We are seeking a Sales Excellence Manager who is passionate about combining strategic planning, analytical acumen, and tactical execution to maximize the effectiveness of our Small & Medium Business (SMB) Advertising Sales team.
In this role, you will be a trusted advisor to both the General Manager and Operations Leader of SMB Sales and will need to understand all aspects of their business, including the industry and competitive landscape in their verticals, the playbook for winning market and mindshare, and the resources needed to drive this plan.
This role enables Sales with programs, tools, processes, and insights as a competitive differentiator and driver of growth.
Responsibilities:
Business Partnership and Enablement
- Drives sales growth through business and portfolio planning.
- Analyzes the market outlook and leverages business insights that benchmark performance and makes suggestions on current and future actions based on key drivers, opportunities, and/or risks.
- Supports the integration, alignment, and execution of the actions defined in plans.
Enables Sales Motion Strategy
- Enables sales teams to execute on strategies for opportunity management (e.g., up-sell, cross-sell, renewal, recapture).
- Contributes to operationalizing prioritized sales plans and industry solutions.
- Identifies opportunities to generate new business and accelerate the closing of existing opportunities.
Sales Coaching for Growth and Success
- Coaches and builds relationships with sales team on executing key priorities.
- Engages sales managers to become more effective coaches to front-line sellers.
- Helps sales team achieve increased individual and team knowledge, sales capability, and collaborative selling efforts.
- Also contributes to optimizing sales team processes and utilization of sales tools and reporting.
Leverages Insights & Reporting
- Contributes to analytics on key revenue drivers (e.g., by vertical/product/geo).
- Leverages reporting and analytical capabilities to generate data-based insights and enable visibility into revenue and forecast for sellers, sales managers, leaders, and partners.
Driving Sales Process Discipline
- Instills process discipline, consistency, adherence to standards and excellence in execution, and shares best practices within their team.
- Holds sales managers accountable for account plan quality, completeness, and pipeline health.
Extending Executive Capacity
- Represents as an internal advocate and an extension of Sales leadership.
- Advises on and contributes to various aspects of business management (e.g., employee engagement, resource allocation, change management, building high-performing teams) in collaboration with leadership and cross-functional teams.
Program Management
- Leads and/or participates in the design, build, launch and run of global strategic programs.
Culture & Values
- Embody and promote Microsoft’s culture and values.
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