Director of Sales Excellence
Equifax UK
London, UK
January, 2019 – Current
Responsibilities
Mid senior management role with a brief to enhance revenue productivity via strategic collaboration across the Business Development, Marketing and Learning & Development functions. Extend foundational remit in sales and marketing operations to also encompass enablement programmes. Champion a culture of decision-making anchored on data and insights best practices. Ensure all actionable recommendations have a clear line of sight to expected performance outcomes i.e. conversion, retention, campaign ROI etc. - Sales enablement operating strategy: document, align and manage annual sales enablement operating strategy, with measurable, direct contributions to the Elavon Europe P&L - Sales strategy: enabled sales teams with targeted sales strategies driving channel and resource decisioning. - Revenue operations and enablement: * Delivered revenue enhancing sales plays via regional ownership of D&B Lattice, a Customer Data Platform leveraging artificial intelligence and machine learning. * Deal enablement, strategic accounts: executed five year partnership proposals with key bank partners Santander UK, Unity Trust Bank, Bank of Ireland and Nordea Bank. Financials and pitch deck content * Full-funnel business performance reporting: Management of annual sales planning, with performance monitored via weekly and monthly reporting across a range of channel partners. Direct accountability for digital programme MI - Sales Training: delivering sales process and CRM best practice onboarding and refresher training. - Technology: own Salesforce CRM and Marketing automation (Marketing Cloud and Pardot) - Thought leader: Public speaker: delivered public presentations as a key note speaker at the Sales Enablement Summit and Future of Sales Festival. Guest contributor to the Sales Ops Demystified podcast and panel member at Sales Enablement Soiree and Sales Enablement Summit events. Publish thought leadership contributions as articles and posts.
