Commercial Excellence Analyst

Job description

Job Number

2739489

Business

GE Digital

Business Segment

Digital Commercial Professional Services & Support

About Us

GE is the world's Digital Industrial Company, transforming industry with software-defined machines and solutions that are connected, responsive and predictive. Through our people, leadership development, services, technology and scale, GE delivers better outcomes for global customers by speaking the language of industry.

Posted Position Title

Commercial Excellence Analyst

Career Level

Experienced

Function

Sales

Function Segment

Sales Support

Location(s) Where Opening Is Available

China

U.S. State, China or Canada Provinces

Shanghai

City

Shanghai

Postal Code

201203

Relocation Assistance

No

Role Summary/Purpose

Lead & own all aspects of the Commercial Excellence process and technology stack. Work closely with Sales Representatives, Sales Managers and Business Segment Leaders to optimize commercial processes, analytics and systems to increase sales productivity and growth.

Essential Responsibilities

• Commercial Excellence/Sales Force Effectiveness:
• Own pipeline reporting process. Work with sales managers to optimize:
 Account prioritization & classification
 Prospecting effectiveness
 Market Coverage
 Pipeline throughput/yield and cycle time
 Won/Loss Analytics
• Work with sales teams to create targeting models that will increase sales efficiency and productivity. Basic knowledge of the following modeling frameworks is required:
 Account & opportunity profiling utilizing regression analysis.
 Fair Share & Share of Wallet assessments utilizing index modeling.
• Aid sales managers in forecasting, opportunity based budgeting (setting of quotas) and optimized deployment of sales resources to increase sales productivity.
• Partner with sales managers and field sales personnel to evaluate and improve functional processes.
• Develop and maintain, in partnership with Sales Leadership, a standard set of metrics to be reviewed and acted upon in a defined rhythm.
• Work closely with marketing, sales, and inside sales to measure and improve Key Performance Indicators (KPIs) Identify and communicate skill gaps in the sales teams to the training leader.
• Assist in the roll-out of new concepts and processes.
• Customer Relationship Management:
 Utilize salesforce.com to drive Commercial Excellence framework into the business. Create reports and dashboards that drive commercial action.
 Key Subject matter expert for how the business utilizes Salesforce.com.
 Identify and champion upgrade enhancements for sales team. Act as the front line business analyst – assess need and complete use cases for use by the Commercial Platforms Leader Items include process enhancements, new fields, new screens, new functionality, and new reports.
 Coordinate and participate in all Subject Matter Expert (SME) and User Acceptance Testing (UAT) prior to each CRM upgrade.
 CRM point of contact for the sales team. Assist the Commercial Platforms Leader and Training Manager in the rollout of SFDC enhancements

Desired profile

Qualifications/Requirements

• Experience working with a field sales force
• Experience as a commercial, marketing or statistical analyst.
• Experience working with Salesforce.com
• BS/BA degree
• Commitment to obtaining Salesforce.com ADM 201 certification within 6 months of hire Proven ability to be both strategic and tactical (attention to detail required)
• Proficient with Microsoft Office software (Excel, Access & MapPoint)
• Independent, self-directed, with a strong attention to detail
• Aptitude in critical thinking and problem solving.
• Strong teamwork and communication skills.

Desired Characteristics

• Knowledge of / background in software, software-as-a-service (SaaS), platform-as-a-service (PaaS) and expertise in targeted industries such as Power, Automotive, Discrete, Asset Monitoring, Advanced Analytics, Brilliant Manufacturing, to name a few
• Prior experience in commercial operations
• Energized by high profile/high impact tasks and assignments
• Outstanding verbal, written, and presentation skills
• Strong negotiation and interpersonal skills
• Strong integrity & demonstrated ability to identify opportunities for strengthening overall commercial compliancy & reduce risk in pricing processes
• Highly organized, driven self-starter
• Able to thrive in a matrix organization
• Ability to lead and influence others from other functions

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