Sales Excellence Manager

About the role

Requirements

• - Bachelor's degree in Business, Finance, Economics, Engineering or a related discipline, or equivalent professional experience.
• - 5-8 years of experience in Sales Excellence, Sales Operations, Commercial Excellence, Revenue Operations or Sales Strategy.
• - Experience in a large or fast-paced sales organisation, with a proven record of improving sales funnels, conversion and productivity.
• - Experience in automotive, marketplaces, fintech, banking, insurance or digital businesses is highly desirable.
• - Experience across both B2C and B2B sales environments is an advantage.
• - Strong understanding of sales funnels, conversion metrics, performance management, CRM systems, pipeline management and sales analytics.
• - Understanding of commercial forecasting, target setting, capacity planning, incentive design and sales governance.
• - Highly analytical, with the ability to translate data into commercial actions and clear recommendations.
• - Advanced Excel or Google Sheets and reporting capability; experience with CRM and BI or reporting tools.
• - Strong project management, stakeholder management, communication and presentation skills.
• - Able to move effectively between strategic analysis and hands-on execution.
• - Commercially minded, execution-focused and comfortable challenging existing processes.
• - Collaborative and confident working directly with senior leadership and cross-functional teams.
• - Disciplined, proactive and committed to building a consistent high-performance sales culture.

Responsibilities

• In this role, you will:
• Sales Performance and Productivity:
• - Own the sales performance framework across VAS teams and products.
• - Track performance against revenue, volume, conversion and productivity targets.
• - Develop dashboards and scorecards covering individual, team, channel and product performance.
• - Identify underperformance, funnel leakage and opportunities to improve conversion.
• - Conduct regular performance reviews with sales managers and commercial leadership.
• - Benchmark performance across teams and identify best practices that can be scaled.
• - Support weekly, monthly and quarterly commercial reviews, forecasts and planning.
• Funnel and Conversion Excellence:
• - Own visibility of the end-to-end sales funnel, from lead generation through conversion and revenue realisation.
• - Analyse conversion rates by source, salesperson, customer segment, product and channel.
• - Identify high-intent customer segments and ensure sales capacity is allocated effectively.
• - Develop initiatives to improve lead response, follow-up, conversion and cross-selling.
• - Partner with CRM and CLM teams to improve lead nurturing, retargeting and reactivation.
• - Establish clear lead qualification, prioritisation and distribution rules.
• Sales Process and CRM Excellence:
• - Define and continuously improve VAS sales processes, SOPs and ways of working.
• - Drive strong CRM adoption and data discipline across commercial teams.
• - Ensure accurate pipeline management, lead status updates and opportunity tracking.
• - Simplify sales processes to reduce administrative workload and increase customer-facing time.
• - Identify opportunities for automation and technology to improve sales productivity.
• Cross-Sell and Product Penetration:
• - Build frameworks to increase penetration of multiple VAS products across the customer base.
• - Track Finance, Insurance, Inspection and other VAS penetration by salesperson, team, channel and customer segment.
• - Identify opportunities to cross-sell products throughout the customer journey.
• - Partner with Product, Marketing and CLM teams to develop targeted commercial campaigns.
• - Support the launch and commercialisation of new VAS products.
• Incentives and Sales Governance:
• - Support the design and continuous improvement of sales targets, commission structures and incentive schemes.
• - Ensure incentives align with revenue, profitability, conversion and strategic priorities.
• - Establish clear commercial KPIs and performance standards.
• - Monitor sales quality to ensure growth does not come at the expense of customer experience or operational efficiency.
• Sales Capability and Best Practices:
• - Identify capability gaps across the sales organisation.
• - Work with sales managers and Learning and Development to develop targeted coaching and training initiatives.
• - Create playbooks, scripts and best-practice frameworks for different products and customer segments.
• - Help establish a consistent, high-performance sales culture across VAS.
• Commercial Analytics and Planning:
• - Translate commercial data into clear, actionable recommendations.
• - Support sales forecasting, target setting and capacity planning.
• - Analyse sales productivity and recommend optimal team structures and resource allocation.
• - Develop business cases for new sales initiatives, channels and process improvements.
• - Provide the Commercial Director with insights to support commercial decision-making.

Skills

• CRM systems
• CRM adoption
• BI or reporting tools
• Advanced Excel or Google Sheets
• Sales analytics
• Forecasting
• Pipeline management
• Lead qualification
• Incentive design
• Performance management
• Stakeholder management
• SOPs
• Training and coaching
• Cross-selling
• Product penetration