Supported a disciplined and well-orchestrated forecasting cadence through a series pipeline initiatives, multi-stakeholder reviews and metric driven actions to ensure a predictable and sustainable organisation for the EMEA Sales teams to achieve their goals.

Territory planning and Project Lead on the Financial quota build out and Sales plan distribution.Working closely with Sales alongside Finance, Commissions, Senior Leadership and driven by the EMEA Sales Operations team.Quota build for discrete product teams within Geo-territories as well as Channel and NAM's from plan to GAF approval and plan distribution.

Demand generation Enable Pipeline Build. Supporting Sales Managers Demand Generation to build quality pipeline by sponsoring and driving Demand Generation processes into the sales teams. Providing operational expertise on key processes Sales Forecasting Enable Accurate Sales Forecasting. Promoting the use of CRM as the single source of forecasting data, working with the sales teams to ensure that CRM is always up to date. Regularly review CRM reporting to identify data quality issues… Show more Demand generation Enable Pipeline Build. Supporting Sales Managers Demand Generation to build quality pipeline by sponsoring and driving Demand Generation processes into the sales teams. Providing operational expertise on key processes Sales Forecasting Enable Accurate Sales Forecasting. Promoting the use of CRM as the single source of forecasting data, working with the sales teams to ensure that CRM is always up to date. Regularly review CRM reporting to identify data quality issues, initiate and manage corrective actions Working alongside the Operations team to deliver high quality forecast reporting, that meets the needs of the sales teams. Manage the Sales Team forecasting process ensuring that it dovetails into the regional forecast process. Ensure a high level of connectivity between the Demand Generation and forecasting activities to ensure that there is sufficient pipeline coverage.Deal Support - Enable Sales Excellence, providing Management support throughout the customer engagement lifecycle and contribute to the analysis of the strengths, weaknesses within the opportunity planning and management model. Supporting the roll-out of strategies to optimise the processes and activities for identified sales managers, while making effective use of all IHS assets and regional framework.Planning and execution of operational excellence activities to gain in-depth insight on Sales managers needs in terms of pipeline management, forecasting and opportunity reviews Sales Drive the roll-out of operational projects and activities in the area of Customer Delight, Business Planning, training & certification, knowledge management into specific sales teams.Ensure coordination and optimisation of projects, driving towards more synergy and sales impact creating & communicating best practices among various sales teams and other Business Areas. Show less

As per previous role with the wider scope and additional responsibilities Globally supporting the Maritime & Trade business line within the Transport segment of IHS.Implementing a clear cadence of weekly deal tracking and pipeline review calls with the Business line VP and Regional Sales leaders. Supporting monthly forecasting calls and implementing tools that enable sales in understanding their challenges and opportunities to over achieve quota.

Lead a Sales team with a year on year growth of territory Performance Management, Recruitment, Training (Sales Process, Industry and Product). Coaching of Sales team – all levels of skill / experience. Working with all areas of the business in order to drive growth and set out future strategy / areas of opportunity for IHS Products and Services. Transition from reactive to proactive sales – changing expectations, working practices and standards.