Sales Operations

Well organized sales operations improves the efficiency of the sales department by streamlining processes, optimizing resources and providing the required information and data. They ensure that the sales force focuses on executing its core tasks, such as effectively interacting with customers, and identifying and winning relevant opportunities. They reduce the waste of resources and improve customer satisfaction by constantly refining collaboration tools and processes. They carry out performance analyses, business projections and the training / coaching of the sales teams. Business Operations provides the framework for resources, rules, processes, knowledge, data, technologies and reporting.

Effective account management focuses on commercial success with key customers in line with the company's growth, profitability and compliance objectives. This includes optimizing commercial development strategies and building trust by developing customer relationships and satisfaction. Account management drives cross-functional collaboration to optimize existing business and secure new businesses in line with the objectives. In terms of new business acquisition, it anticipates the pipeline of opportunities and guarantees high success rates. Finally, account management is committed to guaranteeing and constantly improving the contractual content and the profitability of the business segment for which it is responsible.

The long-term success of an organization depends to a large extent on its ability to expand its existing business base while creating new growth opportunities. Business Development Management (BDM) and Key Account Management (KAM) are two functions that contribute decisively to achieving these objectives. Although both professions contribute to the company's commercial growth, they involve very different tasks, skills and even personal aspirations. It is essential to take these differences into serious consideration in order to develop the adequate sales resources to effectively execute the company's strategy and generate the desired outcomes.