Dell Advisor, Sales Operations in Beijing, China

Advisor, Sales Operations

Job ID R03510

Date posted 10/10/2017

Why Work at Dell?

Endless challenges and rewards. Opportunities on six continents. A team of colleagues fueled by collaboration. All this, and a company deeply committed to integrity and responsibility.


Profile and Experience

The Sales Planning and Strategy senior advisor will have extensive experience supporting a front line sales organization within the technology industry. Key experience to include:

•Ability to review, analyse and interrupt disparate data sets to understand business trends / issues and present resolutions aligned with key stakeholders.

•An understanding of a territory sales model and building out an optimized plan based on maximising customer coverage with available resources.

•Able to plan, manage and track the progress and drive towards the target end state.

Must have the ability to build relationships across the organisation, within Sales / Finance / Marketing / Human Resources to successfully deliver against the above profile.

Other key competencies include:



•Business Acumen/Strategic Thinking

•Communications (written and oral)

•Customer Focus


•Interpersonal Effectiveness

•Problem Solving

•Teamwork and Collaboration

Key Accountabilities

Run the Business Support

•Weekly, monthly and quarterly review and analysis of sales performance, understanding key financial and business metrics;

•Review and development of predictive metrics to support business predictability and growth;

•Support & contribute to weekly Run the Business reviews between Sales / SSP / Management;

•Support business reviews between ANZ management and regional management

Integrated Operating Plan / Annual Operation Plan

•Work with sales leaders / SSP leadership in defining key business metrics and targets to deliver against corporate guidance.

•Ensure that guidance & targets are accurately cascaded down to sales teams and individuals, and is achievable given currently performance

•Build action plans to deliver against key metrics not supported by current performance levels

•Ensure that submissions to regional / corporate calendar are accurate and timely

Territory Planning

•Support segmentation process and optimal allocation of customer accounts across internal customer segments;

•Review and recommend optimal HC / OPEX investment across each segment / territory based on underlying guidelines, e.g. productivity & gearing thresholds

•Support build of individual sales maker territories, optimizing customer coverage and resource investment

Project Management

•Lead the planning and execution of project

•Facilitate the definition of project scope, goals and deliverables

•Define project tasks and resource requirements

•Develop full scale project plans

•Manage project budget and resource allocation

•Plan and schedule project timelines

•Track project deliverables using appropriate tools

•Provide direction and support to project team

•Constantly monitor and report on progress of the project to all stakeholders

•Present reports defining project progress, problems and solutions

•Implement and manage project changes and interventions to achieve project outputs

•Project evaluations and assessment of results

•Establish and nurture productive working relationships with appropriate customer

Business Support

•Ad hoc projects supporting business goals



•Work experience of 5-6 years within Finance / Strategy / Sales Planning / Business Intelligence.

•Understanding of the IT market within your country;

•Excellent analytical and financial skills required, including financial modeling and data manipulation.

•Proficient with Microsoft Windows Excel, Word, Access, and Power Point required.

•Project management and facilitation skills a bonus.

•Fluent English.


•Bachelors Degree preferably in Business or related discipline required. MBA desirable.

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