The Head of Sales Excellence is a key member of the Division leadership team, working closely with the Divisional Director, RGMs and Functional Heads to develop and deliver the Sales Excellence Programme which is transformational, designed to enable our strategy by defining and creating ‘best-in-class’ sales organisations, relevant to the markets in which they operate, built upon the principles of customer focus, talent excellence, operational effectiveness and sustainability.
Core Responsibilities and Duties (but not limited to):
Strategic Direction and Execution – provide functional leadership and commercial stewardship to support the long term direction of the business:
Development of the 3-year Sales Excellence plan to ensure delivery of the overall Divisional Plan
Lead the development and execution of the Sales Excellence Programme to enable strategy execution; prioritising initiatives for long-term success of the business
Actively participate in the progressive divisional, regional and Op Co organisation development and design, including execution, through a systematic analysis and review of appropriate strategic options
Actively participate in the succession planning, coaching and commercial capability building of identified high potentials across the division
Divisional projects – provide leadership, oversight, participation and guidance on critical, significant business projects:
Company Strategy – lead the development and execution of key projects and initiatives as required, from time-to-time.
OPAL lead and Opportunity Management – represent the APAC division on the cross-divisional governance board, ensuring all future requirements are reviewed and prioritised accordingly. Through the individual OpCo drive OPAL adoption and sustainability through the delivery of agreed business case benefits.
Balanced Score Card (BSC) - in conjunction with the APAC Management Team, support the future development and use of the BSC at all levels of the business.
Support the digital transformation of business processes and applications through appropriate development and use of PowerApps and BI reporting.
Experience of working at a senior level, ideally gained from working at management team or regional leadership team level
Demonstrable experience with leading and supporting divisional, regional and country-based business teams
Significant track record in general and/or sales management
Experience in leading and executing major change management initiatives
Commercial experience within SSE and/or another leading business-to-business solutions company
Proven experience leading an organisational-wide strategic programmes
Graduate in either an Engineering or Business discipline
Strategy development and deployment
Deep understanding of applying customer insights to drive business growth
Sound understanding of the principles of Sales Excellence (Sales Enablement & Sales Effectiveness)
Possesses functional knowledge and planning skills to implement and apply best commercial practices
Knowledge and experience in CRM an added advantage
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