Commercial Operations Manager at Eaton

The primary function in this role is to enable country sales organization's profitable growth through successful adoption of technology, process & sales strategies.  

The role is leading work process improvements to standardize job roles within the country to enable frictionless selling & customer-buying experiences.  

The applicant should be the ambassador of how our business (should) works and ensure that all functions are aligned to the same outcomes (sales, sales enablement, marketing, customer services and support, analytics, Business Units, HR, IT). 

The role requires high levels of IT literacy, analytical & strategic thinking, ability to identify measures & indicators that drive performance improvement, support the build of relevant analyses/dashboards and to govern initiatives to continuously improve our business.  The applicant will also be the adoption driver for standard business cadence, core sales tools, selling methodologies and sales training.
 
Role Responsibilities:
Enablement & Training

• Sponsor adoption of core technologies required to run the sales business – CRM, Sales Enablement Tools, quotation tools & analytics.  
• Sponsor processes & competency learning to successfully manage the top-to-bottom customer journey through our selling cycle  through Strong collaboration with HR & Sales & Sales Training 
• Enhanced Deal Reviews – own and check deployment/use of the process 
• Work with HR & Sales Training to implement  onboarding programs that reduces sales ramp-time 

Operational performance 

• Contribute to the definition & deployment of an EMEA standard operating & go-to-market strategy / structure and “cadence” for each sales unit – frequency & type of meetings, participants & agenda
• Participate in Sales Ops community of practice, support the team with harmonizing our business & improving productivity.
• Identify metrics  that align with sales growth strategies and use the data insight to measure process, methodology & profitability improvements.  
• SIOP & material planning ambassador – working with the sales, marketing & Business Unit teams to leverage pipeline, marketing campaign & improve forecast accuracy
• Lead the process & timeline for large deal T&C negotiations & approvals.  Work with functional teams to ensure tenders are compliant with customer needs 
• Active participation in design & deployment of commercial logistics offer & pricing policies, supporting Country deployment of, and compliance with agreed policies
• Support & promote transition to eCommerce 

Data quality & analytics

• Lead for country master data quality across all platforms and data types 
• Be the owner for CRM data quality & sponsor improvements through collaboration. 
• Help the comm ops team to translate business insight into PowerBI dashboards

Vision & strategy

• Collaborate with local teams (HR, Finance, Segment Teams) for territory planning, role design, account planning, customer-ecosystem management & go-to-market strategy.
• Be the leader for improving productivity (sales per person) through organizational design, process improvements, adoption of sales training competencies & elimination/lean of non-value-adding activities

Others:

• Managing the Order Center process, Deal Approval, Contract Management
• Leading Profitability process, preparing analysis and sharing insight
• Managing Price list and competitor analysis

Qualifications:

• Bachelor’s or Master’s degree in engineering or economics obtained from an accredited institution
• Minimum of 3 years of experience in one of the following areas Sales, Sales Operations or support, Sales Enablement, Data Analytics, Pricing Management, Contract Management roles with a high level of interface with sales teams
• Proven track record of achieving business growth 
• Ability to communicate effectively with other departments 
• Ability to collaborate in matrix organization
• Strong communication and interpersonal skills (problem solving, time management, building effective teams, etc…)
• Strong internal customer focus
• Result oriented, self-motivated, team player
• Creative thinker and have a vision of how to drive the continuous improvement
• Strong analytical skill and well structured personality
• Fluency in English is a must