Sales Operations Manager

Markem-Imaje is a trusted world manufacturer of product identification and traceability solutions, offering a full line of reliable and innovative inkjet, thermal transfer, laser, print and apply label systems. Markem-Imaje delivers fully integrated solutions that enable product quality and safety, regulatory and retailer compliance, better product recalls and improved manufacturing processes.

Roles & Responsibilities

Key Responsibilities

Work closely with Zone Director to help and achieve Strat Plan Growth Initiatives on Dynamic mode. Execute and deliver Sales Ops key initiatives across the spectrum of the Organization covering Sales Organization, Key Account Organization, Technical Organization, S&S Organization .

Annual AOP development and delivery/execution

Responsible for developing the AOP with Zone Director at Pan-India level and thereafter distribute at territory level within Regions by working closely with Printer Sales Head/SAMs. Execute and achieve the AOP on monthly/quarterly basis, such that the forecast accuracy is well within the assigned targets each month. Support the Sales population on building the yearly territory planning based on the account portfolio,

Forecast process management and Pipeline management.

Measure forecast (Revenue & SOIP) accuracy of operations and drive corrective actions. Management of budget process and quarterly forecast.

update from a commercial perspective, Sales coverage and productivity analysis. Analyze pipeline and lead data, deliver periodic reporting to the Printer Sales Head and Zone Director. Provide key business insights: typical reporting relates to Demand Generation, Pipeline Forecast and Trends, Conversion Rates, Target Account, Market Segmentation, Win/Loss, Ageing of Prospects, Sales Productivity etc.,

Planning & reporting (BI Tool).

Manage set of reports & analytics for region management, business reviews; Deploy BI tool in the region and ensure good usage of the tool. Proactively analyze the effectiveness and efficiency of sales team and work together each country to setup the improvement plan.

• Regional lead for CRM toolset (Salesforce, AMBIT, PowerBI) and process management.
• Sales Compensation & Incentive program.
• Partner with HR to execute on global comp plan (incl regional difference) and deploy incentive programs to motivate sales team in collaboration with the Printer Sales Head
• Sales initiatives development & execution.

Work with global team to push for the execution of global initiatives; work with operations to develop local sales initiatives and monitor the progress with the Printer Sales Head; Maintain sales volumes, product mix and ASPs inline with changing trends, and be ahead of economic indicators and competitive situation

Pricing and Discounting management. Continue to work on list price increase and discounting level control to improve company EBIT

Recovery Plan development if there is gap to sales target at BU or Operational level;

Sales Team Capability development. Work with Sales Trainer, HR & Printer Sales Head to design sales training program and ensure deployment effectiveness in each operation, monitor the deployment in each operation. Maintain sales staff by selecting, recruiting, training and ramp-up & maintain discipline. To minimise the people turnover.

Drive Commercial excellence by continuously review sales process and recommend the areas for improvement. Ensure all processes are well documented and drive the deployment of sales process. Ensure

SFDC Hygiene Account Manager Level- Be the champion/Ambassador and superuser in order to set up the right discipline across the organization.

Collaboration With Other BU Functions

Work in close collaboration with Service Delivery Teams and S&S Teams o understand the end to end solution offering and customer lifecycle. Develop programs and initiatives which help and support the Service Delivery Org and S&S Org strategies and initiatives for enhanced customer experience and safeguard company business interests.

Experience

• Bachelors Degree in Business, Marketing, or related disciplines in the Engineering industry.
• A minimum of 10 years of working experience in related field with experience working with cross regional teams
• Experience of operating at in international (ASPAC) level with senior decision makers and internal stakeholders
• Minimum 5 years of work experience in Sales Operations role.

Key Competencies

• Performance motivation (Spontaneously improving own performance continuously. Exceeding standards and achieving exceptional results, striving to be the best)
• Accepts difficult tasks and does not allow self to be discouraged in their execution
• Achieves the agreed targets within the agreed time, even when this requires extra efforts
• Continues to search for better ideas even when there is already a solution.
• Demonstrates personal commitment
• Stress resistance (Continuing to perform efficiently during and after difficult situations characterised by great pressure, setbacks or criticism)
• Continues to act calmly, makes a relaxed impression, even when the other person makes things difficult.
• Remains calm and relaxed when facing negative feedback or resistance
• Remains controlled in situations in which the pressure is higher for a limited amount of time.
• Remains optimistic, constructive and result-oriented in difficult circumstances.
• Influencing/ Collaboration (Obtaining approval of others with good arguments, appropriate influencing methods and authority.)
• Develops a personal argumentation
• Is able to convey enthusiasm to others
• Supports own line of reasoning coherently
• Thinks about own potential impact on the audience and takes up what the audience reacts to and what its interests are
• Vision (Examining matters from a distance and putting them in a broader context and time perspective)
• Defines clear proposals for course and strategy.
• Develops a personal policy based on both essential internal and external factors
• Develops alternative ideas on how the organisation can develop its future advantages
• Is able to think across disciplines

Creates accountability to assures that those responsible for implementing a strategic initiative have role clarity and accountability for required actions and outputs as well as the direction and authority to act in a way consistent with organizational values.

Aligns systems and process and identifies and aligns systems and processes (e.g., compensation, decision making, resource allocation, performance management) to support implementation of specific strategies.

Measures progress by establishes criteria and systems (including lead and lag measures) to track ongoing progress toward goals; follows up on assigned responsibilities

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