Director - Sales Acceleration (EEMEA)

at  NIELSENIQ

WORK SCHEDULE: REMOTE(WITH AN EXPECTATION TO TRAVEL ONCE OR TWICE A QUARTER)

Job Description
The key to growth at NIQ is a high-performing sales team, and driving efficiency and effectiveness for our sellers is critical to success. NIQ is seeking a talented, results-oriented leader to help build and scale local sales operations best practices, enabling our mission to accelerate growth.
The Sales Acceleration Leader will drive continuous improvement in the sales funnel, in support of seller efficiency in their market. The candidate is responsible for advocating, designing, and motivating Commercial teams to embrace best practice processes and tools that will boost seller efficiency across the sales cycle. Success in the role includes overseeing various aspects of sales operations including assisting with forecasting and commercial performance analysis, process improvement, technology adherence and team management (as applicable). This role is highly cross functional (working with Sales, Marketing, Finance, Customer Success, etc.) - the right candidate must be effective at motivating action, launching effective change management strategies and be able to quickly move from diagnosis to action when challenges arise. Must be highly collaborative in nature and enjoy working in a remote, multi-cultural environment.

Job Responsibilities:

• Lead effective change management and communication strategies that motivate and optimize use of Global COE best practice processes and sales enablement tools across the commercial organization to accelerate sales results.
• Analyze sales performance data to identify pain points and process variations inhibiting sales efficiency, present insights to leadership and create actionable plans that successfully improve performance against benchmarks; includes leading and / or participating in ongoing pipeline review meetings with local leadership.
• Design, launch and manage a Pre-sales enablement function (as applicable) in region to remove non-client facing tasks from sellers, including proposal creation, content customization, CRM hygiene, and more.
• Champion, prioritize and support sales play execution in coordination with Global Sales Play Factory team; includes effective oversight of weekly win room reviews to improve processes, increase pipeline sufficiency, and generate incremental revenue.
• Coordinate with Sales Development Representative (SDR) team leader to provide input on target account strategy in order to increase qualified appointments for sellers.
• Build strong, collaborative relationships with Sales leaders and front-line sellers to boost utilization of Sales Enablement resources; including but not limited to tools (SalesLoft, ZoomInfo, Microsoft Dynamics, Sales Navigator), PowerBI dashboards and Sales Academy training courses. Provide relevant feedback to tool and training owners on how to improve training and the user experience to boost adoption.
• Be an advocate and guide on best practice CRM utilization and pipeline accuracy, including assisting with change management and adherence to process in Microsoft Dynamics to fuel accurate sales funnel reporting.
• Prioritize, coordinate and manage project tasks to ensure projects are delivered on time.
• Support execution of all sales excellence initiatives within the region; including regional internal sales events.
• Relentlessly evaluate and enhance sales processes to maximize efficiency and effectiveness.

You Have:

• Bachelor’s degree and 5+ years proven experience in sales operations & enablement; preferably within a B2B tech organization.
• A proven record of accomplishment of success in executing strategic sales enablement / sales operations objectives, and a hands-on ability to build processes from the ground up
• Experience leading highly engaged teams in a remote work environment
• Self-starter with superb communication skills, leadership presence, and ability to effectively interact with C-level executives
• A data-driven approach, that builds processes and measures success in a way that can scale effectively
• Flexibility and ability to adjust on the fly, to new demands in a fast-paced environment, a high sense of urgency
• A balanced viewpoint, and an understanding of the art and science of sales
• Intimate knowledge of the sales cycle, sales methodologies and the booking process
• Experience with Microsoft Dynamics or Salesforce, PowerBI and Sales Enablement and Training software (i.e., SalesLoft, MindTickle, SharePoint)

Additional Information

• Lead effective change management and communication strategies that motivate and optimize use of Global COE best practice processes and sales enablement tools across the commercial organization to accelerate sales results.
• Analyze sales performance data to identify pain points and process variations inhibiting sales efficiency, present insights to leadership and create actionable plans that successfully improve performance against benchmarks; includes leading and / or participating in ongoing pipeline review meetings with local leadership.
• Design, launch and manage a Pre-sales enablement function (as applicable) in region to remove non-client facing tasks from sellers, including proposal creation, content customization, CRM hygiene, and more.
• Champion, prioritize and support sales play execution in coordination with Global Sales Play Factory team; includes effective oversight of weekly win room reviews to improve processes, increase pipeline sufficiency, and generate incremental revenue.
• Coordinate with Sales Development Representative (SDR) team leader to provide input on target account strategy in order to increase qualified appointments for sellers.
• Build strong, collaborative relationships with Sales leaders and front-line sellers to boost utilization of Sales Enablement resources; including but not limited to tools (SalesLoft, ZoomInfo, Microsoft Dynamics, Sales Navigator), PowerBI dashboards and Sales Academy training courses. Provide relevant feedback to tool and training owners on how to improve training and the user experience to boost adoption.
• Be an advocate and guide on best practice CRM utilization and pipeline accuracy, including assisting with change management and adherence to process in Microsoft Dynamics to fuel accurate sales funnel reporting.
• Prioritize, coordinate and manage project tasks to ensure projects are delivered on time.
• Support execution of all sales excellence initiatives within the region; including regional internal sales events.
• Relentlessly evaluate and enhance sales processes to maximize efficiency and effectiveness