US company base in Shanhai (IT system product foccus on AUTO market)

Job Responsibilities:

This position will be critical in leading and establishing an APAC regional sales operations organization.  The role will monitor to grow new and expanded business, client satisfaction, retention, improved forecasting and sales performance incentives. Role will provide metric reporting and analysis across various initiatives and will monitor and improve compliance and performance in support of Sales Management.  

Sales Performance

·   Create dashboards for regional and market leadership teams

o    Analyze trends and provide insight

o    Create metrics & KPI’s to drive associate accountability

o    Create and maintain Producer scorecards in CRM  

    §  Close rates

    §  Funnel health

    §  RFP（request for proposal） success

    §  CRM utilization

·  Develop training and sharing best practices

Funnel Management

·   Lead Generation:

     o    Identify expanded and cross-selling opportunities

     o    Track and assign initiatives to ensure follow-through and                   accountability

     o    Sales support as needed (e.g. producer is traveling and needs new           companies/contacts)

·   Create reporting and dashboards:

     o    Track  growth/coverage ratios

     o    Track opportunity creation/movement/aging

     o    Lead bi-weekly sales calls

CRM Utilization and Data Integrity  

·  Help develop and maintain KPI’s, metrics, reports & dashboards

·  Help drive adoption of CRM from a usage, completeness, timeliness and quality perspective in support of Forecasting and improving Operational efficiency

·  Ensure all prospects and opportunities that currently exist are entered into CRM if producers have not yet done so

RFP/Proposals

·  Leverage global firm best practices

·  Ensure timelines are adhered to and deadlines are met by all constituents involved in response

·  Work closely with communications team to ensure they are properly supported by resources developing content

Communications

·  Assemble appropriate teammates for roundtable discussions on lost accounts and how to improve retention - share what is learned broadly

·  Maintain historical records about opportunities, wins and losses and communicate successes and lessons learned with broader group

KPI’s & Metrics

·  Create and report on various Projects and Process KPI’s & Metrics, namely Completeness, Timeliness and Accuracy

·  Prepare Monthly/Quarterly decks for sales with individual performance metrics relative to sales goals

·  Set annual sales targets

Finance

·  Monitor flow of information to Finance to ensure accuracy with forecast

·  Coordinate tracking and monitor at risk accounts

·  Track opportunities as one time or recurring and relay appropriately to finance

Qualifications:

·   Bachelor‘s degree in accounting or finance; accounting preferred

·   Minimum of 8 years’ experience

·   Excellent working knowledge of Microsoft Word, Excel, PowerPoint and other computer systems essential

工作地址

上海浦东新区