Sales Enablement Manager

Date: Jun 28, 2024

Location: Shanghai, SH, CN, 200031 Beijing, BJ, CN, 100020 Beijing, BJ, CN, 100022

Company: W. R. Grace & Co.

Job Description

This role proactively manages the order fulfilment cadence for the Asia, by aligning the need to meet or exceed customer expectations with existing supply chain capabilities and revenue financial commitments. Reporting to the Sr Manager of Sales Enablement and to perform effectively in this role, continuously identifies order fulfilment and sales plan gaps, facilitates closure of such gaps by engaging and mediating between multiple internal stakeholders. Being acutely aware of the recurring pain points along the order to cash process, participates and often leads process and management systems improvement projects.

Responsibilities

  • Analyze, coordinate and communicate on a weekly basis the sales plan through the Order Tracker tool. This is achieved by linking Sales, Marketing, Demand Planning, Supply Planning, Production, Order Fulfilment and Finance to ensure customer orders are properly fulfilled in a timely manner, and that revenue goals are met in the Territories under management
  • Upon identified risks and upsides to sales plans, propose and drive corrective actions to mitigate potential misses
  • Support sales with maintenance of regional dashboards and KPI’s flagging logistics, manufacturing and other operational issues
  • Ensure full alignment across the business, report and communicate regional requirements and changes to the leaders
  • Maintain pricing tables for SAP Sales Organizations in scope, ensuring data accuracy, process discipline, timely updates and compliance with internal control guidelines
  • Effective execution results in increased revenue and directly impacts internal and external global audit results
  • Support regional management and sales with ad hoc sales data and analysis requests plus Salesforce CRM training and functionality enhancements
  • Take lead on complex process and system improvement projects around SalesforceCRM adoption and evolution, SAP Order Mgmt, SAP analytics tools and sales effectiveness KPIs
  • Active participant in process improvement sessions
  • As the in-region Super User, trains and assist Salesforce users
  • Actively participate in global and regional meetings
  • Support other projects as needed

Required Qualifications

  • Bachlor degree in a technical or business field
  • Fluent in English spoken & written
  • 7+ years in a sales support, order fulfilment, supply chain, or other relevant business experience
  • Proven business process improvement skills
  • Understanding of the processes associated with the sales cycle and the ability to influence the process to deliver business results.
  • Demonstrated proficiency in at least one of the following tools, and a strong desire to learn the others: Salesforce CRM, SAP Order to Cash, Business Analytics, and Microsoft Excel
  • Chemical or other manufacturing industry experience is highly desirable
  • Experience of working in a multicultural environment in an international organization. Experience working with teams in different time zones is desired
  • Previous interaction or experience working with Logistics / Supply Chain and Manufacturing organizations is desired

Preferred Competencies

  •  Proactive individual who takes ownership to resolve problems
  • Attention to detail and accuracy
  • Sense of urgency and bias towards action
  • Performs effectively under pressure and in conditions of ambiguity.
  • Ability to lead/manage within a matrix organization
  • Demonstrates
  • intellectual curiosity and a passion for process improvement
  • Strong analytical skills, with an ability to assimilate multiple inputs into a cohesive output that is easily explained and defended.
  • Excellent organizational, communication, collaborative and interpersonal skills, including inter-cultural understanding