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Job Function:
Sales Enablement
Job Sub Function:
Sales Effectiveness
Job Category:
People Leader
All Job Posting Locations:
Shanghai, China
Job Description:
- Manage other Managers, Supervisors, and/or individual contributors in a matrix environment, and is accountable for conducting effective performance management and meaningful career development conversations. Delivers and leads a comprehensive strategy for improving sales team capabilities by integrating industry-leading sales systems, pipeline management software, and performance dashboards that accelerate sales growth and streamline sales processes. Controls all initiatives associated with the ongoing learning, training, and development of the Sales Effectiveness area and drives the continuous improvement of sales force effectiveness by administering sales tools, territorial quotas, and commission incentives.
- Manages other Managers, Supervisors, and/or individual contributors in a matrix environment, and is accountable for conducting effective performance management and meaningful career development conversations.
- Defines and communicates the direction of strategic initiatives that aim to improve sales force effectiveness by implementing sales quotas, monitoring sales reports, and delivering departmental objectives that motivate and incentivize sales team members.
- Develops strategy for evaluating and integrating best-in-class sales management tools, enablers, resources, and systems, such as customer relationship management (CRM) and territory management software, that contribute to the enablement and acceleration of sales.
- Delivers training programs that support the continuous improvement of the sales department and address educational gaps and under-developed sales capabilities identified during routine trend, performance, and pipeline analyses and sales report evaluations.
- Creates key performance indicators to measure, monitor, and track the performance of strategic sales initiatives and sales force effectiveness.
- Benchmarks customer retention costs, sales velocity, lifetime value and sales quotas against competitors and industry leading standards.
- Responsible for managing operational aspects of their team (e.g., workflow, performance, and compliance), as well as ensuring achievement of team goals within established timelines and budgets.
- Integrates Johnson & Johnson’s Credo and Leadership Imperatives into team goals and decision making.
Required Skills:
Preferred Skills:
Coaching, Collaborating, Developing Others, Efficiency Analysis, Inclusive Leadership, Leadership, Managing Managers, Marketing Integration, Market Savvy, Operations Management, Process Optimization, Sales, Sales Enablement, Sales Support, Solutions Selling, Strategic Thinking, System Integration
