
Excellence in Quality Management
1 dia atrás
The mission of this position is to act as a quality gatekeeper, monitoring everything that may go wrong in the sales operation. This includes skill execution, system usage, and process adherence, with the goal of rapid diagnosis and correction.
This role leads the Quality Enablement function within Commercial Enablement. Responsibilities include designing, implementing, and owning a comprehensive Sales Quality framework, including deep-dive audits, scorecards (technical, behavioral, process, system use), and structured feedback mechanisms.
A key responsibility is conducting audits across the commercial journey, observing field visits, CRM/system logs, demos, emails, and adherence to playbooks. This identifies deviations and opportunities for improvement.
Managers frequent field visits alongside Business Developers to observe live execution, assess coaching needs, and validate actual vs. documented behavior. Analysis of usage patterns in CRMs and other commercial tools detects gaps, underutilization, or misuse, feeding insights back into training, knowledge base, and process improvement.
Acting as a guardian of excellence involves monitoring compliance with playbooks, process flow, knowledge base, and tool usage, ensuring alignment for every BD interaction.
Collaboration with Sales Enablement, Product, Operations, and Tech teams translates QA findings into enhancements, improving Knowledge Base, training modules, workflows, and system improvements.
Producing recurring reports on QA insights, emerging gaps, trends, and prioritized recommendations for rapid corrective action and strategic evolution.
Coaching and mentoring QA Specialists promotes a culture of continuous improvement, consistency, and data-based quality execution.
Advocating for operational, process, and systemic improvements requires a hypothesis-driven mindset, strong alignment with broader Quality Control principles.
- Develop and implement a comprehensive Sales Quality framework.
- Conduct audits and identify deviations and opportunities.
- Manage frequent field visits and observations.
- Analyze usage patterns and improve processes.
- Monitor compliance and ensure alignment.
- Collaborate with cross-functional teams.
- Produce reports and drive corrective action.
- Coach and mentor QA Specialists.
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