The Business Manager plays a critical role within the MEA Public Sector team, responsible for identifying, planning and executing on the opportunities to drive revenue and market share.
Business management covers three core disciplines: Business Insight, Sales Leadership and Operational Excellence. The objective of the Business Manager is to deliver 1st class performance in Business Insight as a key driver for Sales Leadership and Operational Excellence. The role supports the PS GM to set the direction, goals and execution plans across the MEA Public Sector business.
- Find sustainable competitive advantage through Business Insight
- Deliver execution excellence, agility & innovation through Operational Excellence
- Provide the sales, change and people leadership through Sales Leadership
Reporting to the Public Sector general manager, success for this role will be measured in 3 critical areas:
1. Business Insight - create an intelligence driven culture, communicate and educate across the team, and drive the changes necessary to exploit market opportunities. Support the business with deep market insight, planning capability across the teams, deliver critical planning exercises including growth planning and segmentation.
2. Operational Excellence - the ability to drive efficiencies, create and manage an effective rhythm of the business and successful adoption and deployment of world class processes and tools.
3. Sales Leadership -drive delivery of account and territory planning, including key customer facing activities such as COS and EBR completion, Compete workloads, use of supporting resources such as sales desk and cross team collaboration with EPG and SMSP. Create, share and leverage best Sales Excellence practices
This role requires the person to be able to excel the following tasks:
Maintain and develop our 3 year business plan, incorporating market insight, growth potential across sales teams and key growth engines.
Support area growth planning framework.
Segmentation and territory planning as part of annual planning cycle and maintaining in-year segmentation integrity.
Provide platform for negotiation of annual growth targets with Corp and area.
Drive excellence in account and territory planning, including best practice in conditions of satisfaction, EBRs, EBCs and other revenue-driving account planning activities.
Rhythm of Business (ROB)
Plan and manage across a virtual team (including WW PS, area EPG and SMSP teams) to deliver core ROB, Including:
o Monthly Business Update (MBU)
o Quarterly Business Update (QBU)
o Mid-year Review (MYR) process)
Build deep subject matter expertise in our business metrics, data, processes and tools to drive the ROB and support sales teams with strong analytics and insight.
Ensure ROB reporting is up-to-date, with high quality data and a well-managed relationship with WW Public Sector.
Process Implementation and governance.
Implementing core processes and associated operational infrastructure in support of:
o Account Planning and Territory Planning, partnering with EPG and SMSP.
o Integration into Opportunity and Relationship Management processes including MSSP process execution.
o Competitor and market information, including win/loss reporting, share analysis and compete insights.
Drive quality completion of Account Planning, Opportunity Management, Executive Business Reviews. Coach sales teams to improve quality and champion the benefits of best practice in account and territory planning. Deploy process and tools across the business, as new processes are developed then refined.
Manage and maintain data quality across account plans, opportunity portfolio, competitive situations, and CPE.
Manage continuous improvement of process and tools usage. Collaborate across segments and corporate teams to adopt best practice, deliver time back to sellers through efficiency, reducing overhead and building a culture of execution excellence.
Manage support resources, including contractors and interns. Work across PS, EPG and SMSP to create virtual teams to deliver the above.
Scope, plan and manage projects to improve the Public Sector business, such as implementation of new planning processes, structural change projects, skills development etc.
The role requires:
A strong analytical thinker with attention to detail in reports, and financial and operational analysis. Ability to distil high volumes of data into succinct insight for sales teams.
Ability to produce excellent plans, with clear analysis and direction. Be able to drive the implementation of those plans through influence and across broad, multi-party teams.
A strong ability to collaborate internally with people across sales and corporate responsibilities.
Can clearly state in simple business terms the purpose and expected outcomes from complex process, operational execution and reports, including financial and market data.
Has strong project management and implementation experience that involves non-reporting stakeholders.
Ability to simplify business operations within the context of corporate and local requirements and guidance.
Ability to engage with stakeholders at all levels across the business from GM to interns, supporting the business with deep subject matter expertise and analytical excellence.
A passion for processes and systems that are effective and run efficiently.
Knowledge, Skills and Experience
1) Essential Experience
Demonstrable management experience of business operations (revenue forecasting, pipeline management, P&L, etc.) and / or Sales Excellence.
Provide specific examples of large-scale programme management, delivering demonstrable process change.
Provide specific examples of Executive engagement/management in complex team environments.
Excellence in managing virtual teams across a multi-dimensional businesses
Must be able to work independently and collaborate effectively
Experienced at handling projects in a fast-paced environment
Ability to understand market and customer trends
Strong stakeholder management skills, selling and delivering change to optimize business processes.
2) Technical/Functional Skills
Strong programme/project management experience/expertise
Delivers change with permanent results.
Business analysis skill-set/strong financial background
Excellent written and verbal communication skills
3) Personal Attributes/Interpersonal Skills
Drive for results, looks for ways to improve processes, tools, teams and performance.
Creative, flexible, Self-Confident
Conviction of belief/action
Self-motivated and self-directed person, with “Just do it” attitude.