Manager - Sales Excellence
This role requires a self-starter with strong business modeling skills, a keen attention to detail and a good track record of influencing business partners. This role has regular interaction with senior leadership and stakeholders across Brillio and requires strong verbal and written communication skills. The candidate will need to be capable of operating with a high degree of autonomy, and hence needs to demonstrate a high degree of comfort with ambiguity besides holding a high bar on professional integrity.
Primary Skills
- Sales Management
- Sales Operations
- Sales Process Management
- Data Analysis & Reporting
- CRM Management & Automation
- Forecasting & Budgeting
- Sales Performance Management
- Collaboration & Cross-functional Communication
- Project Management
- Sales Training & Enablement
- Customer & Market Insight
- Negotiation & Contract Management
Job requirements
- RESPONSIBILITIES:
- Develop a strong partnership with the business to become a trusted advisor and point of escalation for the aligned sales team in terms of process, insights, and tools.
- Lead and facilitate forecast calls, analyse historical data, provide predictions of accurate forecasts, and challenge questionable opportunities in the forecast.
- Partner with sales leadership on quarterly and annual planning activities
- Provide ad-hoc reporting and analysis to understand the state of the business and sales rep performance.
- Develop a strong documentation culture for sales processes, playbooks, and other sales artefacts.
- Work with the product marketing and sales enablement team to ensure that initiatives and assets are aligned to market needs and team requirements.
- Ensure the CRM hygiene is maintained, and random audits are done to sanitize the data available.
- Pricing Support and Financial Engineering for Large Deals
- Summarize conclusions from financial analysis on a proactive basis and provide key takeaways.
- Assist in the preparation of Budget and put the strategic plan and annual operating plan including related calendar of events.
- Reporting and governance
- Weekly pipeline, forecast governance and variance analysis.
- Performing variance analysis (plan vs forecast vs Actual) along with insightful commentaries and an eye to identify key risks and opportunities.
- Review of key Sales Operation metrics
- Monthly review deck on Performance
- Validation of soft lock and unbilled
- Tracking a) SOW extensions & ramp down b) Invoicing, Unbilled Invoices, AR, etc.
- Monthly and Quarterly Revenue Assurance and Commit
- Sold vs Delivered margin tracking and working with delivery to improve the same.
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DESIRED EXPERIENCE AND QUALIFICATIONS:
- MBA Finance with 5+ year experience and Graduate with 8 year experience
- Finance experience in a professional business environment is ideal.
- Inclination towards process automation & streamlining.
- Partial overlap of PST hours required to facilitate partnership with stakeholders.
- Key Competencies:
- Effective Communicator
- Entrepreneurial mindset
- Result Oriented and Metric Driven
- Very strong Presentation skills and on working with numbers on Excel
- Strong ability in creating reports and regularly to aid decision making for management
- Being organized and excellent time management skills
