SFE & Commercial Excellence Manager Italy

The SFE Manager based in Italy/Rome, will be responsible for launching, embedding and building sustainability in competency and capability of all commercial methodologies, systems and tool used by the sales teams. This includes VP region, country business leaders, sales managers and sales representatives. As well at the region leadership team, this role will be aligned to the EMEA SFE and Sales Operations team to ensure consistency across the EMEA region on SFE and Sales Operations responsibilities.

RESPONSIBILITIES

Manage Sales Operations excellence to ensure an effective and efficient sales support platform

• Develop processes and governance to drive sales operations excellence
• Lead account segmentation and provided business reporting
• Produce customer targeting to ensure our sales teams are aligned to the correct customers to achieve our targets
• Ensure account planning is in place and drive business continuity
• Provide business analytics focusing on sales performance, customer analysis, pipeline insight, win/loss reviews and sales capabilities
• Develop KPI’s for the region and manage on a quarterly basis.
  

Launch, build and embed to adoption of CRM and any other sales tools

• Be the CRM champion for the CRM system and ensure all sales teams are trained on CRM and continual enhancements. Be the point of contact for CRM questions.
• Set clear expectations to support the CRM user adoption goals for the sales teams. Ensure the data is correct in the system for business continuity.
• Provide business insight by producing reports on the CRM system such as adoption rates, pipeline values, customer calls vs targets.
• Monitor & report progress with focus on KPI’s (Key Performance Indicators)
• Provide coaching for the sales leader to how to generate insight from CRM usage.
• Ensure all sales tools are rolled out effectively and drive full adoption
• Maintain and expert level knowledge of system functionality and process design.
  

Launch, build and embed the Convatec Way of Selling and build overall skills to drive efficiency and effectiveness across the sales teams

• Ensure effective onboarding for new hires including Convatec Way of selling
• Build sales competencies aligned to our selling skills to drive efficiency & effectiveness across the region sales teams.
• Develop these sales competencies through effective training aligned to EMEA training programme
• Align with the Convatec Way to ensure a path for learning & development
  

Establish sales role profiles, competencies & capabilities

• Establish a network with the sales teams to understand the current competency & capability gaps.
• Address & improve these gaps with existing or new methods, systems and tools.
• Build sustainability within the local team so that existing or new methods, systems and tools are embedded as the way of working.
• Quarterly report competency trends and gaps for insight to the management team.
  

Manage the sales performance compensation and recognition

• Work with the Region VP and Country leaders to define the criteria for the annual incentive plan aligned with the EMEA framework
• Ensure all incentive plans are rolled out across the region in a timely manner
• Work with the Finance team to ensure payment validation on incentive plans
• Produce quarterly reports to show sales performance by individual vs target
• Measure and report any sales recognition awards that may be in place
• Produce sales productivity reporting

WHAT WE ARE LOOKING FOR

• Developed and driven CRM adoption across a sales organization
• Analytical experience essential to provide business insight reporting
• Influence within a matrix organization
• Experience in sales training, particularly on CRM
• Change management skills in driving change in a sales organization with understanding of sales processes and best practices
• Preferred experience in using MS Dynamics CRM and terminology
• Demonstrated ability to effectively communicate ideas and persuade others to accomplish challenging goals and objectives
• Experience in recruiting and coaching successful sales team/s
• Superior skills in local language and English
• Solid IT skills, including ability to efficient work with excel calculations and data bases
• Driver’s license needed
• References from at least 2 senior managers and from 2 reputable customers Desired
• Experience in working in international project groups
• In-depth understanding of financial principles, the budgeting process, resource planning and allocation, and the fundamental drivers of sales and profit, i.e., key components within the strategic plan and how they contribute to business performance.
• Flexible proactive “can do” attitude
• Strong drive and ability to work independently
• Homebase should be Rome / Italy

PLEASE APPLY HERE:

ConvaTec provides equal employment opportunities for all current employees and applicants for employment. This policy means that no one will be discriminated against because of race, religion, creed, color, national origin, nationality, citizenship, ancestry, sex, age, marital status, physical or mental disability, affectional or sexual orientation, gender identity, military or veteran status, genetic predisposing characteristics or any other basis prohibited by law.

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