Job Purpose:
The B2B Sales Operations Manager drives maximum value and overall performance of the B2B segment or direct business ( B2B Industrial and B2B Commercial/NADS) by spearheading sales excellence initiatives and execution of new and existing business strategies through systems/process improvements, automation, and direct sales team competency development.
Principal Accountabilities:
Solane Academy and ACE (Account Manager Committed to Excellence Awards)
Develop training framework and modules for the Solane Academy for the whole sales team and competency development for B2B segment.
Create a Sales Excellence culture which supports the Sales First Behaviors and develop a monitoring mechanism to ensure Account Managers and Sales Managers adherence to these behaviors for direct segment.
Provide leadership through effective communication of vision, active coaching and development of B2B Account Managers and Sales Managers.
Salesforce Implementation and Process Improvements
Lead for Salesforce implementation and 100% utilization of the B2B salesforce.
Lead for Delivery Promise program and systems improvement – Launch, implement, enhance and monitor as agreed with stakeholders
Establish effective relationships and collaborations with other departments (Marketing, Finance, Customer Service, Supply Chain etc.) to address customers, sales process issues and market opportunities.
Assist in conducting study for innovations to be introduced to B2B.
Sales Process Improvement (SPANCOP)
- Implement new structure for SPANCOP of B2B – generation of leads and coordination of prospects
- Conduct annual market study for B2B Segment in coordination with Marketing team in relation to focused growth industry segments and emerging/creating needs of the focused market
- Assist in lead generation from S-P in coordination with Marketing team
DATA CONSOLIDATION AND REPORTS
- Preparation of reports and presentations for MANCOM, IMT, Excom and customer meetings
- Consolidation of dashboards and data analysis needed for business planning and management meetings
- Monitoring of KPIs and internal scorecards of support groups
- Manage OPEX for Sales Operations
- Endorsement of Preventive Maintenance in coordination with Technical team
- Cascade of LIRA requirements and monitoring
- Cascade of Premium Increase letters and other customer communication requirements (sales kit and letter cascades)
- Consolidation of Customer Survey Forms through the Delivery Promise Program
KEY ACTIVITIES
- Onboarding and immersion of new staff in B2B
- Conduct bi-annual Key Account Management (KAM) Plan
- Co-lead and co-facilitate sales coordination meetings with support groups
- Organize annual Firefighting Training with B2B customers in coordination with Plant Operations
- Facilitate bi-annual Business Reviews in B2B Sales
- Implement Solane Academy program and external trainings of B2B staff
- Organize annual Solane Golf Tournament for key accounts and business partners in coordination with Marketing team
- Organize annual Isla Ignite and other PR events for B2B customers in coordination with Marketing team
Key Challenges:
- Implementation on a timely manner the Delivery Promise across all teams, measuring every KPI with accuracy in details and areas for improvement.
- External market analysis of the total B2B market potential and opportunities.
- Marketing touch to tailormade customer value propositions to focused industries and new market opportunities.
- B2B financial and business acumen in business reporting, consolidation and planning.
Qualifications:
High personal effectiveness, self-discipline and able to command respect without direct authority.
Ability to work with strong and high sense of team spirit, responsibility/accountability, collaboration, and integrity.
Demonstrated Enterprise First mindset and actions (looking beyond department “silo” and contributing to business unit / ILC bottom line)
- Aligned and attuned with ALERT and CITA core values and business principles.
- Has a minimum of 5- year experience in B2B sales or related support function with an in -depth immersion of the B2B sales processes and its structure.
- With background on project management and successful project implementation.
- Highly efficient and advanced presentation skills and tools/materials.