I need help with writing my annual review report.
My Role is a Go-to-market manager.
As an in Sales Strategy, you drive outcomes for one complex project by taking full ownership, define internal roadmaps, and drive efforts for customer acquisition. You develop go-to-market strategies and business plans for monetization, commercialization, marketing, and sales. You leverage data across Google and the industry to uncover key insights about Google’s position in a given market, and effectively communicate these to product and business leaders and cross-functional partners. You help define and determine multiple approaches to solve defined problems with limited precedent to reach an optimal solution. You work cross-functionally to define problems, analyze growth opportunities, and develop business solutions, actionable recommendations and results through a rigorous, data-driven process, and profound knowledge of industry-leading practices. You may coach or mentor junior members of the team. You act as a subject-matter expert in sales strategy by demonstrating a thorough understanding of customer segment, decision principles, and business. You also engage in community contributions to improve and sustain our culture and operations—making Google a better place to work.
These are my key pillars that I will need to discuss
1) Sellout: Deliver
Q4: -10% behind tgt, however for my Team we did = 693% growth YoY!
Q3 Wearables: +1% above tgt.
2) Enhance Planning: Build an optimal GTM strategy by end of Q3 to increase EC supply visibility/prioritization by x2 in mid Q4 “Successful launch w/ Planet Cellular
2a) Sell-out fcst accuracy/Lifecycle Management
3) Build PRM Collaborate Across Google: Support Vetnet Google on the behalf of the Carrier team.
1. Volunteer in 3 events in Q3
Organize team events.
My manager feedback thus far:
1. Enhance Planning: massive progress in rigor on GTM cadence; established tools, meeting cadence, bringing along SPM’s, which were foundational to delivering massive volume growth in Q4 in Emerging carriers. In addition, Marcus initiated a 20% project with global GTM to provide global promo visibility (work is in progress – too early to establish results).
2. Launched Planet Cellular with P6a. Some setbacks on partner side (e.g., delayed P7 launch) whilst still working through GTM support (E.g., sales reporting).
3. Vetnet & Googliness: active advocacy for Veterans (e.g., 1 Skillbridge graduate joining Google), as well as multiple extracurricular activities (E.g., team events).
Hitting the numbers: Sales results roll-up will be included in Annual Evaluation
I want my approach to be clear and concise
Here are some other good information:
Problem-Solving
Problem solves, using relevant Google and third-party data to develop a strategic, forward-looking perspective on customer focused insights and solutions.
Identifies gaps in team resources, works to close those gaps, and focuses attention on the highest impact paths.
Taking Accountability
Models taking ownership of your work responsibilities, successes, and failures, aligning your work to team, organizational and company-wide goals.
Assesses needs, requests and secures support from senior leadership as necessary to best guide decision-making.
Prioritize and deliver outcomes
Prioritize tasks, projects, and resources on highest-impact work. Focus attention and resources on accomplishing top objectives. Execute quickly on cross-functional projects with a variety of working groups & see efforts through to the end.
Prioritization
Handles priority setting by creating and utilizing decision principles, driving for clarity with stakeholders on prioritization, staying focused on high-value actions.
Execution Excellence
Is proactive, delivers results, aligns cross-functional stakeholders around clear objectives, scope, approach, best practices and plan with realistic timing, overcomes obstacles.
Garners resources to focus attention on highest impact paths.
Thrive in changing environments
Introduce structure when confronted with complex, multidimensional problems. Treat mistakes and setbacks as opportunities to learn and improve. Consider market and competitive landscape.
Adapting to Ambiguity
Models how to navigate through Google and project complexity to deliver customer value.
Adopts an innovative mindset by identifying opportunities to test new and creative approaches and supporting continuous improvement by sharing ideas and recommendations.
Functions well in ambiguity, anticipates changing internal and external environments, acts with limited guidance or information and helps others to do so by applying frameworks or input patterns.
Is flexible, handles setbacks, complexity and bounces back.
Lift Yourself & Others
Develop yourself and others
Actively engage in developing new and complementary skills to reinforce own expertise and share proactively. Find ways to support others’ development and give constructive feedback, for the greater good of the org. As a whole.
Building Knowledge & Skills
Seeks development advice, continual learning opportunities and takes on stretch opportunities.
Acquires and shares deep product/industry/systems knowledge and functional skills.
Embracing Feedback
Engages in personal development by giving and receiving feedback with (including senior) customers, peers, and manager.
Collaborate across Google
Work collaboratively at all times, share and adopt best practices across Google, and recognize others for this. Transcend functional silos. Bridge the divides between Googlers by finding commonalities, acknowledging differences, listening to others, sharing credit, and resolving disagreements.
Collaborating
Models an understanding of stakeholder points of view, time constraints and communication styles to influence for shared outcomes early in the process and for greater impact.
Flexes engagement style across a variety of (including senior) customers and cross-functional peers to set shared objectives, create open dialogue, actively build partnerships, and balance own interests to drive greater impact while sharing best practices.
Communicating
Crafts engaging and compelling narratives in oral and written communications for customers (including senior stakeholders) reflecting a nuanced understanding of diverse audiences.
Actively listens, recognizes complex situational cues and context, flexes communication style, and shares appropriate levels of information to facilitate collaboration.
Recognizes the positions and contributions of others, even when contrary to own.
Lead with Respect
Respect the user
Put our users first and make our customers (advertisers, agencies, partners) successful. Be curious and ask the right questions to fully understand their needs. Actively listen to their goals with empathy.
Thinking Customer-First
Serves as a strategic partner to build, grow, and maintain high impact and long-lasting relationships with customers, developing an understanding of the customer’s customer (needs, objectives, language and aspirations).
Building Trust & Rapport
Shows empathy while influencing decision makers by reflecting their needs, concerns and interests and actively engaging their input, including senior stakeholders.
Viewed by the customer as a part of their team and a critical problem solver who can apply emotional intelligence by recognizing, create spacing and handling emotional responses from customers and stakeholders.
Maintains and connects others to a solid network of trusted relationships cross-functionally and with senior leaders.
Respect the opportunity
As a trusted advisor, act with integrity to represent what’s right for users, customers, Google, and the world. Be hungry, yet humble as you deliver innovative approaches to problems.
Doing the Right Thing
Models how to keep word and follow through on commitments to (including senior) stakeholders.
Helps others understand company policy, contract guidelines and similar.
Volunteers and empowers team members to help others even without personal gain.
Acting with Courage
Challenges the status quo where appropriate to drive higher impact.
Models how to try new approaches while learning from mistakes, takes on challenges, seizing new opportunities to innovate while communicating solution options, tradeoffs and risks with confidence.
Considers solution options from customer, Google and industry perspectives.
Sees conflict as an opportunity to explore alternative solutions and equitably bring diverse perspectives to the table.
Respect each other
Foster inclusion and belonging. Understand and value the perspectives of your teammates, stakeholders, and other Googlers. Do this even (and especially) when their perspectives are different from yours. Respectfully listen, debate, decide, and then move forward together.
Incorporating Diverse Perspectives
Balances multiple perspectives to inform thinking and decision making.
Actively mitigates own biases and flexes style to accommodate others by learning about new identities and cultures, expanding viewpoints and relationships.
Building Inclusive Culture
Models and coaches others on equitable & inclusive behavior across systems (e.g., hiring, perf, coaching).
Creates space in meetings, projects, events for everyone to collaborate and feel supported.
Drive amazing work: Prioritize and deliver outcomes “1/ Develop project kickoff documents to clearly articulate scope, MVP criteria, R&Rs, etc.; secure alignment on specific question we are solving for with regional GTM leads before kicking off
2/ Determine principles for each decision, and secure approval for each project (or phase of project that requires them) prior to evaluating decision alternatives
3/ Increase alignment and accountability culture by referring to project doc (e.g. MVP guidance) at predefined checkpoints throughout the project, updating as needed
4/ Begin each week with clear prioritization session utilizing the 4D method to ensure clarity and document what is needed by end of week ”
Lead with Respect: Respect the opportunity “1/ Form understanding of, and document, manager and cross-functional/product stakeholder priorities
2/ Independently shape list of commitments and timeline; proactively drive alignment on commitments; execute thoroughly
3/ Manage cross-functional/product groups toward outcomes that support the business while considering people implications of business decisions
4/ Advocate for Product/Business changes when there is opportunity for improvement, championing and challenging ideas to influence internal stakeholders through solid arguments”
Lift Yourself & Others: Collaborate across Google “1/ Ensure stakeholders (e.g. GPO, Sales Leads, Finance) have a clear understanding of project goals, plans, and progress
2/ Develop a communication plan to ensure stakeholders have early visibility into key issues and challenges facing the project
3/ Set up regular sessions with key stakeholders (with appropriate cadance) and develop agendas that help increase trust and value in the partnership
4/ Incorporate feedback and input from various stakeholders. Build a shared vision that drives the goals for all members”
