Merck KGaA

Head of Sales Enablement & Customer Experience

Posted On

June 25, 2024

Location

Bangalore, Karnataka

Experience Level

E - Professional (10+ years)

Job Type

full-time

Apply By

July 16, 2024

Job Description

The Sales Enablement Lead will develop and implement commercial strategies to drive revenue growth and market share, leveraging customer insights and market analysis. This role involves managing key customer relationships, optimizing business development opportunities, and enhancing business performance through strategic tools and methods. Additionally, the Lead will represent the business externally, ensure compliance with internal controls, and lead commercial projects. The position also includes developing a robust channel governance framework and maximizing Salesforce functionalities to support sales initiatives and data-driven decision-making. Essential Job FunctionsDevelop and direct Commercial Services and Strategy Development functions.Develop and execute the commercial strategy, including identifying profitable opportunities, understanding customer insights, and implementing pricing strategies. Collaborate closely with the Head of Sales to manage key customers, conduct market research, and optimize business development opportunities. Implement strategic tools and methods to enhance business performance and lead risk assessment for new commercial opportunities. Train and develop marketing and business development representatives and managers.Position the Business with Customers and Partners Ensure customer needs are met and communicated across departments. Stay informed about external factors impacting the business and communicate relevant information. Contribute to customer-focused project proposals. Foster positive relationships with partners, vendors, and distributors. Set performance standards for evaluating sales channels. Regularly review market forces to provide input on product pricing.Develop and deploy business development cycle and methodology.Lead designing, testing and implementation of business development and market penetration process improvements. Regular visits along with sales representatives to existing customers and new accounts/customers. Continuously encouraging business development team to expand businessCompliance to Internal Controls and Integrated Management SystemComply with all Internal Control processes and audits in the Business as well as CompanyUnderstand and follow process & procedures laid down in IMSProject ManagementLead and manage sales enablement projects from inception to completion, ensuring alignment with organizational goals and timely delivery.Coordinate cross-functional teams to develop and implement sales enablement strategies, track project milestones, and ensure all deliverables meet quality standards.Utilize project management tools to oversee the planning, execution, and monitoring of sales enablement initiatives, maintaining clear communication and documentation throughout the project lifecycle.Channel Governance:Develop and Implement Channel Governance Framework: Establish a comprehensive governance framework to ensure consistent and effective management of Distributors, including policies, procedures, and performance standards.Monitor and Evaluate Channel Performance: Regularly review Distributor performance metrics to identify areas for improvement, ensure compliance with established guidelines, and optimize channel strategies to enhance overall sales effectiveness.Salesforce (SFDC):Leverage Salesforce for Sales Enablement: Utilize Salesforce to track and manage sales enablement initiatives, ensuring all sales activities, customer interactions, and performance metrics are accurately recorded and easily accessible.Optimize Salesforce Utilization: Train and support sales teams in maximizing Salesforce functionalities, including reporting, analytics, and automation tools, to streamline sales processes and enhance data-driven decision-making. Who You Are:MBA in Marketing, Sales or Commercial Operations with graduation (preferably) in Chemistry At least 10-12 years of work experience within a large establishment with hands on exposure to commercial operations, strategy development, and business development Strong project management skills in a diverse multi-cultural global environmentKnowledge of process excellence methodologies and toolsMarket intelligence skills around research, data collection, analysis, needs analysis and so onGrasp of current marketing tools and strategies and ability to lead integrated digital marketing campaigns from concept to executionDeep understanding of marketing principles and commercial drivers in a diversified product industry Knowledge of market dynamics and regulatory environment in Life Science and Pharma industryKnowledge in one or more of the following areas Life Science, Chemistry, Analytical or bulk chemical business The capability to analyze and resolve complex issuesPersuasion and negotiation skills in a global environmentEffective leadership and communication skills (written, oral, listening, presentation)Learning agility Additional Local Needs Position will operate out of Bangalore and will involve travel.

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