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Position Title:Sales Effectiveness Manager
Reports to: Business Unit Head
Primary Location: Kampala
Experience Level : 3 Years
Education Level : Bachelors Degree
Closing Date : 2014-07-31
Job ID : 38
Department: Business Unit
Support the Business Unit in the application of sales coverage models and
strategies which optimise sales
coverage at all levels and maximise sales
participation rates.
To develop customer intelligence data and tools and to coordinate the
implementation of the ManCRM system within the Business Unit.
Main duties &responsibilities (please list):
· Support the Business Unit
management team in the application of customer coverage models and strategies
considering all parameters including, geography, machine population, customer
segmentation, sales force capability etc
· Continuously improve sales
operating model, sales lead management and application of sales strategy.
· Facilitate coverage
strategy reviews and development in conjunction with the Business Unit
management team, CoE, Strategic Planning team and Group Sales Effectiveness.
· Identify sources and
procure customer databases pertinent to the Business Unit
· Provide input to the design
customer intelligence programmes with the Market Intelligence team
· Coordinate the
implementation of ManCRM within the Business Unit
· Audit CRM utilization
within the Business Unit
Supervisory/managerial responsibility:Number of people responsible for?
· Management of third-party
providers and/or small team of business analysts.
Financial authority:Budget/profit and loss responsibility?
· N/A
Tools and technologies being used in the role:
Excel/Caterpillar/Mechanical/Electrical
· Microsoft Word and
PowerPoint.
· Advanced use of Microsoft
Excel and Access
· Statistical tools such as
SPSS and Minitab (desirable)
Contacts arising from the Job:
External:
Sales Managers, Strategic Planning and Marketing Manager.
Group Sales Effectiveness, Group Market Intelligence, Centre of Excellence
Segment Managers,
Caterpillar, Third-party providers
Experience & Background:
Essential:
· Experience in the design of market
segmentation and sales coverage
· Proficient in the
application of market research
· Worked on the sourcing of
customer data
· Track record on the
implementation of lead generation programmes
· Experience in CRM tools and
reporting of metrics
· Ability to lead workshops
with senior stakeholders
· Excellent influencing and
communication skills.
· Strong team player and
ability to work cross-functionally in a matrix organisation.
Desirable:
· Implementation of sales
processes and methodologies
· Experience of sales
strategy in B2B organisations
· Worked in a
multi-divisional environment.
Skills & Educational Qualifications:
Essential:
· Sales and/or Marketing qualifications
Desirable:
· CRM training
Who does this person report to and in what format? E.g. Monthly sales
figures to the Board:
· Business Unit Head
What supervisory or managerial experience is required? Numbers in team? Experience in
managing/supervising a team?
· Experience in leading
multifunctional teams, may require management of Sales Effectiveness analysts
in the future
Additional training/certification or membership of professional bodies:
Desirable:
MBA
Process improvement capabilities
such as Lean Six Sigma
Does this role require international travel?If yes, what percentage is
spent travelling? Is this to territory or non territory?
· Will require travel within
the business unit, and potential international travel, up to 30% of the time
Recruitment Specification
What are the immediate challenges/priorities of the role?
Ensure adoption of Mantrac Sales Process and maximize participation and
closure rates within the business unit.
What are the main issues of the role/what are the biggest challenges the
person will face in the job?
This is a new role that will rely heavily on providing support on the
utilization of a new set of tools and processes, as well as the extension of
the current ManCRM platform.
It will prompt a substantial change in how sales coverage and management
functions operate, hence the need to excel at conflict resolution and
stakeholder management.
What are the non financial KPI’s?
% of coverage of addressable market, % of participation, closure rates,
PINs, POPS-C, ManCRM adoption and data quality metrics
Number of years experience needed for this role? Why this number? What type
of experience will a top performer have? What type of company will they have
worked for? What was their previous job title and what company did they work
for?
Experience of working in Business to Business consultancy and marketing
roles in the areas of Customer segmentation and/or sales efficiency process.
Does a potential candidate need any knowledge of additional foreign
languages to carry out this role?
Fluent English, in addition to native language of the business unit
Qualities you think are needed for this role?E.g. Self management/self
starter
Ability to influence stakeholders, conflict resolution, strong analytical
skills
What is the main thing that would make this role attractive to a top
performer?
There is an exceptional opportunity to deliver great results. A sound
performance in a fast-growing business will certainly become a distinct
advantage in the organization. The sales and marketing functions are expanding
at a fast pace.
Mode of Application:
If you are qualified and interested in
please submit your resume online by visiting the e-recruitment website HERE.
