SME Sales Operations

 

This role will drive the strategic and operational efficiency of the SME sales organization by optimizing processes, managing key performance metrics, and aligning cross-functional teams. This role is responsible for developing and executing data-driven strategies to improve sales productivity, forecasting accuracy, and overall sales effectiveness. By providing leadership in sales process optimization, CRM management, and performance analytics, the Director will ensure seamless operations and support business growth while collaborating with executive leadership to meet company revenue goals.

1. Sales Operations and Initiatives Management:

• Drive successful implementation of initiatives and facilitate effective alignment, solution development, coordination and buy-in of key stakeholders.
• Report initiatives and transformation programs progress and status and course correct where necessary to ensure benefits successfully delivered.
• Translate top down for level two actions development and execution.
• Liaison and Influence cross functional business units and project team and gain their commitment for delivery.
• Manage a broad range of stakeholders to drive change and execution of initiatives to capture targeted growth opportunities to improve performance and achieve strategic targets.
• Identify Execution impediments and facilitate their resolution with concerned stakeholders.
• Lead all SME Support Activities kingdom wide.
• KPI management and Execution.
• Lead non-Sales Tasks for sales.
• Lead all Cross functional Initiatives for Sales.
• Lead the creation of dashboards and reports for SME business.
• Lead sales to shift from Renewal to Relationship Management.

2. Funnel & Portfolio Management:

• Manage and lead the Sales book management.
• Lead funnel activities for SME.
• Responsible for timely and accurately reporting of Book distribution and Funnel management for direct and Broker.
• Responsible for book allocations (AM to RM / RM to RM) across the regions through digital solutions (RPA) and automated processes.
• Govern and oversee daily profile transactions as per Sales policy.
• Research Big Data and analyze market conditions to explore new opportunities to enhance Broker Sales and support activities for growth and generation of incremental Broker Sales.

3. Customer Centricity Leadership:

• Develop and execute a comprehensive customer experience strategy that aligns with SME overall goals and objectives.
• Serve as the voice of the customer within SME championing their needs and priorities.
• Lead the customer segmentation initiative within SME to determine different customer profiles and develop the right mix of features, services for each segment.
• Lead the design and implementation of customer journey maps, ensuring every touchpoint delivers a seamless and positive experience.
• Owning the experience of SME customers at all touchpoints to ensure a unified positive experience.
• Utilize data analytics, customer feedback, and market research to gain insights into customer needs and preferences.
• Translate customer insights into actionable strategies within Bupa.
• Establish KPIs to measure customer satisfaction, loyalty, and engagement. Regularly review and analyze performance data to identify areas for improvement.

4. SME Excellence:

• Lead and proactively manage the relationship and Regulatory Agenda with Bupa’s Risk, Compliance, Legal and Audit functions to implement regulatory requirements and initiatives while ensuring Sales minimal business impact.
• Lead the development and implementation of appropriate policies, procedures and controls and ensure full compliance with Bupa guidelines and regulations.
• Own and lead the documentation of all policies, system and processes and ensure full alignment and synchronization through controlled versions and releases and set control measures for execution.
• Work closely with Digital Transformation team to define business requirements.
• Perform quality assurance and testing on system business requirements and changes.
• Define system reporting and alerting requirements.
• Help design, document and maintain system process flow logic and business rules.
• Report common sources of technical issues or questions and make recommendations to IT team.

 

 

• BS degree in Business, Engineering, MIS, Computer Science, or similar.
• Advanced skills of influencing and communication
• Strong written and verbal communication skills including technical writing skills
• Ability to engage and Maintain advantageous relationships
• Expertise in successfully Handling cross functional roles
• Advanced leadership skills
• Advanced planning & organizing skills
• Advanced presentation skills
• Strong analytical skills
• Innovative in problem solving and thinking of outside the box solutions
• Sales Experience is a plus
• Decisive, proactive and results driven
• Ability to prioritize/ manage projects
• Willingness to tackle challenges and manage through ambiguity
• Adaptable and Versatile