Senior Manager - Revenue Funnel Management

Overall Leadership

• Drive change management and continuous improvement initiatives to enhance business performance, optimize sales funnel management, and implement effective sales incentive plans.
• Provide leadership to the team, fostering a culture of collaboration, accountability, and performance excellence.

Sales Funnel Performance Management

• Design and implement sales targeting processes that ensure visible and transparent resource utilization, aligning sales efforts with organizational goals and objectives.
• Establish key performance metrics (KPIs), such as growth rates, win/loss ratios, and sales cycle duration, to measure sales effectiveness and identify performance gaps. Develop actionable plans to address these gaps.
• Co-lead the Incentive Committee with representatives from Sales, Finance, and AR teams to develop and implement incentive schemes that drive team performance.
• Ensure timely and accurate reporting of sales performance data for incentive calculations and management reviews.

Pricing and Quotation Management

• Oversee the preparation of quotations, tender documents, and order acceptance processes, prioritizing RFQs and tender submissions.
• Develop cost and pricing matrices to deliver timely and consistent customer quotations and ensure efficient order acceptance.
• Lead planning, implementation, and compliance for commercial contracts and agreements to mitigate risks and meet organizational obligations.
• Review legal documents, including Non-Disclosure Agreements, related to commercial contracts.

Data Management, Analytics Business Intelligence

• Design and implement data management policies to ensure accuracy, consistency, and integrity across all systems.
• Oversee database management to maintain the accuracy and timeliness of master data updates (Item Master, Customer Master, Vendor Master).
• Lead the formulation of pricing strategies and take actions to optimize profitability while maintaining accuracy in pricing and discount frameworks.
• Develop and manage base pricing structures and discounting frameworks to support business goals.
• Analyze and present key business intelligence, including revenue trends, product performance, sales growth indicators, and overall sales effectiveness, to support decision-making.