Channels B2B as part of Business Acceleration area, responsible of B2B segment Channels / Go to Market strategy in Telefónica.
The main activities of Channels Global B2B are:
- Definition of the channels global coverage model for B2B for the all distribution channel Categories: (i) Direct Sales Force: Strategic Accounts, Large Enterprise and selected customers of SMB, (ii) Indirect Sales Force: SMB. (iii) Inside Sales, (iv) Digital Channels: Online & Others
- Support to the OBs in the implementation of the following GTM Transformation Programs: (i) Change 2 Grow Program, focused on improving business profiles in direct sales force, (ii) Partners program, focused on professionalization of the indirect channel, (iii) Inside Sales Program, (iv) Digital channel Program
Define, develop and execute -jointly with the operators- sales and service models for B2B digital channels, specifically Online channel (and Inside Sales with second order of priority for the role)
As a member of SMB Channels Department, he/she will also roll out new go to market models, complementing current Telefonica sales power map. Management and development of sales high-performance teams (using agile methodology). Considering the following scope of the position:
-Geographies: Telefónica's footprint (Europe and Brazil
-Function: B2B Digital Channel Manager
Main Duties and Responsabilities
- Understand and detail current (as-is) Digital B2B (esp. SME) go to market. Competitive analysis of B2B digital sales channels (Online & Inside Sales) performance in OBs
- Define, lead and implement a strategic vision for digital sales channel models across the organization, with both technical (online funnel, advanced analytical models, omnichannel lead management, Madtech tools, digital agency management) & business vision (profit & loss, agency management, revenue impact, existing channels cannibalization)
- Identify, define and implement transformational actions in order to enhance commercial performance and profitability (process and tools improvements, guidelines, best practices sharing …)
- Define a digital channel enablement model: (i) organization roles definition and sizing, (ii) commercial operational model (processes and tools) and (iii) Enable Channel governance model through leadership in sales committees and channel conflict management.
- Coordinate knowledge transfer across Telefonica organization
- Recompile metrics, prepare and maintain detailed KPI repository. Deliver regular updates for senior management. Identification of main conclusions and proposal of fixing actions.
- Identify and analyze B2B digital best practices (at OBs tier level) in other industries, with special focus on high tech companies.
- Define and roll out global next steps / new online and digital initiatives. Prioritize and propose initiatives for B2B Global Strategic Plan.
Nature and problems Challenge
-Short-term impact analysis
- Resolve conflicts between the global model proposed estructure and the historical channels estructure
- Stakeholders relationship in a Go-To-Market program
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