Sales Transformation Change Manager

Job Description Summary

We are looking for a Senior Change Manager to lead the change workstream for a major, multi-year Sales and Go-to-Market transformation.

Significant sales transformation experience is essential. This role is focused on changing how sales and commercial teams work across the end-to-end sales lifecycle, including processes, behaviours, roles, responsibilities and ways of working.

The programme is transforming Lead-to-Cash processes, covering areas such as lead and opportunity management, quoting, pricing, contracting, order management and billing.

While technology will enable the transformation, this is primarily a sales business process and organisational change role rather than a technology implementation role.

This is a hands-on player-coach position. You will own the change strategy while personally delivering much of the work across stakeholder engagement, change impacts, communications, training, readiness and adoption.

About the Programme

This is a large-scale transformation of how the organisation sells, designed to simplify and standardise sales and commercial processes across multiple business units and regions.

The programme will introduce significant changes to end-to-end sales processes, operating practices and ways of working, supported by new technology.

The objective is to create simpler and more consistent sales processes, reduce administration for sellers, improve commercial effectiveness, reduce risk and deliver a better customer experience.

The programme is moving from detailed design into build and ultimately a phased global roll-out, making business readiness, behavioural change and adoption within the sales organisation critical to its success.

About the Role

You will lead the business change required to move sales and commercial teams from their current processes and ways of working to a new, more standardised sales operating model.

You will need to understand how sales transformation impacts people in practice, from individual sellers and sales managers through to Senior commercial leadership.

This means understanding how changes to areas such as lead management, opportunity management, pipeline, quoting, pricing, contracting, order management and billing affect day-to-day roles, behaviours and activities.

You will work closely with Senior sales and commercial leaders, programme leadership, process owners, implementation partners and business change champions to ensure the transformation is successfully embedded.

Responsibilities

Own the change strategy and plan for a major Sales and Go-to-Market transformation.
Lead business change associated with redesigning and standardising end-to-end sales processes and ways of working.
Understand current versus future sales processes and translate these into clear people, process, role and behavioural impacts.
Lead change impact assessments across different sales personas, business units and regions.
Work closely with process and programme teams to ensure the practical impact of proposed changes on sales teams is understood during design.
Engage and coach Senior sales and commercial leaders as sponsors of the transformation.
Build ownership among sales leadership and prepare managers to lead their teams through significant process and behavioural change.
Establish and manage a network of sponsors, change champions and super users across the business.
Develop communications and engagement that clearly explain what is changing in the sales process, why it is changing and what it means for different sales populations.
Shape training and enablement around new sales processes, roles and ways of working.
Define and measure business readiness, adoption and behavioural change across sales populations.
Identify areas of resistance or low adoption and develop targeted change interventions.
Manage change planning, reporting, risks, dependencies and input into programme governance.
Work effectively across internal teams and external implementation partners to maintain consistency and pace.

Requirements

Significant Sales / Go-to-Market transformation experience is essential.
Demonstrable experience changing sales business processes, operating models and ways of working, rather than solely delivering technology or system change.
Strong experience of Lead-to-Cash and/or Quote-to-Cash transformation.
Understanding of end-to-end commercial processes such as lead management, opportunity management, pipeline, CPQ/quoting, pricing, contracting, order management and billing.
experience leading change across large sales and commercial populations, ideally spanning multiple business units or regions.
Strong understanding of the people and behavioural impact of sales process transformation, including how new processes affect sellers, managers and commercial leadership.
experience leading end-to-end change management from design and impact assessment through to implementation, readiness, adoption and embedding.
Proven ability to influence and challenge Senior sales and commercial stakeholders.
experience establishing and managing business change networks, sponsors and change champions.
Strong player-coach background, comfortable owning the strategy while personally delivering communications, engagement, training and readiness activity.
experience within a large, complex, global or matrixed organisation.
experience working alongside programme teams, process owners, systems integrators and implementation partners.
Excellent written communication skills, particularly translating complex sales process change into straightforward messages for different business audiences.
Comfortable operating in a fast-paced environment with ambiguity, competing priorities and demanding stakeholders.
experience of technology-enabled sales transformation is advantageous, including CRM, CPQ or sales platforms, but the primary requirement is sales business process transformation experience.

Location

London, UK

Rate/Salary

500.00 - 600.00 GBP Daily

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