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PEPI Manager, Commercial Excellence - Sales & Marketing M&A (Open to ALL US locations)

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Location: Troy, MI, United States
Date Posted: Mar 20, 2024

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Description

Alvarez & Marsal Private Equity Performance Improvement

Manager, Commercial Excellence

Alvarez & Marsal is a leading independent global professional services firm, specializing in providing turnaround management, performance improvement and corporate advisory services, is seeking to expand its Private Equity Performance Improvement (PEPI) Division with additional sales and marketing talent for its Go To Market Excellence Group (GTM) in Software and Technology Services (STS).  With more than 6,000 professionals based in 40 locations across North America, Europe, Asia, and Latin America, A&M firm excels in problem solving and value creation.  Drawing on a strong operational heritage and hands-on-approach, our professionals work closely with organizations and stakeholders to help tackle complex business issues and maximize value.

A&M’s GTM-STS practice, with offices throughout the US, focuses on serving upper middle market & large cap private equity firms, and corporate clients who have engaged A&M to help improve operating results and M&S services.  The companies A&M assesses are upper middle market in the 100 million to 2 billion plus range. 

Our GTM-STS offerings for the Technology and Business Services sector include:

  • Sales and Marketing Performance Improvement
  • Merger Integration & Carve-Outs (MI&CO) with a focus on Sales and Marketing
  • Interim Management

This is your opportunity to join the A&M GTM-STS team as a sales and marketing professional. Benefiting from early client exposure and learning from some of the top practitioners in the field, you will be involved throughout the lifecycle of some of the largest, most complex and high profile deals in the US.  

As a sales and marketing functional professional your role will consist of:

Supporting the sales and marketing needs of merger integration across the entire lifecycle Driving sales and marketing performance improvement initiatives for Private Equity portfolio companies and corporate clients

The GTM-STS service line brings a structured and disciplined approach to create and capture value.  We provide corporate and equity buyers with a broad continuum of knowledge and tools for mergers, acquisitions, carve-outs, joint ventures and alliances.  Our team works across the full spectrum of the deal lifecycle from pre-deal operational and synergy reviews to 'Day 1' planning and post deal implementation. Our services include Due diligence, Integration Management Office, Synergy Development, TSA, Integration Planning, Day 1 Readiness, and Post-close Execution. In addition, we possess expertise in developing sales and marketing performance improvement plans for companies outside of the M&A lifecycle.

GTM-STS is growing and offers excellent opportunities for career advancement and to build leadership skills. Our leadership team is focused on providing career development, training, and exposure to international business assignments. 

Build your skillset by providing valuable insight into how an entire business goes through the change process. And as we help our clients outperform the market, you will add real value too. All the while, you can broaden your experience and enjoy unlimited opportunities to progress in your sales and marketing career as part of a fast-growing team.

Manager:

  • Provide Manager level GTM performance improvement (top line and growth and cost optimization)
    • Sales Force & Market Coverage
      • Assess and recommend optimal salesforce design and organization structure, coverage, and productivity improvement
      • Evaluate time spent by salesforce on value-add activities and effectiveness of their customer interactions, and recommend solutions
      • Optimize coverage based on sales resource type and TAM
    • Sales Process & Operations
      • Review and optimize a consistent sales process
      • Ensure leads are efficiently generated & converted into profitable sales, and sales is held accountable to KPI’s and metrics
      • Review usage of advanced tools and technologies including CRM to drive accountability and establish greater visibility into the sales pipeline
      • Customer success and service organizational optimization
      • Pricing leverage as a mechanism for margin improvement
    • Marketing Effectiveness
      • Understand demand gen functions to ensure Top of Funnel activities are optimized to support sales team
      • Ensure PKI’s are in place to maximize ROI on marketing spend
  • Provide Manager level functional responsibilities for merger integration:
    • Understand and develop a POV for the associated sales/marketing group in each organization
    • Develop action plans to drive harmonization of orgs
    • Identify synergy opportunities based on labor and non-labor costs
  • Manager-level responsibilities include:
    • Setting-up key client meetings and managing the data request list
    • Modeling and analysis responsibilities
    • Determining client needs by supplementing the standard assessment techniques and tools with innovative approaches where applicable
    • Developing deliverables including interim and final report-out documents

Qualifications

  • 5+ years of professional consulting experience with functional expertise in Sales Effectiveness and Marketing Optimization ideally in the technology and business services industry
  • M&A exp including: Merger integration, divestitures, and business transformation
  • Familiar with, and has used CRM tools such as Salesforce for dashboards, reports, metrics and analytics
  • Program management and project management experience
  • Excellent oral and written communications skills
  • Initiative and drive
  • Critical thinking skills
  • Outstanding people development and management skills; ability to lead junior team members – Associate and Senior Associates
  • MBA, and experience working with PE and/ or PE relationships is a plus
  • Flexibility to travel at least 75% of time

The salary range is $125,000 - $190,000 annually, dependent on several variables including but not limited to education, experience, skills, and geography. In addition, A&M offers a discretionary bonus program which is based on a number of factors, including individual and firm performance.  Please ask your recruiter for details.

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Diversity & Inclusion

A&M’s entrepreneurial culture celebrates independent thinkers and doers who can positively impact our clients and shape our industry. The collaborative environment and engaging work—guided by A&M’s core values of Integrity, Quality, Objectivity, Fun, Personal Reward, and Inclusive Diversity—are the main reasons our people love working at A&M. Inclusive Diversity means we embrace diversity, and we foster inclusiveness, encouraging everyone to bring their whole self to work each day. It runs through how we recruit, develop employees, conduct business, support clients, and partner with vendors. It is the A&M way.

Equal Opportunity Employer

It is Alvarez & Marsal’s practice to provide and promote equal opportunity in employment, compensation, and other terms and conditions of employment without discrimination because of race, color, creed, religion, national origin, ancestry, citizenship status, sex or gender, gender identity or gender expression (including transgender status), sexual orientation, marital status, military service and veteran status, physical or mental disability, family medical history, genetic information or other protected medical condition, political affiliation, or any other characteristic protected by and in accordance with applicable laws. Employees and Applicants can find A&M policy statements and additional information by region here.

Unsolicited Resumes from Third-Party Recruiters

Please note that as per A&M policy, we do not accept unsolicited resumes from third-party recruiters unless such recruiters are engaged to provide candidates for a specified opening and in alignment with our Inclusive Diversity values. Any employment agency, person or entity that submits an unsolicited resume does so with the understanding that A&M will have the right to hire that applicant at its discretion without any fee owed to the submitting employment agency, person or entity.

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