Head of Sales Operations & Performance at Maersk Line

KEY RESPONSIBILITIES:

Drive Sales Operations principles and adoption across the Area:

• Ensure standard process and system adoption
• Drive adherence to sales minimum standards by direct intervention
• Drive the usage of standard data and reports in the MOS and ensure discussions focusing on driving sales effectiveness & intensity
• Coordinate training delivery for the organization together with the Global Sales Academy
• Drive the Sales Incentive Plan ensuring that we administrate and run the plan timely and to a high standard

Drive Sales Productivity:

• Lead the Customer Success teams and drive standardization across all Sales process
• Proactively identify opportunities for sales process improvement. Assist Sales Management to understand process bottlenecks and opportunities for productivity gain (e.g., online conversion of customers, offshoring)
• Serve as the liaison point with the GSC to ensure that GSC support is leveraged optimally and that processes are delivered at the right quality
• Implement and maintain an effective coaching framework
• Support Sales Channel reviews, portfolio designs and the equitable assignment of sales force targets
• Increased presence of Sales & Pipeline analytics to drive business decisions
• Drive contract fulfillment across modes of transport by direct intervention
• Drive quarters Ocean Sign Up targets
• Track performance against Area Sales Targets (Vertical, IS & DTS Team Specific)

Drive Sales Transformation:

• Work as a change agent on transformation and other global projects

You will be accountable for:

• Pipeline hygiene
• Sales productivity & performance
• Sales processes & Improvements
• Data analytics
• Capability building
• Sales understanding of key programs
• Complex tender management completion

WHO WE ARE LOOKING FOR:

• Minimum 5 years of relevant experience in Sales process or commercial function
• Strong Sales process and finance business partnering understanding
• Team development
• Be the strategic arm of the ASM in terms of operating the commercial team
• Demonstrated proficiency in using data to drive business results & Sales Effectiveness
• Analytical, strong sense of urgency and drive to deliver quality in your work
• Advanced stakeholder management skills
• Proven ability to work as a change agent and challenge the status quo
• Ability to influence without authority in a global organization
• Proactivity: Suggest solutions and process improvements
• Team player: Team work across functions and geographies
• Problem-solving mindset
• Advance Microsoft skills, Excel, PPT, PowerBI
• Advanced presentation skills
• Effective communicator