Manager-Sales Operations (Asia)/Ariba

Rashmi Nambiar
Sr. Consultant,
Alchemist HR Services
rashmialchemist@yahoo.com

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Purpose
To develop, lead, manage, execute, and be the one point of contact for all sales operations related work & projects in order to enhance the efficiency and performance of the commercial organization in the Asia region.

Nature & Scope
Ariba is a world leader in spend management solutions & services and has a global footprint with a presence in North America, Europe, and the Asia-Pacific regions. There is a great need to rationalize sales operations in Asia by creating and implementing centralized and standardized systems, as well as improving coordination both within the Asia region, and externally with the US & EMEA.

The major functions of the incumbent would include:

1. Leading, creating, improving & managing a formal and disciplined sales management process & analyses for Asia.
2. Managing roll out of compensation plans for the Asian commercial organization.
3. MNC Customer Coordination & Tracking for Asia.
4. Coordinating training events, new worldwide initiatives (ex: SMP), and other Ariba global events (ex: Ariba Live) for the Asia Region.


The incumbent will be guided by Finance Director (Asia) and Senior VP (Europe & Asia), and will (with buy in from his manager) have the freedom to drive projects to increase commercial efficiency as he deems fit. The incumbent will be supported by his/her manager to get buy-in from senior management for any initiatives requiring a leadership push.

The Manager will have to coordinate on a daily basis with commercial personnel across the Asia region, as well as with senior Asia Management on a regular basis. Further, he will be frequently liaising / coordinating / be the one point of contact with Ariba management in the US & EMEA for all sales operations related activities.


Specific Accountabilities

1. Lead, creating, improving & managing a formal and disciplined sales management process & analyses for Asia so as to get a better, more accurate picture of the performance of the Asian Sales Organization by:
a. Ensuring successful & accurate rollout of SFDC
b. Ensure creation & standardization of reports for senior management in Asia & the US and conducting meaningful analyses to get better visibility into all aspects of the Asian commercial organization.
i. Tracking productivity of commercial resources.
ii. Weekly Pipeline Tracking Tools
iii. Weekly Pipeline report to US
iv. Contract renewals/expirations
v. Cross-selling reports
vi. Monthly Pack
2. Manage roll out of compensation plans for the Asian commercial organization so that sales resources have a clear understanding of expectations by:
a. Getting consensus from senior management and assisting in creation of customized compensation plans.
b. Explaining compensation plans to resources.
c. Coordinating implementation of compensation plans with the US.
3. To manage MNC Customer Coordination & Tracking for Asia in order to capture maximum MNC related revenue (allocated & incremental) by:
a. Creating a tracking system to track work on MNCs
b. Facilitating coordination between local account managers and global account managers.
c. Reviewing MNC accounts with senior Asia management on a quarterly basis.
4. Coordinate training events, new worldwide initiatives (ex: SMP), and other Ariba global events (ex: Ariba Live) for the Asia Region to ensure Asia taps into all possible global initiatives of use by:
a. Being the one point of contact for Asia for the purpose of these initiatives.
b. Coordinating and ensuring success of these initiatives.