Sales Excellence Manager

5 months ago

Toronto, Canada Microsoft Full time

The Sales Excellence Manager for Small Medium Corporate (SMC) is a strategic role that enables and drives consistent Sales Excellence practices to achieve sales objectives. As a trusted advisor to the Canadian SMC Leadership team, the focus of the Sales Excellence Manager's role is to be a driver of sales discipline and execution excellence, as well as a sales coach, accelerating business growth by translating insights into actions.

This position is a strategic contributor operationalizing strategy, driving growth, increasing seller productivity and driving cultural transformation. This role will work with managers and sellers across the SMC & Digital Sales organization, Sales Excellence & Operations, Finance, and other key corporate stakeholders.

We are looking for a Sales Excellence Manager to join our team.

**Responsibilities**:
**Business Partnership and Support**
- Drives sales growth through mid to long term account or business planning. Analyzes the outlook and generates business insights to benchmark performance and/or define sales/ organizational/partner strategies. Contributes to integrating strategy components (e.g., programs, blueprints), cascading, aligning, and executing the defined strategy across region(s).
- Guides segment leads or partners, or collaborates with peers to develop segment strategy for segmentation, territory planning, and quota setting. Shares feedback on proposed segmentation changes based on local business knowledge. Aligns with Business and Sales Operations (BSO) on quota distribution strategy and timeline for the Area. Leverages segment knowledge to review on judgment/adjustments prior to quota decisions. Participates in sales leader and manager briefings to share quotas and rationale where needed.

**Sales Coaching for Growth and Transformation**
- Coaches and builds relationships with sales managers on executing key priorities. Identifies where coaching may be needed based on data-driven insights. Influences sales managers to become more effective coaches to their teams. Guides sales managers to achieve increased individual and team capability, employee satisfaction, and collaborative selling efforts. May coach and guide large deal pursuit.

**Driving Sales Process Discipline**
- Leads analytics on key revenue drivers (e.g. by channel, by product, by geo) and generates data-based insights. Leverages and develops reporting and analytical capabilities to generate data-based insights and enable visibility into revenue and forecast for sellers, sales managers and leaders, or partners.
- Drives sales process discipline, adherence to standards and excellence in execution, or pipeline health in collaboration with sales managers. Holds sales managers accountable for account plan quality and completeness. Helps ensure consistency and excellence in the sales process across the segment(s)/region(s). Shares best practices and provides thought leadership across teams.

**Supporting Executive Capacity**
- Supports segment leader capacity as a senior leader. Advises on and contributes to various aspects of business management (e.g., employee engagement, resource allocation, change management, building high-performing teams) in collaboration with leadership and cross-functional teams. Represents the segment as an internal advocate and an extension of the segment leadership.

**Other**
- Embody our culture and values

**Qualifications**:
**Required/Minimum Qualifications**
- 8+ years experience with active participation in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field
- OR equivalent experience.
- 5+ years of experience using data to drive business outcomes or inform business decisions.
- 5+ years of experience managing relationships with stakeholders, clients, and/or customers.

**Additional or Preferred Qualifications**
- Bachelor's Degree in a related field.
- 5+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience.

Sales Excellence IC5 - The typical base pay range for this role across Canada is CAD $118,800 - CAD $214,800 per year.

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