The Adecco Group is the world's leading talent advisory and solutions company. We believe in making the future work for everyone, and every day enable more than 3.5 million careers. We skill, develop, and hire talent in 60 countries, enabling organisations to embrace the future of work. As a Fortune Global 500 company, we lead by example, creating shared value that fuels economies and builds better societies. Our culture of inclusivity, entrepreneurship and teamwork empowers our 30,000 employees. We are proud to have been consistently ranked one of the 'World's Best Workplaces' by Great Place to Work®.

The Adecco Group AG is headquartered in Zurich, Switzerland (ISIN: CH0012138605) and listed on the SIX Swiss Exchange (ADEN). The Group is powered by three global business units: Adecco, LHH and Akkodis.

Group SVP Global Sales Operations

Location: Europe

Mission

As a key leadership role in the Global Sales & Marketing Organization (GSMO), the core mission of the Global Sales Operations leader is to enable best-in-class sales across all our GBUs and around the world to maximize revenue & customer satisfaction through effective & agile Sales Operations. Additionally, the Global Sales Operations leader directly supports the Adecco Group Premium Accounts sales operations and the cross-GBU efforts at global and local levels.
Specifically, the Global Sales Operations leader is responsible for establishing the sales processes and supporting infrastructure and ensuring adoption across the group. He/she establishes the sales rhythm of business, from integrated business planning in partnership with the finance team to account planning and pipeline management, as well as reporting and analytics to support business management & inform future strategy through data driven insights. Finally, the Global Sales Operations leader is responsible for engaging the sales community across the group, driving enablement and best practices sharing in order to drive best-in-class sales discipline.

Responsibilities

Sales Processes and infrastructure:

Define & harmonize sales taxonomy (client/ industry…), standard sales workflows and processes across the Adecco Group - from prospecting to contracting.
In partnership with GBU, countries & finance, establish client segmentation (client heatmap, opportunity mapping, coverage model, etc.) and annual review process.
In partnership with IT, ensure the infrastructure is supporting processes and reporting needs (CRM, data lakes, Analytics capabilities, etc.)
Develop & implement pipeline management standards: taxonomy, standard reports, pipeline to forecast, win & loss analysis best practices, etc.

Technology & reporting:

Partner with IT & finance, to ensure strong data management & governance to support reliable reporting & insights.
Develop strong reporting capability with a view to develop self-served customizable data for all key stakeholders across the group, including senior management (EC/Board)
Establish standard report portfolios to support best-in-class sales management and reduce duplication of efforts.

Sales transformation:

Leverage data and insights to adjust sales strategy to maximize profitable growth and optimize cost of sales: market trends, competitive analysis, sales productivity analysis, pipeline insights, etc.
Propose sales organization enhancements including sales roles required, profile of excellence, job description enhancements, standard role KPIs, etc.
Ensure adoption & compliance to all tools & processes from individual contributors to leadership levels, developing guides, trainings, etc.
Regularly assess sales capability and partner with the Sales & Marketing Academy to establish curriculum: Challenger, micro-learnings, etc.
Partner with the marketing team to prepare best-in-class enablement and customer-facing materials.
Engage and manage sales community to support transformation and best practice sharing.

Premium Accounts and Cross-GBU sales operations

Manage all sales operations for Premium accounts: establish and run rhythm of business for Premium accounts including account planning development and review, pipeline management, win & loss reviews, monthly business review and correction plans, etc.
Support the Solution Sales team in running the cross-GBU sales operations at global level
Support Country Presidents and country sales leaders in running the cross-GBU sales operations: rhythm of business, standard reporting, best practice sharing, etc.

Key Leadership Responsibilities:

Lead and manage full employee life cycle of direct reports.
Assume mentorship role to key sales operations personnel, assisting in the execution of their duties, ensuring constant improvement in their professional skills

Key Stakeholders:

GBU and country sales leaders
GBU and country sales operations teams
GBU and Country Presidents
GBU and country sales teams
Premium Account sales teams
Marketing

Stakeholder Value Add from Global Sales Operations

Develop departmental goals and objectives for further sales effectiveness and align planning, forecasting and budgeting initiatives against business objectives and with stakeholders (finance, country management and brand teams)
Implement customer segmentation, targeting, positioning initiatives that assist senior sales management in deciding resource allocation based on the internal requirements and the external market
Identify business sales opportunities by conducting market analyses and increase sales effectiveness by performing sales analysis & tracking and derive recommendations
Provide a clear strategic direction, purpose and leadership to the Sales Support and Implementation functions covering full presales cycle - qualifying, solutioning, bidding, winning, and renewing deals with clients
Advise and Support the Global Head of Sales through the design and execution of the Transformation journey of Global Sales
Organize and lead the preparation of all Global Sales Reviews with Leadership - in liaison with Group Finance, Group HR and the Global Head of Sales
Drive increasing sales intensity through salesforce.com

Experience

* University Degree or equivalent in Business, Marketing or related is preferred

* Recruitment industry knowledge is an advantage

* Advanced level of English language - written and oral

* Another European language a plus

* At least 5 years' experience in a similar role

* At least 3 years' experience in a senior leadership role

* 15+ years' experience working in an international context within a large Service organisation is desirable

This job advert is posted by Adecco Group AG with registered address at Bellerivestrasse 30, 8008 Zürich, Switzerland. www.adeccogroup.com

The Adecco Group Jobs

Group SVP Global Sales Operations