Sales Excellence Lead

Kuala Lumpur
Permanent
Full-time

30 days ago

We're looking for people to join the Access family, who share our passion for believing in better, and who will help us continue to grow.Love Work. Love Life. Be You. - is central to our success and how we give our customers the freedom to do more of what's important to them.What does Access offer you?We offer a flexible, hybrid working environment where you can balance work and life while maintaining a strong office team-based culture. We deliver on what we say, taking the development of our people seriously. We'll work with you to progress your success plan and provide opportunities to accelerate your career.On top of a competitive salary, our wellbeing days taking you to 25 days leave a year and a health contribution, you'll also be able to choose from a range of benefits to suit you. We're an organisation that likes to give back, so you'll also have three charity days allocated to support a cause that matters to you.About you:We are seeking a Sales Excellence Lead to maximize sales team effectiveness through process improvements, capability building, and optimization of tools and systems-particularly Salesforce CRM. This role consolidates content from multiple teams, administers local incentive programs, and ensures sales representatives have streamlined access to the resources they need to drive revenue. Working closely with key stakeholders across Sales, Marketing, Product, Finance, Customer Service, and IT, you'll lead the development of platforms, reporting, and training initiatives that improve both team efficiency and customer outcomes.Day-to-day, you will:

Process & CRM: Lead Salesforce optimization, implement MEDDPICC methodology, deploy sales tools (Clari, Groove, CPQ)
Program Management: Design and execute initiatives and SPIFFs with high-performing sales teams to meet pipeline/revenue targets
Strategic Alignment: Foster sales-marketing collaboration, drive pipeline governance, ensure operational rigor
Performance Management: Track metrics, analyze business performance, implement improvement programs

Detailed Responsibilities:Sales Process Improvement & CRM Optimization

Analyze current sales processes to identify bottlenecks, inefficiencies, and opportunities for enhancement
Drive adoption and execution of sales methodology MEDDPICC across all sales teams
Lead implementation and optimization of sales tools including Clari forecasting, Groove, and sales cadences
Lead ongoing development and enhancement of Salesforce CRM and CPQ to support sales team effectiveness
Design and implement standardized sales workflows, custom fields and automation that improve sales productivity and customer experience
Ensure data integrity, system usability, and optimal CRM / CPQ configuration to maximize sales productivity
Develop and maintain sales performance metrics and KPIs to track effectiveness improvements
Create process documentation and training materials to support adoption of new methodologies

Sales Programs & Strategic Initiatives

Program Management - Design, implement, and manage programmatic initiatives with multiple high performing sales teams which deliver the required pipeline and revenue to meet company goals and targets
Pipeline Governance - Drive governance and operational rigor in pipeline management and sales execution
Functional Alignment - Strategic alignment and planning with key demand generation/sales stakeholders to deliver a simple, cohesive and effective demand generation plan
Process Management - Diagnose, document, and drive changes in Access Group sales processes to improve sales team effectiveness and efficiency
Sales-Marketing Alignment - Foster collaboration between sales and marketing teams to deliver the highest quality sales plays and programs in each sales division and maximize every lead in the organization
Business Analysis - Analyze business performance and directly address challenges with impactful programs
Metrics and Performance Analysis - Define and track key metrics to evaluate sales teams and program performance with continuous feedback loop to drive improvements
Support attainment of 100% of Sales teams against Pipe Gen Targets per month and quarter with impactful programs
Support delivery of minimum one sales play per division per month in partnership with marketing team
Support increase of average sales productivity through programmatic and strategic initiatives
Support maintenance or increase of existing close rates on pipeline across new business, account management and digital sales teams

SPIFF & Incentive Program Administration

Design, implement, and track local Sales Performance Incentive Fund (SPIFF) programs
Coordinate with sales leadership to develop targeted incentive campaigns for specific products or regions
Monitor SPIFF performance, track participant progress, and ensure accurate payout calculations
Create promotional materials and communications to drive SPIFF participation and awareness
Maintain detailed records and reporting on all incentive program performance and ROI

Platform Development & Reporting

Partner with Analytics & Insights team to develop comprehensive reporting dashboards and analytics to provide insights into sales performance and actionable intelligence to leadership
Design and maintain sales forecasting tools and performance tracking systems
Implement data visualization solutions that support decision-making across the sales organization
Work with Systems team to manage user access, permissions, and system maintenance to ensure optimal CRM performance

Sales Compensation & Administrative Support

Partner with Sales Comp team to address sales team inquiries regarding compensation plans, commission structures, and payout schedules in partnership with sales comp team
Assist sales representatives with understanding incentive program rules and qualification criteria
Coordinate with HR and Finance teams to resolve compensation-related questions
Maintain accurate records and databases for all sales programs and initiatives
Prepare reports and presentations on program performance and sales team activities
Ensure compliance with company policies and procedures in all program activities

Your skills and experiences might also include:

10+ years work experience in sales process, programs, operations, revenue operations or demonstrably related field in SaaS/B2B software environment.
Strong organizational and database management skills for managing content libraries, databases, or resource repositories, proficient in Microsoft Office Suite (PowerPoint, Excel, Word) for content organization and reporting
Experience with CRM platforms (Salesforce, HubSpot) and content management systems
Passionate about sales and developing excellent structures, processes, and people, with customer service orientation for supporting sales team requests.
Ability to work independently and deal with ambiguity in international environments.
Ability to thrive in a fast-paced environment, handle multiple tasks concurrently including peak volume management with strong attention to detail in a dynamic, rapidly growing organization.
Can do / Will do" attitude in supporting the business.

What are we all about?The Access Group is one of the largest UK-headquartered providers of business management software to small and mid-sized organisations in the UK, Ireland, USA and Asia Pacific. It helps more than 100,000 customers across commercial and non-profit sectors become more productive and efficient. Our products and solutions go beyond providing technology, we connect the right people with the right data, at the right time, through Access Workspace.At Access, we are committed to creating a welcoming and inclusive environment where everyone can thrive. If you're excited about this role, (even if your previous experience doesn't align perfectly), you might just be the perfect fit for us! We wholeheartedly believe in equality for all and the transformative power of diversity. Why not join our vibrant team where you can love what you do, love how you live, and most importantly, be authentically you? Let's make a difference together.Love Work. Love Life. Be You.

The Access Group

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