Sales Effectiveness Lead
TeleTech, founded in 1982, is a leading global provider of data-driven, technology-enabled services that puts customer engagement at the core of business success. The company offers an integrated platform that combines analytics, strategy, process, systems integration, technology and operations to simplify the delivery of the customer experience for Global 1000 clients and their customers. This holistic multichannel approach improves customer satisfaction, increases customer loyalty and drives long-term profitability and growth. From strategic consulting to operational execution, TeleTechs more than 39,000 employees deliver results for clients in the automotive, communications and media, financial services, government, healthcare, technology, transportation and retail industries.
What It Means to Drive Sales Growth at TeleTech
The sales function at TeleTech requires special skills. This is not a transactional, but rather solution selling environment. Our client companies come to us because they have unique business problems and they are looking for a true partner solution. The sales cycle is long and complex, with a variety of intersections that could have lasting impacts on our ability to partner with a prospect or client company.
The Client Executives (CEs) and Sales Executives (SEs) who manage our client accounts are required to build relationships across all of a client organization, and help our clients solve complex customer experience problems. It requires the ability to navigate a clients organization, build account plans for growing their client accounts, and develop a strategy for winning individual competitive pursuits. They need a support team that is familiar with those objectives and can help structure the processes and leverage tools to support them.
How the Sales Effectiveness Lead Fits this Focus
As a member of our Global Markets and Industries (GMI) team you will manage the sales effectiveness of two Client Business Unit (CBU) teams who are focused on growing our business in specific industry verticals. Youll need to understand their markets, lead efforts to tailor TeleTechs standard offerings and sales collateral for those markets, and enable individual client planning and sales efforts. Youll also need to build relationships with the individual CEs and SEs, know their assigned territories and sales targets, and monitor their progress towards achieving those targets. Lastly, youll be responsible for ensuring the teams that you support are informed of and following the underlying sales processes, including guard rails around legal, pricing and leadership approval requirements, and that theyre leveraging all of the sales tools available to them.
What the role really does
For your assigned CBUs, you will be responsible for:
Program management for the annual sales interlock and target setting process
Program management of account planning, working with each Client Executive to schedule, organize and follow up from one or more account planning sessions annually
Develop and manage client immersions, site visits and key client meetings on behalf of the CE or SE
Manages the list of assigned target accounts to each CE and SE, along with the overall Tier 1 target list for each CBU
Integrate with Demand Gen for campaign, event and call-out execution within each CBU
Integrate with Marketing for sales collateral, press releases, case studies and credentials
Manage the win/loss review process for each CBU
Support the CBU Lead in planning team meetings, monitoring the team pipeline and managing each team members progress against their individual targets
Support the CBU lead in managing the CBU sales process, including qualification of new logo targets, scheduling and preparing for Deal Strategy Sessions, managing team meetings, etc.
