Responsibilities

• The Manager: Commercial & Performance Reporting will be accountable to actively support the performance of the segment by injecting the required insights and implementing the various tools and methodologies to ensure optimal operational and financial performance. Besides general segment support, the Manager will be responsible for the operations of the Direct Sales force in group in the Elevated MNC segment.

The Manager responsibilities are divided in the same 5 key Pillars as his direct manager:

• Intelligence, Planning and Forecast
• Performance Reporting
• Sales Operations
• Sales Force Performance Management
• Project management

Intelligence, Planning and Forecast

• Assists the SM in hands-on preparation of the Segment Annual Strategic Plan, with direct accountability for addressable market, market dynamics and trends and other market and customer intelligence required
• Is directly Accountable and Responsible for the Segment target setting and budget for the year
• Collects, curates and collates the data sources that will “feed” the ADPs in the MNC segment. Accountable for ensuring that all accounts have up-to-date ADPs and reflect any major changes on (at least) a quarterly base (ideally automated)
• Hands-on responsibility for the forecast and ensures that the pipeline is aligned to forecast to reach targets, with direct accountability for the MNC segment, together with his SM.
• Supports in the forecasting exercises across the markets and accounts by providing analysis using available data, customer financials, reported results and ensures the accuracy of the data in order to drive the right strategic conclusions and actions, in line with GEBU needs.
• Accountable for the account segmentation and allocation, as steered by the SM of the segment.
• Supports the Sales Academy and HR with critical insights towards complementing the sales training.
• Support Finance and any support platforms to structure data hierarchy and collection for the required reporting for the segment
• Periodically checks for updates and ensures that the account structure hierarchy is correct, exhaustive and fully reflective of all revenues, and supports the SM with direct advice and actions aimed at minimizing reporting errors due to misallocations by setting control and correction processes
• Part of the Reporting Automation tool, together with the relevant team members from Finance, support platforms and the Digital Innovation teams
• Supervises, updates and curates the Salesforce lead and opportunity management as steered by the SM and ensures that all defined dashboards and reports are reflective of reality. Supports GAM/LAM teams with updates as well as “pushing” them in filling in the pipelines, forecasts and any other data relevant to the Segment proper reporting.
• Supervises the CRM as well as the user support for EBU CRM, and in addition manages demands for improvements to CRM – supports the SM in defining the Business requirements

Performance Reporting

• Actively involved in the Segment Performance Reporting, both financial and operational. Owner of the reporting tools and databases with direct responsibility for the MNC Elevated accounts.
• Supports the SM with the design, creation, implementation and daily maintenance of a set of sales reports and dashboards that consistently satisfy the needs of the sales and executive team – across the Segments
• Recognizes when reporting, pipelines, sales metric are “off” and ensures the right steps are taken to correct / improve the process
• Support Finance and any support platforms to structure data hierarchy and collection for the required reporting for the segment
• Periodically checks for updates and ensures that the account structure hierarchy is correct, exhaustive and fully reflective of all revenues, and supports the SM with direct advice and actions aimed at minimizing reporting errors due to misallocations by setting control and correction processes
• Part of the Reporting Automation tool, together with the relevant team members from Finance, support platforms and the Digital Innovation teams
• Supervises, updates and curates the Salesforce lead and opportunity management as steered by the SM and ensures that all defined dashboards and reports are reflective of reality. Supports GAM/LAM teams with updates as well as “pushing” them in filling in the pipelines, forecasts and any other data relevant to the Segment proper reporting.
• Supervises the CRM as well as the user support for EBU CRM, and in addition manages demands for improvements to CRM – supports the SM in defining the Business requirements
• Acts as a secondary “gatekeeper” to the operations budget, together with the direct SM

Sales Operations

• Actively supports his SM in the development and maintaining of the Sales process, all other policies and procedures, as well as ensuring adherence to the Sales Methodology
• Assists in all the Sales Cadences, across all Segments and, if necessary, documents them and creates minutes – ensures proper audit trail
• Periodical review of Lead and pipeline database, addresses potential errors, mis-inputs and contacts the responsible owners for corrections
• Actively involved in the facilitation of sales cadence meetings for MNC
• Works closely with the Sales Administration for the Elevated MNC segment and provides all required inputs from an Intelligence and Sales Operations perspective
• Collects, consolidates and maintains key contract database for the Elevated MNC segment and supports in the dissemination / disclosure of said contracts upon request
• Assists the support sales teams in addressing customer operational requirements in order to ensure sales effectiveness.
• Actively supports his SM in sales and operations planning (S&OP), a process where executives continuously align diverse functions in an organization

Sales Force Performance Management

• Support of new GEBU staff on-the-job on-boarding and training on general company policy and processes, closely working with the HR function
• Supports with inputs and strategic pointers the Sales Academy with regards to training and constant improvement of the sales force in line with the GEBU sales competency model
• Assists his SM in the monitoring of the GEBU team performance process including the planning and coordinating of performance reviews and goal and objective setting
• Operational, hands-on support in reviewing performance data (financial, sales and activity reports) in order to facilitate the monitoring and measurement of productivity, activity levels and individual performance against targets, especially the performance of the sales team on commission
• Hands-on involvement in designing / managing of the compensation model including incentives as well as administering the comp plan in line with the Group Policy
• Ensures an efficient compensation tabulation, management and sign off by the respective Executives

Project management

• Collects, orders, collates and distributes to all involved parties the status updates on the implementation of GEBU strategic initiatives within the GEBU team related to the function, i.e., deployment of Salesforce lead and opportunity management across the Opcos
• Directly supports his SM in the tracking on the status of implementation of GEBU strategy within the OpCo EBU environment and the proactive identification of issues and raises attention to possible deviations
• Key Deliverables (Non exhaustive)
• MTN sales playbook for each segment
• Segment Annual Plan, target and forecast
• Insights generation: Market, Client, Segment
• Co-Owner together with SM of the Customer and Market Intelligence – driving value through data – across all segments
• Segment performance reports
• Sales Reporting across all segments – drive automation in available reporting tools ie Salesforce Lead and Opportunity Management.
• Performance cadence and dashboards.
• Sales governance process.
• Sales team performance tracking.
• Revision, assessment and improvement of existing incentive models, particularly in MNC business for optimal GAM and business performance – new incentive system
• Sales compensation calculations and validations.
• Strategic Initiatives and initiative implementation tracking status reports

Qualifications
Education:

• Minimum 4-year Academic Degree (Sales & Marketing / Finance / IT)
• Post graduate qualification added advantage

Experience:

• 3-5 years sales operations support (essential)
• Minimum of 2 years’ relevant working experience – Sales Operations and Market Intelligence (essential)
• Experience in cross-cultural and cross-functional interactions and willing to push for deliverables / success
• Exposure to analytics and business reporting – advanced user of PPT, Excel & other analytical tools, e.g. ThinkCell etc (essential)
• Experience in developing and deploying project best practices, policies, procedures, and processes – (essential)
• Experience in financial reporting and compensation structure development
• Enterprise Business experience – advantageous
• Experience working in a medium to large organization in a complex, technology-oriented industry – advantageous