Regional Commercial Excellence Executive

2 weeks ago

New Delhi, India BSI Full time

Great that you're thinking about a career with BSI

Purpose of the position

Commercial excellence is the design and delivery of commercial best practices that maximize profitable revenue, including programs to consistently improve pricing, salesforce effectiveness, product mix, customer selection and focus.

Support in the development and implement a commercial excellence strategy to deliver operational excellence. To identify strategic core functions, to define roles and responsibilities within those functions and to determine the core competencies and behaviours for those roles for the existing core business and new products.
- Minimum 2 years of experience into Sales
- Working knowledge of CRM, Salesforce, Microsoft Office, analyzing data.
- Project management
- Ability to engage with people from across a global business environment
- A positive "can do" mental attitude.
- A passion to develop themselves and be part of a successful team.
- An ability to cope with pressure and meet tight deadlines.
- Meticulous attention to detail and the desire to provide excellence first time.
- Excellent organisational and time management skills with the ability to work on multiple tasks and own initiative.
- Strong customer focus and excellent communication skills.

Key Responsibilities & Accountabilities

Sales Process:

- Project management for new products and services in coordination with CD IMETA
- Support business leaders, account teams and KAMs with insights and reports to enable higher success rates (report development and maintenance)
- ACP program custodians in coordination with the Country Sales Leads, CD and MD of IMETA
- Creation, adaptation, and Harmonization of processes across IMETA
- Coordination with other departments, Marketing, Finance, C&R and operations
- Working closely with the IMETA Management team to support new colleagues through their induction programme
- Introduce new colleagues to On Demand courses pertaining to Ignite enrol them in coordination with the Country Commercial Leaders to the Ignite training program
- Support the creation and monitoring of incentive schemes
- Lead management and monitoring
- Conduct research and share relevant industry news and topics to management
- Coordinate updates and training for sales teams with CD IMETA
- Keep, organize, and distribute actions points derived from sales meetings (meeting minutes)
- Sales enablement via early indication of potential improvement areas or new business opportunities
- SFDC Discipline and Maintenance, ensure commercial teams use CRM adequately, maintain CRM with necessary updates
- Innovate, propose new ways of using SFDC to ease the workload of commercial teams via continuous engagement with the global team
- Implementation of Global best practices CRM/sales
- Custodian of the Rules of Engagement
- Training of commercial team, existing and new colleagues on the proper usage of CRM tool
- Maintenance of reports and dashboards (propose changes when required to improve effectiveness)

Product Knowledge:

- Strong project management skills
- Develop good product knowledge, understand business processes, and know where to find the most up-to-date information across BSI’s websites
- Able to explain BSI history, structure, and role in the standards industry to all internal and external stakeholders
- Able to explain product features and benefits to meet customer’s needs
- Understand who our competitors and how their offerings differ from BSI’s

Sales Skills:

- To ensure that all enquiries are handled promptly and appropriately
- Conduct basic company/contact research, using CRM, internal data and the internet as appropriate.
- Strong business development acumen
- Problem solving and easing process for commercial teams
- Be a BSI ambassador for internal and external stakeholders

Commercial Enablement Project Work:

- Identify areas of improvement in the sales process
- Product launches
- Manage Lead Referral project
- SFDC Improvement project
- System Recertification Processes Management
- Commercial colleagues onboarding project

LI-PS1

Our Excellence Behaviours: Client-centric, Agile, Collaborative. These three behaviours represent how we do things at BSI. They help us ensure that BSI is a great place to work and a highly successful business.

BSI is conducting face-to-face interviews where appropriate and possible. If you are invited to a face-to-face interview but feel more comfortable with conducting the interview virtually, please speak to a member of our recruitment team.

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