Stellenbeschreibung

Summary Our client has initiated an important transformation of its go-to-market strategy. Thanks to the their Integrated Management System, much is already underway with regards to operational improvements and increased discipline in supply chain and manufacturing and similar improvements are now to be delivered on the go-to-market side – structural improvements, process enhancements, and market share gains. The Director of Sales Excellence will be instrumental to achieving these goals. Client Details Our client is a leading industrial company with a global headquarter here in Switzerland. Description A.Promoting and Deploying the Sales Excellence roadmap, processes and tools: - To participate, contribute to the Sales Excellence framework/roadmap being developed and deployed; - To develop and deploy the Sales Excellence roadmap in the Sales Regions, liaising with the Platforms, Marketing, Finance, IT leadership; - To drive and ensure standardisation, and effective use of sales excellence processes and tools in the global sales team; - To collaborate with the sales regional leadership to determine training needs and to deploy training to the sales team using playbooks and standardised methods; - To deploy sales tools including but not limited to CRM (for opportunities and account management) and quotation tools; - To drive CRM adoption rate and CRM data integrity globally; - To drive and ensure Customer Master Data infrastructure and accuracy; B.Monitoring, Analysing and Recommending Sales performance improvements: - To drive and support sales target setting in conjunction with the regional sales leadership and the Finance leadership; - To publish – in close cooperation with the Finance function - sales team performance dashboard monthly, quarterly and annually; - To monitor sales efficiency and effectiveness regularly to support the execution of sales optimisation in driving sales efficiency and win rate; - To run ad hoc sales data analysis to better understand sales dynamics, portfolio, and further enhance development of sales strategy in each industry segment and region; - Manage and support execution of sales optimisation initiatives to achieve targeted synergy cost benefit; C.Liaising between Sales, Commercial Operations and Platforms to ensure Sales operational effectiveness: - To collaborate with the planning team in driving demand forecast and shipment forecast process discipline within the sales organisation; - To deploy global pricing list and governing the execution of pricing discount structure and price maintenance; Profile A.Education and experience - Technical or scientific university degree - Proven large-scale B2B sales transformation experience – both strategically and operationally, optimising the go-to-market approach and taking sales processes from “traditional & relationship-based” to “systematic and disciplined”; - Extensive sales leadership, sales management or sales support leadership experience required; - Broad understanding of technology-based capital equipment business functions and processes, including manufacturing, engineering & development, marketing & sales, characteristics of international business and overall operational/business management; - 10+ years of managing highly visible, globally distributed, complex sales organisation