Global Sales Policy Manager Job at Salesforce in Dublin
Manager, Global Sales Policy
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The Global Sales Policy Manager is responsible for the continuous improvement, maintenance, training and support of our global sales policies and direct interaction with our sales teams (account executive through EVP levels). The role will report to the Senior Director of Global Sales Policy.
The Global Sales Policy Manager will be a Subject Matter Expert (SME) in all aspects of sales policy including sales policy creation, maintenance, and enforcement and represent the Sales Policy team globally, not just within the region he/she/they is hired. The manager will develop a strong understanding and connection with the upstream and downstream organizations that policy impacts. He/she/they will work with all levels of of the business to answer policy-related questions, identify trends and areas for improvement, present policy improvements to senior leadership, implement these changes, enable sales with these changes, enforce policy, provide guidance, etc.
This individual must excel in communications, process improvement, problem solving, and operational tasks. He/she/they must act independently and demonstrate the ability to be successful in an unstructured, team-oriented environment. Our ideal candidate will have experience working with sales teams globally in a policy-related position (or similar experience) and in a fast paced environment. Mediation and facilitating negotiations between sales team members is a daily part of our job; it is critical that the candidate be comfortable talking with all levels within the sales organization and be assertive and able to reach a resolution between sales teams to ensure our customer relationships are the best they can be.
A day in the life of a policy manager may include: ideating on a new process, speaking with a sales rep to explain a portion of the policy and why it’s important, asking a sales manager to provide their perspective on a split agreement, answering a question from the compensation team on who should be paid based on the sales policy, talking with a sales team on what a fair split is in their scenario, meeting with Employee Relations on specific behaviors of sales reps that have been witnessed, training a sales team on policy, writing policy decisions on disputed revenue splits, and feeding all of your learnings back into clarifications within the policy or creating new policies and processes .
Roles and Responsibilities include, but not limited to
Being a subject matter expert in sales policy
Advising the sales organization on best practices and available tools to manage business processes – requires interpreting the policy and explaining “why” we have the policy
Partnering closely with various business teams to identify and prioritize continuous policy improvements
Understanding business processes surrounding accounts, territories and downstream impacts (i.e., compensation); the flow of data within and between processes, and recommending process improvements for better quality and effectiveness
Resolving and investigating sales disputes
Creating, reviewing and updating sales communications and other enablement materials
Auditing to ensure compliance; identifying process and performance defects.
Managing the compensation holds, arbitration rebuttals from other parties, scheduling arbitration committee meetings, write up of notes, decision drafts
Engaging with Employee Relations to resolve policy-related violation complaints
Providing training support – presentations, delivery of content
Creating business requirements documents, working with business analysts and developers to design, test, implement and train on new tools or functionality
Managing special projects from design through implementation: provide status updates, obtain project sponsorship and approvals, mitigate issues, on-time and on-budget project delivery.
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Company Location: Dublin