Senior Manager - Sales Pipeline Management

Johnson Controls Ltd; Bengaluru; Presencial; INR 3.000.000 - 6.000.000; Jornada completa

Descripción de la vacante

Johnson Controls Ltd in Bengaluru seeks a Senior Manager, Pipeline Management, APAC to own regional pipeline health and governance. You will drive analytics, KPI dashboards, and structured reviews with market leadership to close gaps and accelerate quota attainment.

You will partner with Sales, Finance, and Enablement to embed a consistent framework, provide coaching, and ensure data-driven decisions across APAC markets.

Formación

• 10+ years of progressive experience in sales operations or sales performance management in APAC.
• Proven track record improving pipeline health and quota attainment across multiple markets.
• Strong capability in pipeline analytics and root-cause analysis of performance gaps.
• Ability to define and deploy KPIs, dashboards, and governance across a multi-country sales org.
• Experience with CRM and sales analytics platforms and with leadership coaching.

Responsabilidades

• Analyze pipeline KPIs across APAC to generate actionable insights and clear narratives.
• Lead structured engagements with GMs to review pipeline health and agree countermeasures.
• Own regional visibility of quota attainment by market and seller with action tracking.
• Conduct productivity/risk analysis and drive mitigation actions with market leaders.
• Deploy the global pipeline management framework with governance and regular reviews.
• Coach sales leaders with data-driven approaches to forecasting, deal execution, and performance.

Conocimientos

Sales operations

Pipeline analytics

Forecasting discipline

Governance & KPIs

Leadership & cross-functional coaching

Herramientas

Salesforce

Power BI

Descripción del empleo

Senior Manager, Pipeline Management, APAC

The Senior Manager, Pipeline Management, APAC is responsible for the health, discipline, and predictability of the region's commercial pipeline. Reporting directly to VP Pricing and Commercial Operations, APAC, the role owns regional visibility of pipeline coverage, conversion, velocity, and quality; deploys the global pipeline management framework across markets; and converts pipeline and quota attainment data into clear performance narratives and agreed countermeasures with market leadership.

Key Responsibilities

Pipeline Performance & Insights

Analyzes pipeline KPIs across the region to generate actionable insights on coverage, conversion, velocity, and quality. Translates data into clear performance narratives that highlight risks, opportunities, and the specific actions required at both market and regional level, laying the foundations for leadership actions.

Market Liaison & GM Engagement

Acts as the primary liaison with market teams to align on pipeline health, priorities, and execution. Leads structured engagements with GMs – including preparation and facilitation of pipeline reviews – focused on root cause analysis of performance gaps and agreement of concrete countermeasures with named owners and timelines.

Quota Attainment & Performance Improvement

Owns regional visibility of quota attainment performance by market and by seller. Drives disciplined follow-through on improvement actions, ensuring markets execute targeted plans to close gaps versus plan and that committed actions are tracked to completion and measurable effect.

Productivity & Risk Management

Conducts productivity analysis at market and sales-team level to understand where capacity, coverage, and effectiveness constrain attainment. Identifies early risk signals to attainment and proactively drives mitigation actions in partnership with market leaders, escalating where regional intervention is required.

Pipeline Management Framework & Discipline

Deploys the global pipeline management framework consistently across APAC markets. Embeds pipeline discipline through clear governance, a regular review cadence, common data definitions, and ongoing performance tracking, so pipeline management operates to a single standard.

Sales Leadership Coaching & Enablement

Partners with L&D to provide coaching and capability development for sales leaders, focused on pipeline management, forecasting rigor, deal execution, and performance leadership. Reinforces best practices through data-driven coaching, feedback loops, and targeted training interventions tied to observed performance gaps.

Required

• 10+ years of progressive experience in sales operations, commercial enablement, or sales performance management, with regional or multi-country responsibility in APAC.
• Proven track record improving pipeline health and quota attainment across multiple markets, driving adoption and influencing leaders who do not report directly.
• Strong capability in pipeline and sales performance analytics – coverage, conversion, velocity, quality, forecast accuracy – and in structured root-cause analysis of performance gaps.
• Proven ability to define and deploy KPIs, dashboards, and a governance and review cadence across a multi-country sales organization.
• Able to work effectively in a matrix organization structure, with strong leadership, influencing, and relationship and conflict management skills.

Strongly Preferred

• Experience deploying a global or regional pipeline management framework and embedding it through governance and review discipline.
• Hands-on experience with CRM and sales analytics platforms (e.g. Salesforce, Power BI) and with seller-level productivity measurement.
• Experience designing or delivering sales leadership capability programs in partnership with L&D.

Core Knowledge Expectations

• Pipeline management fundamentals: stage definitions, coverage ratios, conversion and win rates, sales cycle velocity, and pipeline quality and hygiene standards.
• Quota and attainment mechanics: target setting, attainment tracking by market and seller, forecast accuracy, and gap-to-plan analysis.
• Performance analytics: data definitions, KPI frameworks, dashboard design, and translating analysis into executive-ready performance narratives.
• Root‑cause problem solving methodologies, countermeasure design, and closed‑loop action tracking applied to commercial performance.
• Sales governance and review design, forecasting rigor, deal execution discipline, and the interfaces between Sales, Finance, and Enablement across APAC markets.

Experience Level Senior Level