EMEA Salesforce Effectiveness Manager

at  BD

JOB DESCRIPTION SUMMARY

To be an intrinsic leader within the ComEx community to ensure that BDB EMEA commercial objectives and effectiveness are optimized for growth. The BDB EMEA Salesforce Effectiveness Manager will research, design and drive capabilities development by creating and implementing initiatives across the BU at EMEA and country level to ensure effective adoption and execution of the sales processes in particular salesforce.com (CRM), BDWoS processes and other tools used by the BDB organization such as Power BI and Service Max.
The scope of the role includes networking across to BU’s and cross functional needs to fully execute the assessment capabilities, designing, and implementing CRM training working closely with the ComEX team, bringing in and proposing best market and customer practices, driving salesforce excellence initiatives linked to pipeline health account and stakeholder segmentation. Designing, leading, and implementing the governance and operating model for onboarding and continuous education in processes.
The success of this role requires close collaboration with ComEx leads, SFE’s across BU’s, BDB regional leaders and associates, application support, Marketing, SAS.
Effective communication, big picture thinking, leadership presence and impact, leading without authority, influencing skills and collaboration are key to this role.

Sales Effectiveness including behaviours and skills.

• Responsible for coordinating the delivery of the continuous training program of the CRM (Show Pad & SFDC), in partnership with the country salesforce champions & SFE coordinators. Owns the delivery of the BDB EMEA training requirements of these programs.
• Identify insights gained from CRM reporting intelligence and provide BDB ComEx organization to influence training programs and drive growth.
• Responsible to own the BDB EMEA Win Room and ensure the right coaching cascade for sales funnel management & pipeline health for forecast accuracy and drive growth mindset, including maintaining and enhancing the WIN room roll out momentum, execution & forecasting accuracy

The EMEA SFE will be responsible for analyzing, interpreting, embedding, and building sustainability in competency and capability of all commercial methodologies, systems and tools used by the commercial organization. This role works in a matrix with Country Business Leaders, country SFE’s support Sales Managers, and Sales Associates, Application Support, Marketing and SAS profiles where appropriate.

This includes: BD Way of Selling (BDWoS) and Impactful Competitive Selling

• BDB CRM users are proactively following the process for accurate reporting.
• Train associates on the use of SFDC and monitor effectiveness aligned to Project Advance KPIs and KDGs
• Monitor adoption and drive best practice usage in SFDC.
• Simplification and alignment of sales processes and SFDC processes to drive efficiency
• Responsible to coordinate and lead elements of the sales-related training, including relevant onboarding requirements

Sales Effectiveness including behaviours and skills.

• Responsible for coordinating the delivery of the continuous training program of the CRM (Show Pad & SFDC), in partnership with the country salesforce champions & SFE coordinators. Owns the delivery of the BDB EMEA training requirements of these programs.
• Identify insights gained from CRM reporting intelligence and provide BDB ComEx organization to influence training programs and drive growth.
• Responsible to own the BDB EMEA Win Room and ensure the right coaching cascade for sales funnel management & pipeline health for forecast accuracy and drive growth mindset, including maintaining and enhancing the WIN room roll out momentum, execution & forecasting accuracy.

Sales Competencies

• Responsible for tracking, measuring, and benchmarking BDB EMEA sales competencies and to identify new ways to automate and standardize the annual process of sales competency assessment. Provide recommendations on areas for improvement or further enhancement.

You will be successful in this role when you:

• Establish a strong network and trusted relationship within the countries’ commercial organizations to understand the current CRM framework, assess capability gaps, and provide training support.
• Provide troubleshooting and training support of all profiles linked to the CRM which includes sales leadership, associates, marketing, application support and SAS.
• Prepare and support onboarding of all new associates in sales training, Salesforce effectiveness and CRM usage.
• Train nominated country SFDC champions to provide local country support and provide an ongoing upskilling network.
• Address any gaps with new or established in-scope salesforce effectiveness methods, training, systems, and/or tools, striving for simplicity. Build sustainability within the EMEA team so that existing or new methods, systems and/or tools are embedded as a way of working.
• Improve commercial teams’ competency and capability aligned with the customer buying process and market segments in the CRM. Determine measures and demonstrate the impact of this improvement on sales success.
• Set up effective processes and identify optimization opportunities related to sales effectiveness and growth.
• Work closely with related functions and leverage the CRM to support sales funnel development, disciplined selling process and other initiatives.
• Ensure capability to capture and provide up-to-date and timely market knowledge on market size, trends, and competition within the CRM system to enable fact-based decisions.
• Build collaborative relationships within the EMEA region Strategic Capabilities & Commercial Excellence organization and align with potential regional BDB strategic initiatives.