CRM and Sales Excellence Manager

Job Description

We?ve been pioneering a world of possibilities to bring surfaces to life for well over 200 years. As experts in making coatings, there?s a good chance you?re only ever a few meters away from one of our products. Our world class portfolio of brands ? including Dulux, International, Sikkens and Interpon ? is trusted by customers around the globe. We?re active in more than 150 countries and have set our sights on becoming the global industry leader. It?s what you?d expect from the most sustainable paints company, which has been inventing the future for more than two centuries.Job Purpose

1. Drive Execution excellence of Sales function including technology adoption (CRM, SAP BI, Power BI, Sales Force applications)
2. Drive Process improvements, Master Data Integrity & Consistency across platforms
3. Support RCD to drive a culture change and significantly alter the current thinking around the ways of working as an organization
4. Make CRM the tool of choice for all meetings and activities and opportunity pipeline planning meetings

Key Accountabilities

• Write, review and update CRM ?Playbook?. This should include writing a ?rules of the game? go-to document around the following areas of CRM implementation and usage.
  • Project and customer coding syntax and data entry rules
  • Clearly define the roles and responsibilities for individuals in the organization using the system:-
    • Some people feed info in (Market intelligence, sales, KAM etc..)
    • Some people analyse the data (this role to create reports for example and global teams to analyse usage and data quality)
    • Some people use the information to take decisions and undertake actions(Sales, tender management, product management, marketing, KAM etc..)
  • Ensure that each function understands their role and input to the quality of the data entered into CRM and utilises the system to create tracking and approval mechanisms
• Create a detailed roll out plan to ensure adoption through the ME organization is done in a manageable manner, fully and properly. A roll out plan could consider the following timeline:-
  • Q1 full implementation of tool with Marine team Middle East for detailed opportunity pipeline management. Including gains losses keeps for all dry dockings. Detailed reasonings for gains losses and keeps. Everything needed to run a basic sales huddle via just CRM. Close monitoring of sales team to ensure the right cadence of usage and quality of data is maintained to manage opportunities (does this link into forecasting tool?). This should fully link in with demand planning and forecasting.
  • Q1 ensure complete feeding in of high-level market opportunities from MEED, IIR, EIC for example.
  • Q2 same as above for protective ME. Marine Africa
  • Q3 Connect ?functional support? to CRM and ensure actions can be connected and interconnected with KAM, GKAM,Tender Management, Product management, Marketing. This is so that the tool can be used for activities beyond just commercial negotiations. Ie product development and testing. Margin management and approvals etc..
  • Q4 Development of reports and tools to ensure that functional department?s benefits from the tool can be taken?ie product management can utilize the output effectively
• Management of the regional demand center ? implement and manage a sales qualified lead (SQL) process to qualifying incoming leads (from Marketing and other channels) which feed into the CRM and sales team pipeline
• Drive Master Data Hygiene - Monitor track and chase (through system interrogation) actions and activities with individuals to ensure they are kept up to date in real time. Create reporting tools to track detailed daily usage helping the sales teams take real advantage from using the tool rather than ?off-line spreadsheets?. Provide automated sales related trackers.
• The creation of useful reports for functions to manage their meetings?so for example Product management and product development.
• Creation of ?data quality? metrics to determine the usefulness of the system (for example random auditing of reason codes ? was price really the reason we lost etc?)
• Feedback to the central global CRM team the functionality that the system needs to fully implement this in the organization so that it does as needed. Implementing in the processes any new functionality developed to dovetail with existing processes (for example mobile app, integration with outlook etc?)
• Drive a commercial excellence culture through the organization so that CRM becomes the most valuable tool we use and eventually really joins all the functions together.

Experience

• Work Experience ? Relevant work experience in Paints and coatings industry in commercial roles, sales excellence, sales management, key account management, sales project management, Pricing Management
• Minimum Bachelor Degree in any discipline. Masters of Business Administration in related field preferred.
• Experience Preferable to know the internal like SAP BI, DART, DERP, Power BI, CRM
• Strong Analytical skills will be an asset for the role
• Ability to work well under pressure and with tight deadlines
• Prior change management experience would be a plus

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ageordisability.Requisition ID:21318

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