Performance and Commercial Planning Manager

We are looking for a Performance and Commercial Planning Manager to drive the performance of the sales structure, ensure the correct execution of the commercial model, and analyze performance against established KPIs.

The position will work closely with Commercial Management and managers, providing analysis, monitoring, and support in identifying deviations and opportunities for improvement, and contributing to the definition and implementation of action plans oriented toward achieving objectives.

Likewise, they will be responsible for optimizing the operational processes that support Admissions activity, ensuring the correct functioning and evolution of the CRM, automations, tools, and workflows, in coordination with Systems and the involved areas.

We are looking for a person with a commercial vision, analytical capacity, and results orientation, capable of converting data into concrete decisions and actions, combining business knowledge with a good understanding of processes, tools, and technology.

• Accompany Commercial Management and Team Leaders in performance analysis, identifying causes of deviation and proposing concrete action plans to improve results.
• Analyze performance by market, team, advisor, program, channel, and funnel stage, identifying patterns, opportunities, and best practices that allow for improved productivity and commercial conversion.
• Ensure, together with managers, the correct activation of Admissions plans and policies to reach daily, weekly, and monthly objectives aligned with the business strategy.
• Analyze, monitor, and report on opportunities, deviations, or difficulties that impact KPIs, providing each management level with useful information for decision-making.
• Propose, implement, and monitor action plans oriented toward correcting deviations and improving the fulfillment of commercial objectives, evaluating their impact and effectiveness.
• Supervise the compliance and quality of execution of the commercial model in all its phases: contact, qualification, advising, follow-up, and closing, identifying deviations and proposing improvements to Team Leaders.
• Analyze the sales pitch and opportunity management by market and program, accompanying managers in the implementation and monitoring of improvements.
• Facilitate the exchange and adoption of best practices between teams, providing criteria and constructively questioning decisions based on data.
• Design, together with Commercial Management, the annual and monthly commercial planning, aligned with the strategic objectives of the organization.
• Propose goals, KPIs, and monitoring models for each commercial unit, for validation with Commercial Management.
• Coordinate with Marketing, Product, and Operations to ensure coherence in commercial activation.
• Control the area's headcount and associated processes, identifying their impact on commercial capacity and productivity.
• Coordinate monthly planning with the Administration Department.
• Identify, together with managers, training needs for the commercial team based on the analysis of results and the execution of the commercial model, and coordinate the corresponding sessions.
• Create and update training materials and process documentation.
• Facilitate the onboarding of new users, ensuring their access, tools, and registration in the corresponding automations.
• Act as an interlocutor with Systems, translating commercial needs into clear and prioritized requirements.
• Manage lead assignment rules and ensure their correct functioning.
• Analyze disqualified leads and detect opportunities for improvement in contact and qualification processes.
• Provide support to managers and users regarding doubts, access, and CRM functionalities, coordinating the resolution of incidents with technical areas.
• Gather and identify CRM evolution needs and convey them to technical teams, monitoring their implementation.
• Evaluate the effectiveness of commercial tools, automations, and integrations, and ensure the quality and reliability of the data used for commercial monitoring.
• Identify manual processes susceptible to automation and coordinate their implementation, prioritizing their impact on activity and commercial results.
• Ensure the documentation and correct adoption of new processes and automations.
• Define, maintain, and evolve the reporting systems and dashboards necessary for commercial decision-making, using Power BI and other analysis tools.
• Lead cross-functional commercial improvement projects with Academic, Marketing, Customer Experience, and other areas of the organization.