Sales Force Effectiveness Manager

Coesia, a group of innovation-based industrial and packaging solutions companies operating globally, headquartered in Bologna, Italy, and fully owned by Isabella Seràgnoli. Coesia's companies are leaders in automation solutions for multiple industries, ranging from automated processing and packaging machinery, testing and vision systems, to digital printing technologies, factory flow solutions and precision gears. Our customers include leading players in Consumer Goods, Healthcare & Pharma, Tobacco, Ceramic Tiles, Luxury Goods, Aerospace, Racing & Automotive, Electronics.

Coesia has 141 operating units in 35 countries, a turnover of about 1.9 billion euros and over 8,000 employees. In the United States, Coesia employs over 900 people.

The Sales Force Effectiveness (SFE) manager will be responsible for creating and implementing the Coesia CMS Lead Nurturing Process and optimizing the CMS Sales Process; this includes associated tools to support new equipment order intake growth through retention, acquisition, expansion and recovery of accounts.

As part of the CRM Core Team, SFE is the main point of contact for Coesia CRM data and process integrity. Support CMS North America to further develop a deep market segment knowledge and market intelligence. This position reports to the Chief Sales Officer Coesia North America CMS division.

• Evaluate, and refine sales process to remove bottlenecks, improve efficiency, and strengthen conversion rates across the funnel.
• Align with Marketing and Sales Leadership on sales enablement needs and deliver the required training programs, tools, and materials.
• Collect and analyze sales and pipeline data to identify trends, performance gaps, and improvement opportunities.
• Participate in sales meetings and project groups.

• Support Marketing with prospects and contact searches; conduct first-contact screening.
• Assess lead-generation campaigns' impact with Marketing.
• Ensure lead assignment and management to sales force.

• Produce dashboards and KPI reports to track productivity, target attainment, and funnel health.
• Assist Marketing and Sales Leadership with operational and analytical tasks.
• Implement or drive SFE practices locally.
• Collaborate with Finance to deliver reliable forecasts for resource planning and budget allocation.
• Define and optimize sales territories with Sales Leadership; support geographical coverage modeling.
• Run annual customer segmentation process in collaboration with sales reps.
• Lead and monitor the Account Planning activity.
• Define sales-rep specific sales targets in collaboration with Commercial Leadership and track quota attainment.
• Administer sales incentive schemes and ensure accuracy of all incentive-relevant data.

• Select, maintain, and optimize sales systems/CRM ensure data accuracy, system accessibility, and user support.
• Support sales team competences' growth
• Support sales Leadership with preparation of tools and frameworks for assessing sales team’s competences and mapping competency gaps
• Collaborate with Sales Leadership and HR on development and delivery of Sales-specific training program and onboarding programs for new joiners, including the Sales Process and CRM.

• Bachelor’s Degree or equivalent combined experience with an emphasis on sales and B2B Marketing.
• Experience with strategic sales action planning, sales operations, commercial excellence, business analytics, or CRM administration (10+ years).
• Budgeting and sales forecasting experience.
• Must have a strong working knowledge of computer applications including Microsoft Office products (Microsoft Word, Excel, Outlook and PowerPoint) and the ability to effectively utilize BI and CRM tools such as Microsoft Dynamics.

Coesia North America offers a competitive benefit package which includes, among other things:

• 401K offering 6% company match with no vesting period.
• Flexible remote work offering.
• 8-weeks paid parental leave.
• Multiple health benefit & insurance options.
• PTO, sick time, and 12 observed calendar holidays.
• Company paid short-term disability (80% wager placement) & long-term disability.
• HSA company contribution for individual & employer family coverage.

Coesia is an equal opportunity employer and embraces diversity and inclusion.