Current Vacancy with
Lexmark ANZ
ANZ Sales Operations & Suppor

Position Function Summary:

The ANZ Sales Operations is responsible for the operations management of the business across ANZ . ANZ region includes Australia and New Zealand

This is a role that requires a self-starter with strong analytical and problem solving capabilities. He/She is expected to provide integrated business operations support to ANZ Sales Leaders to meet the sales revenue, profit and growth objectives through business analytics, financial / revenue forecasting, sales pipeline management, and to provide advice on business situations. The person plays a critical role interlocking with all Sales, Finance and Supply Chain, and takes charge of business operational reviews. He/She will lead and track all major business operational initiatives, manage KPIs and metrics required to support the business.

This role reports to Channel Account Manager and will be based in Sydney

The Solutions Consultant will provide support to the sales team, including maintaining regular contact with customers after projects have been delivered. The Solutions Consultant will develop and deliver customer presentations and perform regular product/solutions updates to customers.

Primary Role Responsibilities:

  1. Channel Sales Support and Governance:
    • A business partner to the Sales Leader to manage Funnel/Pipeline process for ANZ, through participating in revenue outlook cycle, input to supply chain forecasting cycle for both hardware preparation of funnel/pipeline reports and tracking. These include leading regular meetings with Country Sales, Supply Chain and Finance on pipeline analysis, understanding of revenue recognition criteria that may be applicable, and identify risks impacting forecast accuracy.
    • Administer and manage account, customer, Enterprise and Channel allocation lists (ATA process).
  2. Channel Sales Support and Governance:
    • The role will also be required to ensure the smooth flow of sales information between relevant parties according to Lexmark sales cycles ensuring visibility to key stakeholders of monthly sales progress.
    • Administer and manage forecasting, and pipeline information from the sales team for sales reporting and forecasting purposes.
    • Administer the Channel MDF (Marketing Development Fund related) program within corporate policy through the relevant approval process involving relevant stakeholders and documentation.
    • Administer the VIR (Volume Incentive Rebates) program within corporate policy through the relevant approval process involving relevant stakeholders, including issuing, tracking and managing target letters, and progress and attainment reporting.
    • Administer the authorized Lexmark Connect Reseller and Distributor lists and CRM update/integration.
    • Manage Other Channel operations related activities as they occur.
    • Ensure governance for MDF and VIR are fully compliant with the corporate policyby partnering with Pricing team and Finance team for all submission for approval in SFDC.
  3. CRM-PRM/SFDCResponsibilities:
    1. Work with sales leadership on territory planning and accounts assignment.
    2. Drive ANZ sales team adoption of SFDC through reinforcement of global processes and utilization of standard dashboards.
    3. Ensure efficient execution of SFDC support process within Country.
    4. Monitor quality of data entered by sales users, support clean-up efforts, and drive process improvements as needed (past dues update, win-loss, completeness, etc).
    5. Understand country business needs and collaborate with Global Sales Ops for sales process and system enhancements.
    6. Coordinate communication and training to Geo sales team regarding sales process and system changes.
    7. Manage units forecast/Demanding with the Countries and act as a liaison with finance, supply chain, etc.
    8. Act as a liaison with finance to gauge implications of sales decisions.
  4. Event liaison, Sales processes and Sales administration:
    1. Work with sales leaders/Marketing function and partners on organizing any events & promotion that is required to drive business
    2. Co-ordinate with AP Sales Op functions on processes and improvement initiatives as well as new systems and processes roll-out (including MS Dynamics, Power BI, etc)
    3. Sales administration support to the Channel Sale leader including documentation, partner communication and coordination (including Order Management) and following up on action item to ensure timely closures.

Key functions

  • Act as the CRM (Sales force, MDM) super user and liaise with the ANZ Sales team to ensure accurate Hardware Forecasting
  • Participate in all MDF (Marketing Development Funds) discussions, promo activities and all relevantbusiness reviews.
  • Maintaining and updating Lexmark’s Partner Portal and assisting with queries
  • Responsible for the distribution of support marketing materials to channel partners
  • Working with the channel account managers when necessary on running marketing promotions and programs
  • Construct and analyze a monthly and quarterly forecast to accurately determine the products and quantities needed to supply the Australia & New Zealand markets
  • Build and develop bespoke reporting to support sales functions including but not limited to the composition of the quarterly CUA Printing and Copying Machines and Solutions report for the Western Australia Government
  • Support ANZ Lexmark Supply Chain in strategy and information sharing activities

Contacts within the organisation:

  • Sales Management, Marketing, Sales team, Supply chain team,
  • Finance, MPS support functions,
  • Management, Managers
  • Cebu Shared service center, Lexington

Education and Competencies

  • Relevant level of experience in a similar role
  • Account management experience to leverage different perspectives
  • Ability to educate and guide others in new processes & systems
  • Strong inclination in financial, highly organized, analytical and meticulous
  • Strong ownership of issues and drive them to resolution
  • Independent and resourceful
  • Strong communication, interpersonal and cross-functional, collaborative skills
  • Advanced knowledge of Microsoft Excel, PPT, Word, Salesforce.com

To apply for this role, kindly send your resume atanzjobs@lexmark.com

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