Sales Excellence Director

The Sales Excellence Director for Small Medium Corporate (SMC) is a strategic role that enables and drives consistent Sales Excellence practices to achieve sales objectives. As a trusted advisor to the SMC East Operating Unit (OU) Leadership team, the focus of the Sales Excellence Director's role is to be a driver of sales discipline and execution excellence, as well as a sales coach, accelerating business growth by translating insights into actions.  

This position is a strategic contributor operationalizing strategy, driving growth, increasing seller productivity and driving cultural transformation. This role will work with managers and sellers across the SMC & Digital Sales organization, Sales Excellence & Operations, Finance, and other key corporate stakeholders. 

Responsibilities

Business Partnership and Support Guiding Sales Growth Opportunities

• Drives sales growth through account or business planning.
• Analyzes the outlook and leverages business insights to benchmark performance and make suggestions on current and future actions based on key drivers, opportunities, and/or risks.
• Supports the integration, alignment, and/or execution on the defined actions within the segment/region.
• Advises segment leads or partners or collaborates with peers to develop segment strategy for segmentation, territory planning, and quota setting.
• Shares feedback on proposed segmentation changes based on local business knowledge.
• Aligns with Business and Sales Operations (BSO) on quota distribution strategy and timeline for the Area.
• Leverages segment knowledge to provide input on judgment/adjustments prior to quota decisions.
• Participates in sales leader and manager briefings to share quotas and rationale where needed.
• As primary orchestrator of the Account/Portfolio Partner Business Plan, contributes to activating sponsorship within segment leaders.
• Coaches managers and sellers on account/portfolio/partner business planning fundamentals, habits, and plan quality.
• Contributes to reinforcement and review of quality plans within the segment/region.
• Maintains and/or defines a predictable rhythm of the connection (RoC) in collaboration with peers and/or leadership.
• Contributes to RoC activities to enforce great discipline and ensure quality outcome delivery.
• Provides business insights and recommendations to effect positive changes.
• Identifies opportunities to streamline and improve the RoC cadence within the supported segment/region.
• Advises and contributes to sales teams on sales motions/strategies for opportunity management (e.g., up-sell, cross-sell, renewal, recapture).
• Contributes to operationalizing prioritized sales plays and industry solutions.
• Identifies opportunities to generate new business and accelerate the closing of existing opportunities.

Personal and People Commitment Contributes to a Diverse and Inclusive People Culture

• Contributes to a positive team culture; incorporates diverse and inclusive perspectives and leans in and develops others; generates energy and serves as key role on extended. teams.
• Plays an active role in Sales Excellence Community POD.
• Personal Impact: building a growth and skilling plan against specific subject goals and milestones that you will actively measure on a continuous basis

Sales Coaching for Growth and Transformation

• Coaches and builds relationships with sales team on executing key priorities.
• Engages sales team to become more effective coaches to their sellers.
• Helps sales team achieve increased individual and team capability, employee satisfaction, and collaborative selling efforts.
• May contribute to coaching on large deal pursuit.
• Improves awareness and clarity of Corporate or TimeZone programs among sales teams and managers.
• Intakes and contributes to adopting plans to create new habits among sales teams or partners.
• Contributes to optimizing sales team processes and capabilities within the supported segment.
• Assesses customer/partner needs and applies methodologies and resources to transform seller capabilities, sales processes, and/or partner engagement processes
• Partners with Area Transformation L