Sales Excellence Manager

Pacific International Lines; Singapore; On-site; SGD 90,000 - 130,000; Full time

Job summary

Pacific International Lines seeks a Sales Excellence Manager to drive end-to-end transformation of the PIL Sales Process and CRM ecosystem, aligning with business goals.

This role collaborates with IT, regional and agency offices to deliver a seamless digital experience and optimize internal processes across the group.

Key duties include embedding sales best practices, ensuring CRM adoption, defining global performance metrics, and leading cross-functional projects and training.

Qualifications

• Bachelor's degree in Business Administration or related field is required.
• Minimum 5 years of project management experience.
• Experience implementing digital sales & customer service tools and automation.
• Experience in Sales Performance analysis and management.
• Strong Sales Methodology knowledge.
• Proven experience driving end-to-end sales processes.
• Strong organizational and multitasking skills.
• Excellent communication and interpersonal skills.

Responsibilities

• Embed and sustain adoption of sales best practices through governance, coaching, and performance management.
• Ensure proper usage and effective adoption of CRM (Customer Relationship Management tool).
• Gather and align enhancements for the CRM platform in collaboration with Regional offices, IT and relevant stakeholders.
• Define, align, and track global sales performance metrics.
• Partner with PIL Academy to prepare and deliver training courses using up-to-date market content.
• Drive global initiatives involving the sales organization, ensuring cross functional alignment.
• Lead or support global rollouts of Sales processes, tools or methodologies.

Skills

CRM adoption

Sales performance

Stakeholder management

Cross-functional leadership

Project management

Change management

Communication skills

Shipping industry knowledge

Education

Bachelor's degree

PM certification (PMP/CSM)

Tools

CRM platforms

Job description

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The Sales Excellence Manager will be responsible for driving the end-to-end transformation of the PIL Sales Process and the Customer Relationship Management (CRM) ecosystem as well as managing Sales Performance, designing and ensuring adherence to Sales Standards. Additionally, this role involves being part of the Sales & Customer Service Excellence team to look at the strategic design, implementation, and adoption of the overall group Sales Process and the CRM platform, ensuring it aligns with business objectives, enhances customer engagement, and improves operational efficiency. The successful candidate will work cross-functionally with IT, Regional Offices, Agency Offices (Sales, Customer Service, and Operations teams) to deliver a seamless digital experience while optimizing internal processes.

Job Responsibilities

Main Responsibilities

• Embed and sustain adoption of sales best practices through governance, coaching, and performance management.
• Ensure proper usage and effective adoption of CRM (Customer Relationship Management tool).
• Gather and align enhancements for the CRM platform in collaboration with Regional offices, IT and relevant stakeholders.
• Define, align, and track global sales performance metrics.
• Partner with PIL Academy to prepare and deliver training courses using up-to-date market content.
• Drive global initiatives involving the sales organization, ensuring cross functional alignment.
• Lead or support global rollouts of Sales processes, tools or methodologies.

Leadership Resposibilities

• Strategic Vision: As part of the GCS team, to develop and communicate a clear roadmap for Sales transformation aligned with business goals.
• Stakeholder Management: Build and maintain effective relationships with key stakeholders, both internal (executives, department heads) and external (vendor representatives), ensuring alignment and support throughout the implementation.
• Team Leadership: Lead and inspire cross-functional teams involved in the transition, fostering a collaborative and high-performance culture to achieve project milestones.
• Decision-Making: Make informed and timely decisions, considering the impact on the project and the broader organizational context.
• Change Leadership: Drive organizational change by effectively communicating the benefits of Sales Performance, CRM and Sales Process alignment initiatives and addressing concerns proactively.
• Risk Management: Identify potential risks associated with implementation, develop mitigation strategies, and lead the implementation of risk management plans.
• Continuous Improvement: Foster a culture of continuous improvement by evaluating processes and systems, identifying opportunities for optimization, and implementing and promoting best practices.

Job Requirements

• Bachelor's degree in Business Administration, Project Management, or a related field. Advanced degrees or relevant certifications (e.g., PMP, CSM) may be advantageous.
• Proven experience in project management, with a focus on executing complex projects within specified timelines.
• Experience implementing digital sales & customer service tools and automation initiatives.
• Experience in Sales Performance analysis and management.
• Strong Sales Methodology knowledge.
• Proven experience driving end-to-end sales processes.
• Strong organizational and multitasking skills.
• Excellent communication and interpersonal skills.
• Familiarity with the container shipping industry with commercial sales background is a plus.
• Minimum 5 years of experience.