Sales Excellence Manager - B2B Home Automation

Role overview

Pipeline management

• Own pipeline management, demand discovery, demand planning, and related processes.
• Set demand generation goals at regional, country, and product levels with sales leads.
• Drive demand execution and integration across teams and demand sources.
• Evaluate campaigns and initiatives and share documented best practices.
• Provide bi-weekly pipeline updates and Power BI analyses for senior reviews.
• Roll out sales and customer service processes, tools, methods, and best practices.

Salesforce leadership

• Lead Salesforce adoption and strategic use as a comprehensive CRM for business development.
• Drive Salesforce usage accountability and ensure data quality and utility.
• Lead Salesforce improvement projects and change programs.
• Optimize Salesforce workflows, access rights, and alerts.
• Evaluate sales tools, identify gaps, and recommend efficiency improvements.
• Provide training and ongoing support for adherence to best practices.

Project and commercial management

• Manage strategic commercial projects using structured, data-driven methods.
• Define, track, and achieve operational and strategic initiatives.
• Develop project scopes, involve stakeholders, and coordinate resources.
• Deliver projects on time, within scope and budget, with complete documentation.
• Monitor and communicate project performance, risks, and updates.
• Lead annual budgets, re-budgeting exercises, business reviews, and Board-level reporting.

Leadership and collaboration

• Build relationships across global and cross-functional teams.
• Ensure information flow and action planning with stakeholders and subject matter experts.
• Lead and motivate team members and delegate tasks effectively.
• Model organizational values and desired behaviors.

Qualifications and experience

• Postgraduate degree in business or management, such as an MBA.
• Sales, commercial excellence, or project management certification is advantageous.
• 10–12 years of B2B experience with the ability to lead independently.
• In-depth Salesforce knowledge and proven adoption experience.
• Value-selling expertise and ability to identify growth opportunities.
• Familiarity with margin expansion and gross margin analysis by account and SKU.
• Strong project management, analytical, and commercial skills.
• Experience in multinational environments and culturally diverse teams.

Preferred skills

• Strong communication and change management skills.
• Ability to navigate organizational complexity and balance short- and long-term priorities.
• Comfort working with multicultural and virtual teams.
• Ability to manage multiple tasks and solve problems creatively.
• Flexibility with evolving commercial tools and technology.
• Stakeholder management and cross-team alignment skills.