An exciting role of a Sales Enablement and Operations exists reporting to Client Value Management Executive.Role Purpose:This role is responsible for developing and managing sales enablement processes and functions, encompassing partner management, sales model definitions, training, content, processes, practices, and tools to support sales people throughout their journey.This role will be instrumental in driving sales results and productivity across multiple business units, work collaboratively with the Client Value Management Executive, Sales Managers, Business Unit Managers, Business Development Managers and Key Account Managers and other key stakeholders, both internally and externally, to achieve our business objectives.Job Duties:Sales Enablement:Collaborate with the Client Value Management Executive, Sales Managers and Business Unit Managers to develop and execute sales enablement strategies that align with business objectives.- Create and maintain sales enablement content, including sales collateral, training materials, and playbooks.- Assess training needs and develop customized training programs for various sales roles.- Implement a structured onboarding process for new sales hires and provide ongoing training and support.- Monitor and evaluate the effectiveness of sales enablement initiatives through metrics and feedback.CRM & Digitial Sales Tools Management, Optimization, Training:- Oversee the implementation, management, and optimization of the CRM system, including the provision of digital sales tools to enhance sales team performance.- Ensure data integrity within the CRM, leading regular data cleaning initiatives.- Utilize CRM analytics to derive insights for sales strategy refinement.- Lead initiatives to maintain clean and accurate CRM data.- Develop a comprehensive training program focused on CRM utilization for sales enhancement.- Train the sales team on best practices in CRM usage to track leads, prospects, and customer interactions.Sales Strategy Development:- Design and implement dynamic sales strategies based on CRM insights to drive sales growth.- Continuously review and optimize sales strategies to align with changing market dynamics and customer behaviours.Sales Process & Pipeline Management:- Collaborate with sales and cross-functional teams to design, document, and optimize sales processes.- Identify inefficiencies and areas for improvement in the sales process.- Continuous process evaluation and improvement.- Implement pipeline management activities, including lead scoring and opportunity tracking.- Lead pipeline reporting and tracking across multiple business units.Sales Pipeline Monitoring, Forecasting and Reporting:- Develop and maintain a structured process for sales pipeline management, monitoring and reporting, including accurate forecasting of sales opportunities and potential revenue.- Create and deliver regular reports and dashboards to provide insights into the sales pipeline, forecasted revenue, key performance indicators (KPIs), and actual vs. target performance.- Analyse sales data to identify trends, opportunities, and areas for improvement.- Collaborate with sales managers and sales teams across business units to assess sales performance, identify bottlenecks, and develop strategies for improvement, aligning these strategies with forecasted goals and KPI targets.- Provide recommendations for optimizing the sales pipeline based on data-driven insights, ensuring that forecasts and KPIs drive continuous improvement in sales processes and target achievement.Sales Training and Coaching:- Design, develop and deliver appropriate sales training and coaching across organisation.- Drive improvement of sales processes and selling activities via sales training initiatives.- Design, implement and monitor key sales performance metrics and improvement as results of training and coaching interventions.- Training and coaching to outcomes based.Continuous Improvement:- Stay updated with the latest sales and CRM trends, tools, and industry best practices
