Canon - Sales Strategy Director

Own the development of the sales MTP in-line with the direction set by the Senior Sales Director and the ITCG Leadership Team. Ensure the delivery of strategic initiatives and track progress against set KPI’s and timelines

Ensuring sales achievement and growth through developing sales and channel strategies and priorities, leveraging sales analytics and operational excellence measures to recommend, prioritize and build requirements for sales enablement to drive growth.

Leading a team, this role provides local stakeholder engagement, gathering requirements and then delivering local enablement content through sales excellence programs that are impactful and engaging resulting in higher sales productivity

Lead manage and motivate the Sales Effectiveness, Insights & Governance team to ensure delivery of projects and operational support

Direct reports

Sales Governance Manager

Sales Performance & Insights Lead (2x)

Sales Excellence Lead

What we give

With Canon, you'll get the support and encouragement you need to grow, from people who share your ambition. We'll invest in your professional development to help you learn and progress in your role with us. You'll find leaders who give you the freedom to explore new things and a team where knowledge is shared openly.

  • Responsible for the development of the ITCG Sales MTP within the overall ITCG MTP process covering all sales channels (incl. cross BU) and all ITCG products for B2C and B2B applications

  • Define and implement a governance framework for ITCG sales with continuous monitoring and implementation of corrective actions in case of non-conformance

  • Responsible for defining and implementing Channel strategy as part of the overall Sales Strategy and develop approach to each channel e.g. Photo Retail, Mass Merch. EI. Work in close collaboration with the Digital Sales Team regarding Canon’s direct strategy

  • Develop standard sales methodologies and defines sales capability requirements. Work closely with Strategy Team and European L&D on the delivery of programs to drive the development of sales people across Europe. Act as the primary enablement business partner for the EMEA Sales Leadership team

  • Initiate and deliver projects that result from MTP and channel strategy within agreed timelines in close collaboration with the ITCG Strategy & Commercial Operations Team and all relevant stakeholders. Drive European Sales Transformation program(s) in collaboration with the ITCG Strategy & Commercial Operations team and ensure delivery against set timelines and KPI’s

  • Review sales strategies and translate into needs analysis to create and execute in-region enablement programs. Contribute to a pan EMEA and local approach of standardization where possible, with customization to meet local needs as necessary

  • Represent ITCG Sales function within other cross-function / cross-BU projects

  • Work closely with relevant ITCG functions on reporting, sales processes, tools & system requirements, KPI dashboards (e.g. sales management, B2B, B2P, sales operations, finance)

  • Drive consistent use of sf.com & other tools (Demantra, BICAM etc..) by Sales organisation across Europe. Define needs for any new tools and drive implementation

  • Drive Sales Governance Processes including sales governance framework, risk management, monitoring, investigating and carrying out corrective actions. Manage channel partner SDA (Selective Distribution Agreements), as well as define and facilitate sales governance committees and decision making.

  • Initiate corrective measures/actions in case of reported deviations from agreed governance or incorrect strategy execution, including SDA breaches.

  • Lead, develop and motivate Sales Effectiveness, Insights and Governance team to ensure delivery of projects and operational support

What we ask

We need people who can achieve the exceptional by working collaboratively, who have the courage to risk new ways of doing things and the ability to see the world the way their customers see it. We're looking for creative problem-solvers like you, someone who can ensure Canon stays ahead in an ever-changing world.

QUALIFICATIONS

  • Business or Engineering Degree desirable

  • High skills in people management and coordination of tasks

  • Languages : English & local fluency essential, European languages desirable

EXPERIENCE

  • Significant experience in sales and/or marketing in B2B or B2C environment, both would be an advantage

  • Successful people management in a high-tech product & solutions organisation, IT or related industry would be an advantage

PERSONAL QUALITIES

  • Excellent leadership skills, setting targets, coaching and providing feedback

  • Excellent communicator and public speaker

  • Thorough knowledge of the local business market

  • Keeps abreast of changes in the local market place and competitive strategy

  • Understand the technology changes and their impact on the business (e.g. solutions, IT)

  • Sophisticated interpersonal, relationship building and communication skills

  • Strong change management capabilities

  • Intellectually agile