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We are looking for an experienced Commercial Operations Leader - Middle East, to join our Electrical division in Dubai, our Middle East Headquarter.
The role aims to help the sales team grow by using technology, processes, and continuous improvement mindset. It involves standardizing work processes for smooth selling and customer experiences.
The applicant will align all functions with common goals, requiring high IT literacy, analytical thinking, and strategic planning. Duties include identifying performance measures, creating analysis/dashboards, and managing improvement projects.
Additionally, the applicant will lead the adoption of standard business practices, sales tools, methods, and training.
What you'll do:
Enablement & Training:
- Sponsor adoption of core technologies required to run the sales business - Customer relationship management (CRM), Sales Enablement Tools, quotation tools & analytics.
- Sponsor processes & competency learning to successfully manage the top-to-bottom customer journey through our selling cycle through Strong collaboration with HR & Sales & Sales Training.
- Enhanced Deal Reviews - own and check deployment/use of the process.
- Implement onboarding programs with HR and Sales Training to reduce sales ramp-time.
Operational performance & governance:
- Contribute to the definition & deployment of an EMEA standard operating & go-to-market strategy / structure and "cadence" for each sales unit - frequency & type of meetings, participants & agenda.
- Participate in sales operations community of practice, support the team with harmonizing our business.
- Hold regular sales operational reviews to identify opportunities for continuous improvement for productivity gains.
- Identify metrics that align with sales growth strategies and use the data insight to measure process, methodology & profitability improvements.
- Forecasting & material planning ambassador - working with sales, marketing & Business Unit teams to leverage pipeline, marketing campaign & improve forecast accuracy.
- Lead the process & timeline for large deal T&C negotiations & approvals. Work with functional teams to ensure tenders are compliant with customer needs.
- Active participation in design & deployment of commercial logistics offer & pricing policies, supporting Country deployment of, and compliance with agreed policies.
- Support & promote transition to eCommerce.
Data quality & analytics:
- Lead for increased master data quality across all platforms and data types.
- Be the owner for CRM data quality & sponsor improvements through collaboration.
- Help the commercial teams to translate business insight into PowerBI dashboards.
Vision & strategy:
- Collaborate with local teams (HR, Finance, Segment Teams) for territory planning, role design, account planning, customer-ecosystem management & go-to-market strategy.
- Lead efforts to enhance productivity by optimizing organizational design, improving processes, adopting sales training, and eliminating non-value-adding activities.
Others:
- Managing the Order Center process, Deal Approval, Contract Management.
- Leading Profitability process, preparing analysis and sharing insight.
Qualifications:
- Bachelor's or master's degree (preferably in engineering or finance) or equivalent experience in Sales Management, Electrical Engineering, Sales Operations & Support, or a related field.
- Minimum of 10 years of experience in large multinational organizations and in one of the following areas Sales, Sales Operations or support, Sales Enablement, Data Analytics, Pricing Management, Contract Management roles with a high level of interface with sales teams
Skills:
- Proven track record of achieving business growth
- ERP & CRM Strong Knowledge/Experience
- Ability to communicate effectively with other departments
- Ability to collaborate in matrix organization
- Strong communication and interpersonal skills (problem solving, time management, building effective teams, etc...)
- Strong internal customer focus
- Result oriented, self-motivated, team player
- Creative thinker and have a vision of how to drive the continuous improvement
- Strong analytical skill and well-structured personality
- Fluency in English is a must
#LI-SA2
What we offer:
- Being part of a company that has been in business for more than 100 years, is well known in the industry, and has a major impact on the energy industry
- Work in a company that is commitment to Inclusion & Diversity and Sustainability
- Annual mentoring program, Eaton University, a reward, and recognition system
- Ongoing Learning and Career Development Opportunities in a global company. Build your career and apply internally for our open positions worldwide
- Strong, agile and diverse team locally and globally
- Strong processes and state-of-the-art systems and tools
- Structured employee development processes, open feedback culture with development plans
- Detailed induction support and well-structured onboarding
- Balance your work and life with a hybrid worktime model
We are committed to ensuring equal employment opportunities for job applicants and employees. Our recruitment processes use balanced selection criteria and avoid unlawful discrimination against applicants on the basis of their age, colour, disability, marital status, national origin, gender, gender identity, genetic information, race or racial origin, religion, sexual orientation or any other status protected or required by law.