Role purpose:
This role is created to improve sales force productivity as well as strengthen company’s position and ROI in the point of sales (instore execution excellence). BD Manager will co-develop winning strategy (Segmentation & Targeting), efficient tools (CRM system), right KPIs (Orange Store) in order to win in store. This role plays critical role in country ComEx Team.
Responsibilities:
— Lead Country SFE (Sales Force Effectiveness) planning process with direct contribution to ComEx MAPs and 3/1 Plan;
— Own country visit planning process as well as KPIs tracking;
— Co-Lead development of efficient S&T strategy for country with predominant focus on right customers (scale & potential), right resources (People, POS investment), right time (frequency);
— Ensure quick adoption of all new CRM system functionalities (automated routing, remote detailing, image recognition, AR in CLM);
— Drive automation and simplification for the sales Rep during visits;
— Draw actionable insights from CRM database and translate them into actions to increase performance of sales force;
— Lead development of reporting platforms for sales teams based on internal and external data (IQVIA, Nielsen) and other relevant data sources;
— Improve reporting on country level by managing data bases, creation of reports and SFE automatization;
— Lead PowerBI reporting creation and capability development for the whole organization;
— Acts as single point of contact for consumer and category data, acting as a funnel for communication;
— Managing major ad-hoc analyses based on commercial and marketing teams briefs;
— Build commercial capability in using analysis and reports to drive fact based decision making;
— Create a process for sell-out analysis on the relevant level for channels and customers for both business units and for the marketing departments;
— Create and maintain templates and tools which used on RO level, and if necessary train the users to be able to easily and quickly use those;
— Supports commercial teams in defining suitable metrics to measure the performance of all products and promotions;
— Manage and ensure yearly deals with Nielsen, IQVIA and be the one point of contact of them on RO level;
— Manages business insights budget and ensures it is executed with proper resourcing against highest priorities;
— Co-lead target setting process for Sales Team (align with Area SFE Dir and Country ComEx Head);
— Develop right structure of Sales incentive Plan. Lead the process of Sales Bonus system assessment;
— Monitor and track different sales achievements vs. targets;
— Evaluate sales goals for entire sales force and submit reports related to collected data;
— Partner with Area SFE Director to get SFE innovations, better analytical tools and techniques to gain competitive advantage.
Requirements:
— University degree in economics or business administration, sciences or engineering;
— Fluency in English;
— Experience in developing SFE strategy, CRM databases, In-Store Execution, extensive analytics, digital mindset
— Background in sales, marketing, experts, analytics, or related field
— Strong experience in leading strategic process and alignment, in a way that builds real buy-to ensure execution follows strategic alignment
— Strong change management experience
— Strong analytical skills with proven ability to transition them into insights
— Best in class problem solver / strong solution orientation
— Good ability to influence at all levels, build strong relationships and capacity to work in a matrix, managing and influencing a number of key strategic partners (GMs, Channel Heads, ComEx Head, Area Team).
