ROLE OVERVIEW
This role supports the Key
Accounts business by driving effective sales planning, process improvement, and
key account management initiatives. The Manager, Sales Planning &
Development will work closely with Key Accounts leadership, sales team, and
cross-functional partners to translate business objectives into actionable
sales plans.
This role is
responsible for coordinating sales improvement programs, tracking performance
metrics, preparing reports for management review, and ensuring smooth execution
of go-to-market activities. In addition, the Manager will provide guidance to
junior sales team members, foster collaboration across departments, and
contribute to enhancing the overall sales effectiveness of the organisation
KEY
RESPONSIBILITIES
Sales
Planning & Coordination
·
Work closely with Key
Accounts leadership and sales team to support the development of the Sales
Roadmap, including objectives, goals, strategies, action plans, and performance
measures.
·
Coordinate sales
improvement initiatives, such as:
o
Assisting in the
creation of Key Account Management Plans for top accounts (product mapping,
relationship management).
o
Gathering and analyzing
market trends, competitive intelligence, and customer feedback to provide input
on sales strategies.
o
Supporting the
development of sales tools, processes, and materials to improve selling
effectiveness.
o
Assisting in
streamlining sales processes to improve funnel visibility and conversion rates.
o
Coordinating
go-to-market activities for new products, market segments, and selected
international markets.
o
Organizing and
facilitating regular sales team meetings to track progress and address
roadblocks.
Account
Management Support
·
Act as a key point of
contact for stakeholders for key accounts relevant matters, helping to address
concerns and coordinate solutions with relevant teams.
·
Work closely with
cross-functional teams (pre-sales, product development, marketing, and customer
service, finance) to ensure smooth execution of account strategies.
·
Liase with the
marketing team in implementing targeted campaigns and initiatives for key
accounts.
Performance
Tracking & Reporting
·
Monitor sales team
performance against targets, highlighting trends such as pipeline growth, win
ratios, and renewal rates.
·
Prepare and maintain
monthly, quarterly, and annual reports on sales forecasts, pipeline status, and
account updates for management review.
· Prepare business
updates, support information needed for quarterly result announcement and
annual financial reporting
Team Support
& Development
·
Provide guidance and
support to junior sales team members, sharing knowledge and best practices in
account management and sales processes.
·
Assist in delivering
training sessions to enhance the sales team’s capabilities in tools, processes,
and account strategies.
·
Support Key Account
monthly get-together meetings