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Latin & South America


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Sales Excellence Representative

Apply now Job no: 615391
Work type: Permanent
Location: Panama City, Panama
Categories: Sales, South & Central America, Individual Contributor

General Responsibilities

  • Support of the Sales Director, Sales Manager and the Sales Team in measuring, analyzing, optimizing and preparing relevant sales data
  • To understand, support and review of sales processes
  • Support of common organizational and administrative tasks for Sales Manager, Sales Team and Product Management, e.g. in workshops, congresses and product launches
  • To prepare, support and analyze the sales forecast & budget processes
  • To respond to the data & business data needs of sales team
  • The preparation and review of presentations


Business Process

  • Analysis of market- and project-related data in terms of customer trends and sales figures; derivation of recommendations from these and prepare relevant data for the management
  • Further development of existing business data calculation tools
  • Development of an internal process of information flow and co‑ordination of information supply to sales responsible team members
  • Design and preparation of reports (e.g. for the team or for management) and statistics
  • Measurement of the success and impact of customer projects in connection with the Growth Initiative
  • Preparation of analyses of market potential in different customer target groups
  • Collection,& preparation of analyses of competitive market activities & market share
  • Further development of the existing CRM database to business needs
  • To work closely with Finance and Customer Service Department to collect all relevant data for sales reports
  • To support the SLT in monthly reports, business and 3-year plans
  • To create and follow up on quotations for customers in alignment with Sales Managers


    • Rollout field force induction and ongoing training across CLA, including classroom and in-field programs with Miller Heiman curriculums aligned with global direction and approach
    • Build the Miller Heiman capability within the region and ensure the methodology is deeply immersed in all field facing activities
    • Partner with the global and regional teams especially marketing to develop training materials to assist with the implementation of the Miller Heiman techniques and ensure the field teams can effectively communicate sales and competitive messages
    • Leverage best practice in the markets and share learnings across the region


 Collaborate to build robust sales data analytics

    • Collaborate with global and regional leadership, marketing and finance to establish a dashboard that presents and interprets sales and key account trends in CLA
    • Support commercial decision-making using business analytics
    • Analyse cause-effect relationship between activities in CRM databases and sales
    • Regularly analyse, evaluate, interpret and report on and key account activities and performance  
    • Leverage data to inform and champion customer segmentation and targeting
    • Use sales data and business analytics to improve business insights and inform business model discussions and resource allocation




  • Completed commercial training and / or degree in business economics
  • Professional experience in managerial accounting and / or sales controlling
  • Experience in setting up a reporting system
  • A high level of numeracy and capacity for analytical thinking
  • Very high knowledge of Excel & PowerPoint
  • Team spirit, initiative, flexibility, dedication and the ability to work under pressure
  • Very high fluency in English, spoken and written
  • Thorough experience in the use of MS Office / Lotus / Geo Marketing
  • The ability to gather relevant information on sensitive issues.
  • Tact and diplomacy.
  • Cultural awareness
  • A professional unflappable manner.
  • The ability to multi-task, very flexible
  • Experience in databases


  • Good knowledge in Oracle, CREM, Hyperion
  • Experience with the Miller Heiman or an equivalent methodology
  • Latin America experience

Development Value of this role

  • Building of new processes
  • Opportunity to work across organization boundaries

Region-specific Requirements:

  • Flexible working hours to address time differences across the region.
  • Ability and willingness to travel locally and internationally

Advertised: Central America Standard Time
Anticipated Application Closing: Central America Standard Time

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