Defining the Purpose of the Job:

Purpose

The role holder plays a pivotal role in driving sales performance and operational excellence across AME & SEA. The role supports the Business Heads in executing sales strategies, strengthening sales processes, driving digital enablement, and ensuring effective governance of key business priorities.

Section C: Key stakeholders and their expectations:

Key Stakeholders List Key Expectations of Stakeholders

Internal

Business Head – AME

Business Head - SEA

Drive successful scale up of sales targets

Regional Business Manager / Country Head

Ensure the adoption and sustainability at a global level.

Sales Team - Direct and Chanel

Review & guide monthly sales targets to gauge performance and areas for improvement.

Digital & IT team

To enable the field force with relevant Digital and IT System for increased customer face time

Global Teams

Drive towards continuous improvement based on regional learnings and drive the scalability in the respective regions

External

Distributors / Channel Partners

Adequate support to deliver profitable and sustainable business for the allocated geography.

Section D: Defining Result Outcomes:

Key Expectations of Stakeholders Result Outcomes to achieve expectations

Sales Strategy Development

Formulate and implement effective sales strategies to achieve business objectives

Process Optimization & Improvement

Identify and implement process improvements to enhance sales efficiency and effectiveness.

Sales team Review

Track and analyze sales performance metrics. Identify areas for performance improvement and drive engagement with the frontline team.

Market Analysis

Conduct market research to identify new business opportunities and stay updated on industry trends

Digital Transformation & CRM Implementation

Drive digitalization, automation, and effective CRM adoption to

improve sales productivity, process discipline, pipeline visibility,

data quality, business visibility, sales effectiveness, and

customer-facing time.

Business Head / Strategic Office Support

Enable Business Heads – AME & SEA in driving strategic

priorities, business governance and effective execution across

the regions.

Section E: Defining Enabling Outcomes:

Result Outcomes to achieve expectations Enabling outcomes to achieve results outcomes

Sales Strategy Development

Formulate and lead strategic action plan for scale-up and

sustenance, through effective cadence and governance

mechanism

Process Optimization

Ensure the sustainability and continuous improvement across

regions.

Sales team Review Assess and review monthly sales targets

Market Analysis

Work closely with global teams to drive scalability and

innovation

Digital Transformation & CRM Implementation

Co-lead IT and digital enablement initiatives, including CRM

implementation and enhancement, by acting as the interface

between Sales and IT teams; drive user adoption, data quality,

process adherence, and effective utilization of digital and CRM

tools.

Business Head / Strategic Office Support

Act as a strategic execution support to the Business Heads –

AME & SEA by coordinating business reviews, strategic

initiatives, management presentations, action tracking and crossfunctional

follow-through.