portfolios.

Ensure that the required competitive sales training is planned and implemented on a continuous and ongoing basis.

• Pro-actively screen the opportunity pipeline weekly and assist the regional sales leadership during weekly forecast calls with the sales teams.

Identify opportunities with the sales teams according to the ‘committed and upside’ definition used by the global sales function.

• Support as appropriate on the Sales Force opportunities with the sales teams for consistent definition of the sales stages. Identify internal processes throughout the selling cycle that need to be improved that will enable the sales team to maximise their time on selling activities rather than inefficient administration
• Identify strategic sales situations and quick win scenarios to gain competitive stronghold.

Share information and tactics used with global customers to ensure common T&Cs are met and led by the regional sales teams. Use the tactics as a teaching tool.

• Maintain a dashboard to monitor activity base and success (monthly), and outputs (KPIs) from the Monthly Sales Excellence Committee.
• Create monthly and annual plans and reports.