Sumarno . Email & Phone Number

Jakarta, Indonesia

As Sales Operations Managers make sure sales teams are running as efficiently and productively as possible, optimizing company CRM, and responsible report day to day Sales operation and giving recommendation to management and executive level. Support the sales team using CRM with process improvement, measurement, tracking and analytics relevant to their functional areas Partner with Sales and Marketing department to refine lead qualification process, analyze and report on campaign… Show more As Sales Operations Managers make sure sales teams are running as efficiently and productively as possible, optimizing company CRM, and responsible report day to day Sales operation and giving recommendation to management and executive level. Support the sales team using CRM with process improvement, measurement, tracking and analytics relevant to their functional areas Partner with Sales and Marketing department to refine lead qualification process, analyze and report on campaign performance with reporting and dashboards Enhance sales productivity by enabling the team to work smarter by simplifying processes Create monthly content for executive presentations and board reporting Track and analyze key metrics including pipeline growth, win/loss rates, and quota attainment Own the end-to-end process of tracking the sales funnel and operationalmetrics and delivering regular insights to the business; define and deliver techniques to improve the funnel performance for sales management. Assist with on-boarding and training new sales talent on [redacted] Refine customer segmentation, assist with territory management, and create a plan to enhance renewal and upsell processes Maintain regular check-ins with Sales Managers/Enterprise Sales Representatives and others who contribute to opportunity development to determine how sales opportunities are tracking against plan and identify any problems for internal review and problem solving Conduct and document regular performance reviews and an annual review as well as regular personal / career development discussions with direct reports, in line with agreed standard Performance Conduct and document regular performance reviews and an annual review as well as regular personal / career development discussions with direct reports, in line with agreed standard Performance Competency Matrix for Sales team Maintain procurement and contract records Sales forecasting and ensure distribution Spreading Show less

Greater Jakarta Area, Indonesia

Develop Commercial Effectiveness Frame work Implementation and ensure Commercial Frame work to drive Growth Analyses and provide inputs/suggestions on Sales Force Structure/Sizing andDeployment, by focusing on the potential of the markets and ensuring bestROI by optimizing the process of resource allocation.Provide cross analysis across different factors and help organization takestrategic decisions for key Projects, expansion plans, deployment strategiesand… Show more Develop Commercial Effectiveness Frame work Implementation and ensure Commercial Frame work to drive Growth Analyses and provide inputs/suggestions on Sales Force Structure/Sizing andDeployment, by focusing on the potential of the markets and ensuring bestROI by optimizing the process of resource allocation.Provide cross analysis across different factors and help organization takestrategic decisions for key Projects, expansion plans, deployment strategiesand overall resource allocation etc.Operational Deliverables Create and constantly upgrade different tools/Dashboards and scorecards forPerformance Analysis. Ensure the implementation of attractive and efficient Incentive andreward programs, which should reflect complete alignment with theorganizational vision and strategy and help in improved businessperformance. Ensure timely delivery of Target setting process at different levels incollaboration with Business and finance departments.Collaboration Analyze sales force effectiveness parameters and propose to Business UnitDirector and Top management the corrective actions. Implement corporate SFE programs/influence organization to adopt SFEpractices. Lead the process of adoption of newer tools/systems for customerrelationship management and other sales and activity reporting by providingtraining, communication and guidelines. Work in collaboration with different functions on different projects forensuring the fulfilment of overall organizational strategic vision and prioritiesPeople Management Conduct and document regular performance reviews and an annual review aswell as regular personal / career development discussions with direct reports,in line with agreed standard Performance Develop People in the team on skill, knowledge and spirit Propose optimized resource allocation by portfolio through ensuring that theright amount of investment is put behind the right product. Show less

Greater Jakarta Area, Indonesia

Training Assist P&O Head in developing learning strategies, core curriculum, designing Promote the image of Novo Nordisk as a desirable employer Providing development support and advice to Management Teams Developing training manuals and aids  Co-ordinating and co-facilitating Learning Programmes and IDP workshop training organisations and associations to monitor new training developments  Developing training manuals and aids  Prepare reports of Training… Show more Training Assist P&O Head in developing learning strategies, core curriculum, designing Promote the image of Novo Nordisk as a desirable employer Providing development support and advice to Management Teams Developing training manuals and aids  Co-ordinating and co-facilitating Learning Programmes and IDP workshop training organisations and associations to monitor new training developments  Developing training manuals and aids  Prepare reports of Training activities Development Deliver, monitor the implementation of competency frameworks and Competency Assesment Tool system to ensure employee use it appropriately and complete it in the system on time.  Identifying common training needs, designing and implementing leadership & functional trainings for the success of the function & business develop proper assesment on the process promotion or rotation  Prepare reports of Development activities Talent Management Assist P&O Head in developing & driving talent management & succession activities across organization Identify, design and implement talent development initiatives focused on building leadership pipelines across organization, ensure adequate processes are in place to identify ‘talents’ in a consistent manner, to challenge nominations, to conduct talent reviews and to ensure follow-up and tracking of outcome from talent management initiatives.  Provide coaching and feedbacks to participants through the entire process of the development program & identify, design and implement development initiatives focused on Rising talents & successors/ identified talents Prepare reports of Talent Management related and responsible for projects assigned by direct managerImplement HR policies and ensure compliance to conduct it Development and implementation of P&O policies in collaboration with line management Ensure compliance with company regulation and policies in collaboration with line management Show less

Greater Jakarta Area, Indonesia

Partner with sales departement to help improve or develop specific sales force effectiveness plans as well as selling skills and product training. Encourage regional development of common structure, processes and reporting. Define measurements and develop tools for sales force effectiveness process.Manage SFE platform (Ioselas OneTeam One Tool). Develop and implement with each affiliate improvement plans to address SFE needs (segmentation, targeting and SF mapping). Track progress of… Show more Partner with sales departement to help improve or develop specific sales force effectiveness plans as well as selling skills and product training. Encourage regional development of common structure, processes and reporting. Define measurements and develop tools for sales force effectiveness process.Manage SFE platform (Ioselas OneTeam One Tool). Develop and implement with each affiliate improvement plans to address SFE needs (segmentation, targeting and SF mapping). Track progress of implementation. Conduct thorough SFE diagnosis activities e.g. in field days, interviews, review of marketing plans and goals.Identify and ensure sharing of SFE best practices.Ensure SFE as a part of Marketing and financial planning.Work with business heads to ensure affiliate understanding and implementation of SFE measures.Define common monthly regional reporting of SFE metrics. Provide monthly/quaterly and annually regional analysis of SFE implementation. Ensure link between training program reporting and SFE platform (One team one tool) Roll out and support selling model (NNWOS) across region. Develop annual regional training plan and ensure aspects of plan incorporated into affiliate training plans.Identify selling skill gaps (including but not limited to product knowledge, disease state knowledge, sales call effectiveness, opening and closing skills) and develop appropriate training strategies and tactics to minimize the identified gaps. identify the proper training needed to increase the quality of sales calls across affiliates as well as the quality and effectiveness of the sales force. In addition to the identification of the training needed, develop and execute the required training strategies. - Identifying and classifying patient and retail insulin-using segments Show less

Greater Jakarta Area, Indonesia

Work Closely with National Sales Manager ( NSM ) to develop Ability of sales Force to achieve the best salesWork closely with IT People to create and Develop Reporting System For Sales Force (One Team One Tool)Perform qualitative on sales force and provide feed back to NSMSupervise reporting system

Jakarta

my responsible was on sales departemen area jakarta, bogor, bekasi lampung tangerang and pontianak.