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Implement SFE programs to drive business needs and support sales strategy in collaboration with cross-functional leadership and stakeholders
Deliver customized programs for territory design and alignment by brand/channel
Set and gain buy-in to KPIs and metrics in accordance with regional SFE plans/programming
Evaluate and track sales force activities, monitor results against needs of key stakeholders, implementing corrective actions when gaps are identified
Develop, implement, and monitor compensation programs in support of sales objectives across brands
Drive segmentation and targeting through the integration of appropriate data, adapting to balance investment and geographical needs by brand/team
Proactively assess and make recommendations in support of sales force development, implementing via the training team and other support functions
Identify key territory levers (internal, external, environmental, etc.) to proactively manage their impacts on the business (positively or negatively)
Sets and tracks targets and KPIs at various levels, employing a structured approach to problem-solving to identify and recommend a solution to the root cause of the problem
Lead governance of all internal SFE projects
Sales Target Setting – using a consistent approach, striving for growth, allocating targets fairly, taking field inputs but ensuring alignment with organizational objectives. Targets should be timely and properly communicated to all relevant stakeholders.
Incentive Calculation – ensuring IC design alignment with affiliate strategy, fair and transparent calculation, managing incentive committee organization. Incentive rules and actual pay-out should be timely and clearly communicated to all stakeholders
Project manage SFE initiatives, and proactively addresses barriers to execution (e.g., conflict, risk, non-compliance, etc.)
Builds strategic partnership and communications across the organization as required, to gain buy-in and support for SFE initiatives
Negotiates with cross-functional stakeholders to balance individual/team needs with business priorities and realistic deliverables
Leads and facilitates effective, timely decision-making to ensure quick action in response to opportunities and threats to the business