Sales Force Effectiveness Strategy Lead

2 weeks ago

Bengaluru, Karnataka, India Trane Technologies Full time

At Trane Technologies TM and with our brands like Trane and Thermo King, we develop creative climate solutions for various environments that push the boundaries for a sustainable planet. We are a team that looks at challenges as opportunities for positive change. We believe in creating a better future by supporting our employees to excel both at work and in their personal lives. We boldly venture into the unknown.

Job Summary :

The Sales Force Effectiveness (SFE) Senior Strategy Lead will oversee the creation of models for territory allocation, sales target attribution, and compensation structures that optimize sales territories and targets.

The Lead will analyze sales territory and target models against actual results and make necessary adjustments to drive performance improvement. Additionally, they will lead change management efforts for successful implementation of new processes.

Responsibilities:

  • Conduct analysis of current business processes related to sales territory and target management.
  • Identify opportunities for enhancing sales territory and target processes.
  • Develop improved sales territory and target allocation frameworks.
  • Assist in defining business requirements and functional design for a new sales territory and target management system.
  • Support testing of the new solution.
  • Create operational reporting, dashboards, and analytics for sales territory and target management.
  • Develop change management materials for field teams and oversee process implementation.
  • Maintain ownership of sales territory and target management processes post-transformation.
  • Integrate sales territory and targets into existing sales compensation structures and provide recommendations.
  • Identify process enhancements using lean principles.
  • Operate effectively in a fast-paced environment with multiple priorities.
  • Communicate effectively with various stakeholders, from support roles to senior leadership.

Qualifications:

  • Bachelor's degree in Business, Mathematics, Information Technology, or equivalent work experience.
  • Minimum of 10 years of experience in sales incentive compensation.
  • At least 5 years of experience in sales territory and sales target management.
  • Hands-on experience with various Sales Force Effectiveness platforms, preferably with certifications in platforms like SAP Commissions, Varicent, Xactly, or Anaplan.
  • Experience in designing and implementing SFE-focused reporting and dashboards.

Key Competencies:

  • Proven ability to establish and implement processes in a fast-paced setting.
  • Develop in-depth business knowledge of Trane Technologies, its markets, industries, and products.
  • Demonstrate readiness to expand expertise into new areas.
  • Strong analytical and critical thinking skills.
  • Continuous development of technical skills.
  • Effective verbal and written communication skills for engagements with management.
  • High level of attention to detail.
  • Team player who can foster relationships across the organization.
  • Commitment to ongoing improvement.
  • Display high personal integrity and ethics.

We provide competitive compensation and a range of benefits and programs. We are committed to diversity and inclusion, and we welcome all qualified candidates without regard to various factors.

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