S&PP COE Service – Sales Contribution (R00101561_San Jose)
Organization: Corporate Functions/Sales and Pricing Performance
Location: US negotiable
Accenture is a global professional services company with leading capabilities in digital, cloud and security. Combining unmatched experience and specialized skills across more than 40 industries, we offer Strategy and Consulting, Interactive, Technology and Operations services — all powered by the world’s largest network of Advanced Technology and Intelligent Operations centers. Our 674,000 people deliver on the promise of technology and human ingenuity every day, serving clients in more than 120 countries. We embrace the power of change to create value and shared success for our clients, people, shareholders, partners and communities. Visit us at [Register to View] .
People in the Corporate Function contribute to the running of Accenture as a high- performance business through specialization within a specific functional area, and grow into internally focused roles by deepening their skills and/or developing new skills within an internal functional area.
Sales & Pricing Performance provides end-to-end sales and pricing effectiveness, sales operations, and analytics services. S&PP partners with teams around the world to deliver insights, improve acumen and win profitable deals.
Provide subject matter expertise and execute activities for one or more of the Sales & Pricing Performance (S&PP) services/process areas (available service/process areas listed below). Engage with S&PP team members, sales leadership, HR, and sales team members to continuously enhance the S&PP service/process area. Build acumen and drive adoption of the S&PP service/process area with stakeholders. Lead the design and enablement of sub-offerings/sub-processes, tooling, and performance metrics required for the S&PP service/process area.
Primary responsibilities include:
Independently operate within one or more of the Sales & Pricing Performance (S&PP) services/process areas
Translate and orchestrate the S&PP leadership vision and mission, alongside voice-of-the-customer/end user feedback, for the S&PP service/process area – to deliver outcomes across a diverse and geographically dispersed organization (through Market, Market Unit, Client Group and/or Accenture Service levels)
Provide operational support to achieve long-term and short-term objectives for the service/process area
Be an expert in the end-to-end process and work meticulously to drive continuous efficiency
Act as a single point of contact for designated sub-offerings/sub-processes, and tooling that constitute the S&PP service/process area
Liaise with CIO (tech team) to design, build and maintain the tools required for the successful execution of the service/process area
Engage with the S&PP Centre of Excellence Analytics team to define the performance metrics for the service/process area
Work closely with the S&PP Change & Enablement team to define the training and enablement requirements, and change needs to drive adoption of the service/process area
Define and execute internal communication plans
Interact confidently and build credible relationships with senior leadership and stakeholders
*Services with open Service Lead positions include:
Sales Contribution - Is the approach used to measure the individual sales performance of MDs with individual sales targets and people in the Sales Job Family Group with individual sales targets, including those on Sales Achievement Bonus (SAB) plans. Includes the setting of individual targets at the beginning of the fiscal year based on a defined methodology that includes inputs from the Services and Markets/Market Units. Includes the education of individuals involved in sales, their leaders, and HR on the Sales Contribution model, which determines which roles are available on a given opportunity and how those roles should be applied.
Client Portfolio Management - The structuring of a portfolio of clients based on their growth potential, communication, and execution of the strategy. Management of customer hierarchies in appropriate tools.
Account Planning - Global Account Planning strategy, requirements, support approach, and enabling resources. Analysis of account plans to identify issues and actions to mitigate risk. Design of plan review and approval approach and ongoing ‘live the plan’ efforts.
Relationship & Contact Management - Adoption of benefits of relationship management tools and frameworks. Relationship development training materials and workshops.
Deal Qualification, Win Strategy, Deal Reviews & Approvals – New business management process - opportunity advancement and actions required. Use of insights to improve qualification and win strategy capabilities.
Other requirements (please specify such as overtime, etc.)
Must be flexible with work hours according to shifting business needs
Demonstrate understanding of S&PP services and how they drive the Next Generation Sales objectives for Accenture
Must have good internet connectivity and distraction-free environment for working at home, in accordance with local guidelines
May be required to travel occasionally
Nothing in this job description restricts management's right to assign or reassign duties and responsibilities at any time.Qualifications
A minimum of 6 years of experience, with proven track record in supporting and enhancing business services/processes and advising leadership
Internal and client facing experience, , business acumen and commercial awareness
Advanced Excel skills (e.g. vlookups, formulas)
Understanding of S&PP processes and tools desirable
Stakeholder Management – ADVANCED
Change Management – INTERMEDIATE
Sales Life Cycle – ADVANCED
Business Process Development - INTERMEDIATE
Program/Action Development – INTERMEDIATE
Sales Excellence Programs - INTERMEDIATE
Sales Process and Procedure – ADVANCED
Sales Tools – EXPERT
English language fluency (oral and written)
Attention to Detail
Executive presence/presentation skills
Demonstrated leadership in professional setting; either military or civilian
Demonstrated teamwork and collaboration in a professional setting; either military or civilian
As required by Colorado law under the Equal Pay for Equal Work Act,Accenture provides a reasonable range of compensation for roles that may be hired in Colorado. Actual compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, and specific office location. For the state of Colorado only, the range of starting pay for this role is$73,764 - $147,700 and [Register to View]
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