Manages sales pipeline - document, quantify, and drives sales pipeline while influencing activity to deliver on sustainable profitable top-line growth. Sales controller for PPI Americas. Major communication link/coordinator who interfaces with sales, customer service, technology, operations, regulatory and supply chain to fulfill individual project timelines and objectives. Identifies process bottlenecks and assists with project acceleration means. The structure of the process is formalized through a project management tool such as MS Project.
Document all market opportunities for the Americas – Customer, Product, Volume, Market Segment
Document and track all projects and categorize by Phase status
Prepare, analyze and report weekly all aspect of the pipeline:
Total Pipeline by volume, revenue, MI, phase, products, market segmentation, customer etc.
Document pipeline closes per month by relevant segmentation – account manager, region, etc.
Projected time to close for each opportunity
Assign probability of success and supplier share %
Link to sales forecast
Establishing and tracking performance goals for account managers to drive pipeline activity and monitoring performance on a weekly basis
Manage weekly pipeline review meetings with account managers and others
Internal link between sales and internal departments to facilitate cross functional coordination
Budget – manage annual budget process for the PPI, including top-line and sales related costs
Forecasting – deliver bottom up monthly sales forecasting to support business operations and financial outlook requirements
Price/margin Management – develop analysis to track pricing performance, identify low margin products/customers and address sales and operations management to address profitability.
Competitive analysis on an ongoing basis to understand market position and drive programs to gain market share
Price increase management – pricing models and standard price lists for key products and add-ons
Develop systems and monitor relevant market analytics and position (share) tracking/market potential and keep up-to-date in the Qlikview system
Tracking all sales related costs and supporting management with transparency
Interface between the customer and the company to align activities to support customer requirements through the cross functional team participation.
Interface with Technical team to developing product pricing and launch plans for determine product portfolio enhancement projects, new products, new markets
Uses the organizational formal and informal social, political and technical structures to build relationships, negotiate solutions and accomplish goals. Stays open-minded, embracing key elements of diverse perspectives and adapting strategies as needed. Gets positive results based on accurate assessments.
Articulates compelling visions of how things could be in a given setting. Influences and inspires other to act in an energetic, committed fashion in pursuit of positive outcomes. Models behavior that creates trust and confidence, which encourages others to follow suggested paths or approaches.
Communicates effectively and appropriately. Uses good judgement as to what to communicate to whom as well as the best way to get that accomplished. Speaks in a clear and credible manner, selecting the right tone for the situation and audience. Listens to others and allows them to make their point. Uses good listening skills and is receptive to feedback.