Sales Excellence & Strategy Manager, Advertising & Online in Miami, FL

TitleSales Excellence & Strategy Manager
LocationMiami, FL
DivisionAdvertising & Online
Date AddedFebruary 25, 2015
Open Positions1

Microsoft Advertising is an industry leader in the market - the decisions made on this team shape and impact not only the future of Microsoft but also the entire industry.

The primary purpose of the Sales Excellence LATAM role is to develop insights needed to efficiently and effectively progress strategic improvements and day-to-day operations of the A&O Ad Sales business. The role adds value by working with corp resources to develop measures which will ensure the landing of the Sales Excellence plan and operational excellence in a subsidiary/area.

Working as part of the Emerging Markets regional team, the sales excellence role is part of a small tightly knit team of sales excellence managers across the region. The Emerging Markets regional team mission is to design and deliver scalable programs and support channels that arm our sales force with content and insights, inspire our audiences and build an industry-leading position for the Microsoft Advertising brand in order to grow market share and revenue.

Qualifications & Responsibilities:
5+ years of experience in business data analysis, revenue forecasting, developing business insight and identifying opportunities for improvement, sales and/or marketing experience with digital media advertising or similar industries

Extracting and making sense of data and translating it for the business.
Proactively exposing areas that require course correction.
Linking measures that cross the organization, both subsidiary and worldwide
Managing the opportunity pipeline for all pipes, ensuring velocity, quality and coverage
Developing revenue forecasts
Supporting the attainment of green scorecard metrics including measures against pipeline, IO (Internal Order), budget attainment, and reporting forecast.
Ensuring revenue forecasting and reporting accuracy
Performing business analytics such as scorecard data, IO reporting, IO, and deriving actionable insight - data required for growth planning
Producing both scheduled and ad hoc reporting from A&O, MSA BG and OSD (Online Services Division) supported systems
Managing the quota for the Segment Sales roles along with running the sign-off process and adjustments
Managing the overall annual segmentation process as well as maintaining the Master Account List (MAL)
In collaboration with the Readiness team and SMSGR Alliance Manager Reporting Field Readiness Index (FRI) training status and identifying course corrections where required
Managing Customer Sat customer data accuracy and reporting of Customer Sat survey results through Sales Excellence
Managing the review process for large, critical and slipped deals and providing feedback into corporate regarding slipped, critical deals
Developing business insight and identifying opportunities for improvement
Managing the action list from directs meetings and business reviews
Management and improvement of the following core operational processes: Revenue Forecasting, Segmentation data, Quota management, ROB supportive reporting, ad-hoc reporting, and Customer Data Quality
Driving optimization in tools utilization, including leading an effort around a new tools launch, testing and adoption - e.g., Forecasting, Account Planning.
Programmatically identifying root causes for underperformance.
Continually drives standardization and simplification across A&O business operating models and processes.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, gender, sexual orientation, gender identity or expression, religion, national origin, marital status, age, disability, veteran status, genetic information, or any other protected status.
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