Job Purpose

The APAC Regional Sales Effectiveness Program (SEP) Manager is responsible for driving sales performance improvement across the region by designing, executing, and sustaining programs that enhance sales capabilities, processes, tools, and productivity. This role ensures alignment with global Sales Excellence frameworks, supports sales leaders in implementing best‑practice methodologies, and enables sales teams to achieve accelerated, predictable, and profitable growth.

Key Responsibilities

1. Program Enhancement & Implementation

• Develop, deploy, and continuously improve SEP such as sales activity management, value proposition, selling skills, opportunity management, customer classification, account planning, and pipeline discipline.
• Lead APAC rollouts of Lapp global programs 

2. Sales Process Optimization & Governance

• Define, standardize, and maintain core sales processes (e.g., opportunity funnel management, enquiry-to order, value selling).
• Drive adoption of CRM and digital sales tools; strengthen data quality and reporting accuracy.
• Monitor process compliance and collaborate with countries to close gaps.

3. Sales Productivity & Performance Management

• Design and track KPIs to measure productivity, efficiency, and program ROI.
• Partner with regional and local sales leaders to identify performance bottlenecks and develop targeted interventions.
• Provide insights through dashboards, analytics, and commercial performance reviews (e.g., Customer Life Cycle, Sales Activities, Opportunity funnel).

4. Stakeholder Engagement & Cross‑Functional Alignment

• Work closely with Country Sales Leaders, Marketing, Operations, and Global Sales Excellence to harmonize improvement initiatives.
• Facilitate alignment on methodologies, sales roles, and capability frameworks across APAC.
• Act as the regional voice to global teams on local needs, challenges, and scalability considerations.

5. Change Management & Communication

• Lead structured change management approaches for new processes, tools, or behaviors.
• Develop communication plans, training materials, and enablement guides to support adoption.
• Promote a strong sales culture focused on continuous improvement and “One Team” mindset.

Qualifications & Experience

Education & Experience

• Bachelor’s degree in Business, Marketing, Engineering, or related field; MBA preferred.
• 7–12 years of experience in Sales Excellence, Commercial Operations, Program Management, or B2B Sales ideally in industrial, manufacturing, or technology sectors.
• Proven track record implementing regional or global sales effectiveness programs.

Skills & Competencies

• Strong understanding of sales processes (lead management, funnel discipline, account planning, pricing, customer development).
• Experience with CRM platforms (SAP, Salesforce, Dynamics, etc.).
• Program management and change leadership skills.
• Excellent data-driven decision-making and analytical skills.
• Strong stakeholder management across multiple APAC cultures.
• Ability to communicate clearly at all levels, from sales teams to senior leadership.

Key Performance Indicators (KPIs)

• Increase in sales productivity (e.g., pipeline hygiene, win rates, active customers, sales coverage).
• Adoption rate of local/regional Sales Effectiveness programs.
• Improvement in sales formular (AC, AOF, AOV) scores.
• Enhanced forecast accuracy and data quality.
• Measurable contribution to regional top-line growth and sales efficiency targets.

Reporting Structure

• Reports to: Regional CSO
• Key Interfaces: Country Sales Heads, Marketing, Global Sales Excellence