id: NDk1MDIyMCA3

reference: 4950220

documentId: 4950220

connectionPointId: 7

lastModificationDate: 1551097637736

stillingsbetegnelse: Sales Excellence Manager

jobbeskrivelse:

The Sales Excellence Manager is responsible for driving breakthrough improvements in operational excellence, change management and sales enablement. This role’s main accountability is the Operational Excellence of the CDS business within an Area/Sub, for the quality and impact of business processes and insights upon which decisions are made. The Sales Excellence Manager constantly identifies areas to improve the impact and compliance of key partner programs, processes and account plans. The expectation from the role is also to drive change management efforts around sales capabilities and culture, NSAT and CPE processes. 

The Sales Excellence Manager is a key role reporting to the WE CDS Leader and enables sales growth and partner satisfaction while scaling the business. She/he is a change agent across the end to end business to drive operational excellence, change management and sales enablement.

Responsibilities

Operational Excellence (including compliance) (40%) 
• Evangelize key reporting tools, drive analytics on key revenue drivers (ie. by channel, by product, by geo), and attain revenue budget with key KPIs
• Landing distribution and marketing contracts with partners 
• Be the COMPLIANCE advocate for CDS as WE Compliance lead 
o Promote compliance with GDPR and other privacy laws by driving adherence to Microsoft’s privacy policies and procedures, including the Microsoft Privacy Standard and the requirements of the Supplier & Privacy Assurance Program (SSPA). 
o Drive strict adherence to marketing and compliance policies, procedures and business rules around spend management (Purchase Orders and SOWs) and appropriate usage/review of all discretionary expenditures (T&E, Gifts & Hospitality, Device Seeding/Loaning, Competitive Devices) and concessions (Rebates, Price Protection, Co-Marketing, MDF, SPIFF, Channel Incentives and Marketing Funds) through business justification (or Proof of Execution where required by policy). 
o Ensure proactive monitoring of sell-through and sell out activities to prevent channel stuffing
o Anticipate & identify risks by taking the right preventive/remediation measures which include escalations to local compliance committees, Finance, Controls & Compliance, or relevant Compliance stakeholders.
o Ability to provide examples of policy violations (intentional or unintentional) that were quickly disclosed and remediated promptly.
o Uphold Device Partner confidential information policy requirements and safeguard Partner information.
o Active participation in the CDS-wide global project on compliance enhancement
• Coordinate WE HQ vendors: 
o 4 vendors in the WE PO/Price Protection desk 
o 2 vendor as Offer/Claim support for Iberia and Med
o 2 vendors as sales excellence support for Iberia and Med

Partner Transformation (40%) 
• Drive Partner reporting, insights and escalations
• Drive Partner Enablement through account planning, quarterly forecast for all managed accounts tied to CFO forecast
• Support the sales teams (retail & devices) in GEOs tuning the operating model to drive more effective and more agile outcomes
• Simplify channel strategy and go to market model to increased efficiency: 
o go deeper with fewer; 
o direct - indirect motion, 
o managed-unmanaged-engaged via disti

Growth (20%) 
• Drive clarity and understanding of Global and Regional Programs/offers strategy in a compliant, profitable way and work closely with Category teams to reduce complexity in programs 
• Lead DMI forecasting process to size the local and MNA markets, by segment by competitor and generate market insights
• Drive Annual Planning Brief (APB) process
• Quality account plans signed of with key partner ahead of the fiscal year 
• YoY Growth in selected geos/segments/products
• Compliant & profitable incentive utilization 
• CPE NSAT YoY growth with >85% response rate
• Consistent and timely contract renewal
• Drive channel growth agenda by fully embracing the CDS Growth Framework
• Endorse WE retail and device growth initiative development supporting the project owners and orchestrating progresses with the help of the WE vendor

 

Qualifications

Experiences Required: Education, Key Experiences, Skills and Knowledge:

• 10 years plus experience.
• Management of account partnerships.
• Management experience.
• Consumer and retail marketing knowledge and experience.
• Education - Four Year college degree required – MBA preferred.

 

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. 

numberOfPosts: 1

jobCategoriesCodes_0: http://data.europa.eu/esco/isco/C1221

abstractJV_contact_0: Please apply using one of the specified channels

positionTypeCode: directhire

contractTypeCodes_0: fulltime

Arbejdsgiver Navn: MICROSOFT DANMARK APS

source: DK-STAR