Sales Effectiveness Manager

Job content

The role of the Sales Effectiveness Manager will be a critical role within the sales management team; key to the practice achieving the business plan across new business growth and retention targets. The role requires a keen ability to understand and manage data, but more importantly, work with colleagues (Consultants/Account Managers) to ensure accurate and timely inputs to progress the stages of sale. The role reports to the Sales & Client Management Leader and is an internal sales function.

The Role

• Oversee adherence to sales process, ensuring strong governance
• Pipeline and sales forcasting management
• Ensure activity levels are in line with client and prospect account management plan
• Follow up and next actions by Consultants/Account Managers, ensuring these have been completed and within timescales
• Alerting the Sales Director to any areas of concern within an individual’s work such as delays with follow up, performance etc. and collating this information in such a way that it can be used to Performance Manage via a personal development/improvement plan
• To ensure that all members of the department are working at the right capacity and to the best of their ability
• Monitor and align client management portfolio according to strategic criteria, in terms of primary, secondary and product specific criteria
  
  • Assess and review criteria for the above
• Talent Management
  
  • Interviewing, qualifying candidates for vacancies within Sales & Client Management
• Business planning as part of Sales Management Team
• Reviewing targets and performance with AM’s
  
  • Sales figures
  • Identifying areas of ‘quick wins’, implementing plans to achieve targets
• Analysing the pipeline and pending – ensuring accuracy, validating opportunities and questioning any anomalies
• Reviewing consultants Dashboards – e.g. Monthly calls to ensure working practices are being followed in line with expected levels

People

• Conduct 1:1’s with Consultants/Account Managers
  
  • Assessing progress against target, renewal activity and pipeline
  • Identify underperformance or those looking to broaden knowledge and work with Sales Director to address
  • Continuous process improvement, review working practices and ensure that all measures in place are fit for purpose and relevant
• Support Sales Director with onboarding and orientation of new hires
• Approval of team holiday requests and allocation of alternative colleague resource
• Assignment of work to cover sickness absence
• Absence Management Delegate – including conducting Return to Work Interviews

Financial

• Be the point person for the Sales Compensation data; analyse, manage and validate eligible payments under the schemes
• Collaborate with Finance and payroll to ensure a robust and timely payment process for all sales incentives
• Alert the Sales Director of significant changes in expected revenue and identify issues for resolution
• Manage the month end process with Finance; including collating sales import data and querying any anomalies

Operational Excellence & Innovation

• Manage the dashboard framework and elements including data templates, database and model, and Excel macros
• Support stakeholders in explaining the nuances of the data to help them understand the business
• Articulate data processes, frameworks, sources and insights in a concise manner
• Support sales stakeholders with additional data requests related to Sales, Revenue, Pipeline, and others
• Support additional reporting requests from key stakeholders i.e. request to pull different cut of the data but also create programmatic solutions in a proactive manner
• Support Sales Director with annual business planning process including target allocation
• Provide analytical support with including data pulls, customer analysis, and desk research

Clients

• Oversee the “At Risk” process with senior colleagues and Sales Director, working with the Consultant/ Account Manager to prepare plan to retain and source colleagues/resource to assist
• To work with the wider sales management team to ensure a cohesive and joined up approach to win and retain business
• Support Sales Director in the deployment of new client campaigns and initiatives
• Working with 3rd parties and insurers to schedule training or knowledge sharing sessions for the benefit of the wider Consultants/Account Managers
• Manage the client (re)allocation process throughout the year with Sales Director

The Requirements

• Bachelor’s degree (or equivalent) and moderate experience in Sales Operations/Analytics or Commercial Effectiveness role
• Expertise in MS Excel including macros, Microsoft Dynamics, Power BI is desirable
• Experience working with large datasets including ability to merge multiple data sources in a consistent format
• Ability to build relationships and comfortable working with leadership/senior stakeholders within Willis Towers Watson
• Strategic thinker with strong problem solving, analytical, project management and planning skills
• Demonstrated ability to apply analytical skills, with the capability to provide actionable information through data analytics and metrics, preferably via PPT presentations
• Excellent written and verbal communication skills, client-facing experience is advantageous
• Highly organised, have multi-tasking skills, efficient in ambiguous situations and proven ability to meet critical deadlines
• Eagerness to flex with the needs of the business, prioritise as needed and take on new challenge

Equal Opportunity Employer

Job

Consulting

Primary Location

United Kingdom-England-Northwich

Other Locations

United Kingdom-England-London

Schedule

Full-time