Job Summary
Responsible for developing and executing strategies that enable sales representatives to optimize every buyer interaction in order to build relationships and pipeline, progress opportunities, and close deals. Utilizes knowledge and proficiencies in buyer behaviors, go-to-market process, enablement content, tools and methods, and performance measurement. Assesses information, timing, and context of messaging to help sales representatives engage clients through differentiated experiences to identify, advance and close sales opportunities. Assists sales representatives to achieve targets and objectives by equipping sellers with insights, knowledge, tools, techniques, coaching and facilitating.
Job Responsibilities*
Channel Planning & Expansion
- Develop business models and roadmaps for the B2B segment to penetrate SME markets effectively across all assigned regions.
- Lead the strategic plan of Partner portfolio management in assigned region. E2E channel management by Planning, Recruitment, Develop, Terminate.
- Ensure number of partners and partner capability to cover SME segment and new opportunities in region.
Performance Analysis & Monitoring.
- Monitor sales trends and track by channel & provinces.
- Tracking Pipeline and Special project to achieve with high success rate.
- Generate Top/Bottom Performer reports by province or partner to identify growth opportunities or areas for improvement.
- Monitor revenue based of B2B segment by provinces and provide solid action plan to recover/gain new revenue based.
- Monitor and resolve sales quality issues which may lead to involuntary churn and revenue loss such as Unpaid Bills, No usage, Low active sub.
Operational Support & Partner Management.
- Monitor performance report and commission analysis to justify revenue per commission cost.
- Close gap of communication lost by weekly meetings with all channels in assigned region.
- Coordinate with B2B fulfillment & inside sales for smooth operation of sales & services and stock supply.
Coordination & Communication.
- Facilitate weekly Operation Meetings by Channels.
- Collect Frontline Feedback from Channel Managers; Shop & Non-Shop & Premium Partner and find solutions and communicate with related person.
Qualifications
- Bachelor’s degree in business administration, Marketing, Economics, or a related field.
- Minimum 5 Years of B2B Sales, Partner Management, Channel Management, or Regional Sales Operations.
- Experience in the telecommunications industry or managing SME partners is highly preferred.