Sales Excellence Manager- Bangalore

ValuePoint; Bengaluru; Presencial; INR 4.000.000 - 6.000.000; Jornada completa

Descripción de la vacante

ValuePoint in Bengaluru seeks an experienced sales operations leader to establish and govern world-class sales processes and CRM discipline. You will drive forecast accuracy, pipeline health, and strategic account planning while delivering actionable analytics to revenue leadership.

The role requires 8–15 years in B2B technology sales or sales operations, with strong CRM expertise (Salesforce, Dynamics, HubSpot) and advanced Excel/Power BI skills.

Formación

• Bachelor's degree in Business, Engineering, Marketing, or related field.
• MBA preferred.
• 8-15 years of experience in B2B technology sales, sales operations, or sales excellence.
• Strong experience in CRM platforms (Salesforce, Dynamics, HubSpot, etc.).

Responsabilidades

• Define and implement best-in-class sales processes and methodologies.
• Drive CRM adoption, data quality, and sales discipline across teams.
• Establish standard operating procedures for opportunity management.
• Ensure stage progression and qualification frameworks are followed.
• Monitor pipeline health, coverage ratios, and conversion rates.
• Conduct weekly forecast reviews with sales leadership.
• Identify deal risks, slippages, and corrective actions.
• Develop sales dashboards and executive reports.
• Analyse win/loss trends, sales cycle, productivity, and funnel performance.
• Provide actionable insights to improve revenue and GP achievement.
• Lead Monthly Business Reviews (MBR) and Quarterly Business Reviews (QBR).
• Coordinate executive reviews and strategic initiatives.
• Work closely with Sales, Marketing, OEM Alliances, Finance, Delivery, and HR.
• Support pricing governance and commercial approvals.
• Identify cross-sell and upsell opportunities.
• Monitor strategic account growth plans.

Conocimientos

Sales process design

CRM adoption

Forecasting

Data analytics

Cross-functional collaboration

Power BI

Advanced Excel

Strategic account planning

Educación

Bachelor's degree

MBA preferred

Herramientas

Salesforce

Dynamics 365

HubSpot

Descripción del empleo

Role & responsibilities

Key Responsibilities

Sales Process & Governance

• Define and implement best-in-class sales processes and methodologies.
• Drive CRM adoption, data quality, and sales discipline across teams.
• Establish standard operating procedures for opportunity management.
• Ensure stage progression and qualification frameworks are followed.

Pipeline & Forecast Management

• Monitor pipeline health, coverage ratios, and conversion rates.
• Conduct weekly forecast reviews with sales leadership.
• Identify deal risks, slippages, and corrective actions.
• Improve forecast accuracy and revenue predictability.

Performance Analytics

• Develop sales dashboards and executive reports.
• Analyse win/loss trends, sales cycle, productivity, and funnel performance.
• Provide actionable insights to improve revenue and GP achievement.
• Track key metrics including:
  • Pipeline Coverage
  • Win Rate
  • New Logo Acquisition
  • Revenue Achievement
  • Gross Profit Achievement
  • Sales Cycle Duration

Strategic Account Planning

• Support sales teams in account mapping and whitespace identification.
• Drive CXO relationship planning and engagement strategies.
• Identify cross-sell and upsell opportunities.
• Monitor strategic account growth plans.

Sales Enablement & Capability Building

• Design training programs on sales methodologies and solution selling.
• Improve discovery, qualification, and negotiation capabilities.
• Drive onboarding and productivity ramp-up of new sales hires.
• Build playbooks and reusable sales motions.

Forecasting & Business Reviews

• Lead Monthly Business Reviews (MBR) and Quarterly Business Reviews (QBR).
• Prepare leadership insights on revenue, pipeline, and growth opportunities.
• Ensure accountability on sales commitments and action plans.

Cross-Functional Collaboration

• Work closely with Sales, Marketing, OEM Alliances, Finance, Delivery, and HR.
• Support pricing governance and commercial approvals.
• Coordinate executive reviews and strategic initiatives.

Preferred candidate profile

• Bachelor's degree in Business, Engineering, Marketing, or related field.
• MBA preferred.
• 8-15 years of experience in B2B technology sales, sales operations, or sales excellence.
• Strong experience in CRM platforms (Salesforce, Dynamics, HubSpot, etc.).

Advanced Excel, Power BI, and sales analytics expertise