Commercial Enablement Specialist
il y a 3 jours
**Responsibilities**:
**Enablement Tools & Processes**
- Equips customer facing teams with innovative tools, engaging content, customer insights and streamlined processes to maximize buyer interactions, optimize selling motions and enhance effectiveness
- Promotes tool awareness and facilitates new/ongoing education programs to sales and marketing to drive tool adoption and usage
- Works with the Commercial Operations, Marketing, Product and Sales Teams to identify enablement tool priorities, areas for improvement/optimization, and share KPIs adoption rates
- Partners with Marketing and Product Managers (i.e., content owners) to ensure enablement tactics support the go-to-market strategy
- Uses data to gain insights and trends on enablement content consumption and utilization and make recommendations for continued improvement
- Acts as sales advocate to make recommendations for improvements to enablement tools and processes
- Work alongside other functions including Marketing, Finance and Business Unit to drive local implementation of new sales & service tools or enhancements in existing tools
**Pipeline Acceleration Programs**
- Support Leadership teams with business analytics to contribute to Monthly and Quarterly Business Reviews and provide data to accelerate pipeline conversions and increase win rates
- Partners with key Commercial stakeholders to identify and develop pipeline acceleration program opportunities for key growth areas, including strategic accounts
- Monitors and communicates to stakeholders on program progress and effectiveness by defining and regularly reporting on program, and KPIs including ROI
- Improved reports/ dashboards to monitor business activities, lead management.
- Manage local support and coordinate support whenever needed for the SFDC CRM tool to drive adoption, compliance and consistent usage, as well as supporting the streamlining process and improved quality of reports and dashboards.
- Implement company wide, new sales initiatives that will drive revenue and growth.
**Commercial Communications & Best Practices**
- Develop best practices and improve process, standards, systems, and tools to yield enhanced quality and efficiency of process, and overall performance against Key Performance Indicators.
- Prepares, delivers, and manages calendar of effective commercial communications for commercial program launches, tool updates, process improvements, and change management
- Partners with key Commercial stakeholders to identify and socialize best practices from across the organization to drive continuously improving commercial outcomes
- Ability to lead and communicate on major change management projects, such as acquisitions, divestitures, and reorganizations, coordinating and/or supporting integration roll-out and execution at the regional/country level.
- Provide internal knowledge on PKI Processes and Tools, though dedicated training sessions and specific training coordination
- Lead the Sales Processes Design, track exceptions and drive the comparison process with sales processes of acquired companies.
- Participate in the design and execution of cross-selling processes and ICP Design during partial acquisition processes
- Manage the communication cascade of defined solutions within the Sales Organisation
- Resolve issues through proper coordination, escalation, and collaboration with all levels
**Preferred Qualifications**:
**Experience**
- 4+ years in field sales support roles such as Sales Operations, Inside Sales, Lead Development, Field Marketing or, Marcom
- 4+ years of experience successfully creating structure and implementing processes for cross-functional teams
- Bachelor’s Degree or above, or equivalent combination of education and experience. Master/PhD degree is a plus.
**Leadership**
- Highest personal and professional integrity and strong work ethics
- Ability to articulate vision of transformation efforts and a sense of mission
- Willingness to take charge and provide direction
- Results orientation, willingness to commit to a direction and drive operations to completion
- Demonstrated ability to manage adversity and challenging situations
**Relationship Management**
- Ability to manage senior relationships across all the Business and Functional areas
- Ability to develop cooperative and constructive working relationships
- Ability to handle complaints, settle disputes and resolve conflicts and negotiate with others
- Collaborative team player orientation towards work relationships, strong culture awareness
- Effectiveness in building trust, respect, and cooperation among teams
**Professional**
- Highly effective time management and organizational skills
- Strong planning and data analytics skills
- Excellent communication, presentation, and interpersonal skills
- Entrepreneurial spirit and comfortable working in unpredictable environments
- Must be results-driven with an aptitude to learn new systems and retain technical information
**Technical*
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