Commercial Operations & Excellence Director, AKA

Job Description

• Design (where necessary) and optimize AKA go-to-market strategies to maximize share, growth, profitability and risk management objectives
• Develop a strong business analytics function that drives improved funnel management, assists in generating insights from Win/Loss analyses, fosters capture of IB/Competitive intelligence and defines/tracks/reports right KPI to drive performance across channels.
• Track and report quarterly performance on market, share, visibility, win-rate coverage; identify reasons for performance gaps and drive programs to enable regaining strength.
• Responsible to develop and execute a wing-to-wing Indirect indirect channel strategic framework and enhance critical commercial capabilities across AKA.
• Act as an indirect channel partner management center of excellence for zone teams when it comes to annual performance management reviews, commercial platforms deployments, productivity initiatives, business analytics and intelligence, KPI definition and setting.
• Develop with internal stakeholders (Sales, services, finance) GTM rationale and partner selection criteria to contribute to profitable growth.
• Collaborate with International IT and Commercial platform teams on indirect Management tools: List the business needs and specifications, ensure on-time deployment, be the focal point between the indirect Commercial teams, Dealer Compliance, Finance and Service indirect manager.
• Drive Sales Force Effectiveness across all channels; including process for sales resource optimization, sales force capabilities, and incentivization.
• Lead commercial skills development, including Commercial onboarding, process knowledge, product training, selling skills and sales leadership development. Play a role to define & support sales role requirements. Enable deployment of training programs across all channels to ensure customers experience common experience irrespective of channel.
• Lead the Commercial Variable Compensation Plan wing to wing Design, Costing, Adoption, Communication. Effectiveness Check, Payment. Collaborate with indirect channel managers and Zones to develop channel incentive programs, cost, ensure compliance, communicate, and report
• Drive requirements creation, tool deployment support and ensure adoption of new sales tools and processes (incl. SFDC eco system, Quoting tools, salesforce compensation and marketing-sales interlock tools) across all channels.
• Develop and maintain critical relationships with the Commercial GMS, Operations COE’s (i.e. order management, variable compensation, CRM), and Zone teams to drive improvements in overall direct and indirect sales team efficiency and effectiveness
• Directly supervise a team of Commercial Excellence professionals, provide coaching/mentorship for in-country Channel & Commercial Excellence teams and develop strategic advisory capability for the benefit of AKA product and country leadership team

Required Qualifications

• Masters’ Degree in business, science, engineering, technology or related discipline and strong operational, commercial, finance, product leadership experience (or equivalent experience/knowledge)
• Significant experience in indirect channel management and commercial operations.
• Significant experience in development, motivation, and effectiveness assessment of salesforce across channels.
• Solid experience building and leading complex and large professional teams
• Ability to influence and collaborate with senior level management team
• Experience leading or managing projects of various size, duration and scope
• Ability to translate strategy into business objectives
• Executive level presentation skills
• Coaching and mentoring experience
• Demonstrated written and oral communication skills
• Reliable, responsive, attentive to detail
• Action and results oriented
• Understanding of Financial Data

Preferred Qualifications

• MBA or equivalent experience/knowledge
• Certified Lean Expert, Black Belt or Master Black Belt
• Strong business acumen, financial and organizational knowledge
• Ability to influence and collaborate with senior level management team
• Knowledge and experience of large complex sales and marketing processes
• Must be results-oriented, able to handle multiple tasks of urgent nature and effectively deal with ambiguity