Reporting to the Director, Special Projects, the role holder will lead the design, implementation and continuous improvement of initiatives that strengthen sales productivity, pipeline quality, sales execution, accountability and cross-functional effectiveness across the Group. The role will translate strategic transformation objectives into practical sales operating disciplines, standards, routines and interventions that improve execution and sales performance.
Sales Pipeline Transformation
- Assess the quality, adequacy, completeness and health of sales hit lists and pipelines.
- Define clear standards for what constitutes a quality sales opportunity.
- Develop and strengthen opportunity qualification, validation and progression processes.
- Identify weaknesses, bottlenecks and leakage points across the sales funnel.
- Establish pipeline-quality standards and KPIs.
- Monitor pipeline creation, movement, conversion, ageing and leakage.
- Identify root causes of pipeline weaknesses and recommend targeted interventions.
- Develop mechanisms for continuous pipeline improvement across branches and business units.
Sales Productivity and Ways of Working
- Define and document the desired Day in the Life Of (DILO) for relevant sales roles.
- Establish minimum activity and productivity standards for sales personnel.
- Define expectations for customer visits, calls, prospecting, engagements, follow-ups and other critical sales activities.
- Develop practical mechanisms for monitoring adherence to agreed activity standards.
- Identify productivity gaps and diagnose their underlying causes.
- Recommend and coordinate interventions to improve sales effectiveness and utilisation of sales capacity.
- Promote consistent, effective sales practices that can be replicated across the Group.
Sales Execution Excellence
- Design and implement standard sales operating rhythms and performance routines.
- Establish structured weekly and monthly sales-performance review mechanisms.
- Identify execution bottlenecks and barriers affecting sales outcomes.
- Develop and coordinate corrective-action and recovery plans.
- Drive implementation of agreed sales-improvement initiatives.
- Monitor implementation progress and identify issues requiring management intervention.
- Develop standardised approaches that can be adopted across branches, business units and sales teams.
Performance and Accountability
- Define appropriate lead and lag indicators for sales performance.
- Develop performance-monitoring and accountability frameworks.
- Track performance gaps against agreed targets and commitments.
- Monitor the carry-forward and resolution of prior-period performance gaps.
- Establish escalation mechanisms for material performance variances.
- Ensure clear ownership and accountability for agreed performance outcomes and recovery actions.
- Work with management to translate performance findings into practical corrective actions.
Cross-Functional Transformation
- Work closely with Sales, Finance, Operations, HR, Business Excellence, IT/Digital, Marketing, Customer Experience, Product and Branch/Network leadership.
- Identify organisational, process, system, capability or policy barriers affecting sales execution.
- Facilitate cross-functional interventions to remove or reduce identified barriers.
- Coordinate stakeholders required to implement agreed sales-transformation initiatives.
- Support alignment between sales strategy, operating processes, performance management and frontline execution.
Key Deliverables / Success Measures
- Standardised Sales DILO framework.
- Sales productivity and activity standards.
- Pipeline-quality framework and KPIs.
- Opportunity qualification and validation methodology.
- Sales performance and accountability framework.
- Standard sales operating rhythms and review routines.
- Performance-gap identification and recovery mechanisms.
- Cross-functional sales-execution framework.
- Documented sales-improvement initiatives, implementation status and results.
- Measurable improvement in relevant sales productivity, pipeline quality, conversion and execution indicators.
Essential Knowledge/Skills and Experience Required:
- Bachelor's degree in Business, Commerce, Economics, Marketing, Finance, Operations, Actuarial Science, Engineering or a related discipline.
- 5 - 8 years' relevant experience, with substantial exposure to sales, sales operations, business transformation, consulting, performance management or commercial operations.
- Demonstrated experience managing or coordinating cross-functional projects or programmes.
- PMP, PRINCE2, Agile/Scrum or equivalent project-management qualification.
- Lean Six Sigma or similar process-improvement certification.
- Experience in sales transformation, commercial excellence or sales-performance improvement.
- Experience working in a large, multi-branch, multi-business or Group environment.
- Highly execution-oriented and results-focused.
- Strong commercial and business acumen.
- Strong project and programme-management capability.
- Analytical, structured and disciplined approach to problem-solving.
- Comfortable challenging existing processes and ways of working constructively.
- Strong stakeholder-management and influencing skills.
- Ability to facilitate cross-functional discussions and drive decisions into action.
- Ability to influence without formal authority.
- Comfortable engaging with senior sales and business executives.
- Strong root-cause analysis and problem-solving capability.
- Persistent in driving implementation and closing performance gaps.