Position Summary

We are seeking an experienced Sales Enablement Manager to support our Commercial functions of Marketing and Business Development.

The primary focus of this position is to enhance the effectiveness of our Business Development teams by providing them with the necessary resources, training, and support. Responsibilities are multifaceted and focus on aligning sales strategies with overall business goals and ensuring clarity on processes, performance and tools.

This role operates within a highly matrixed structure and delivers substantial impact. By defining clear processes, responsibilities, tools, and timeline, it enhances efficiency and adds value across the entire organization.

Candidates should enjoy working in a fast-paced, mission-driven environment, and be prepared to tackle a broad selection of challenges as the company grows.

Responsibilities

Oversee the adoption of sales enablement tools, such as CRM systems, to streamline processes and enhance productivity within the Account-Based Marketing/Selling approach
Ensure that customer relationship management (CRM) systems are configured to support key account management processes (track interactions, deal progress, and account health)
Create flowcharts to illustrate the various scenarios and decision trees that sales reps might encounter during the sales process
Map key Commercial processes and critical connections with other departments (Tech Ops, Legal, Finance, Quality, R&D)
Provide a clear roadmap of actions sales reps should take at each main point of the sales process
Create and implement comprehensive sales enablement programs tailored to improve team performance and drive revenue growth
Work with Business Development Directors to develop tailored strategies for high-value clients as part of ABM
Implement and manage tools that provide insights into key account performance and engagement
Develop and monitor sales performance metrics to assess the effectiveness of training programs and sales strategies. Use this data to identify areas for improvement and optimize future initiatives
Establish and monitor key performance indicators specific to key account management success (Win-Rates, Time-to-Close, Upsell/Cross-sell, Win/Loss Analysis)
Create and distribute reports on key account performance to stakeholders, on a monthly/quarterly basis
Provide sales teams with essential materials such as product information, customer testimonials, and market insights that aid in closing deals
Provide feedback to marketing on which content is most effective for sales, based on usage data and sales team input
Manage sales collateral, including presentations, case studies, product sheets, and other marketing materials
Manage the sales enablement content repository, ensuring materials are up-to-date, easily accessible, and effectively utilized by the sales team
Identify relevant conferences: research and identify key sales enablement conferences that align with the team's goals and professional development needs; handle the logistics of conference attendance including registration; conduct analysis to demonstrate the potential return on investment from attending specific conferences; pre-conference planning; post-conference analysis
Work to incorporate insights gained from conferences into existing sales strategies and training programs
Design and conduct training sessions for new and existing sales staff, ensuring they are knowledgeable about products, sales techniques, and industry trends

Requirements

Bachelor's degree in Marketing, Business, or related field
5+ years of experience in sales enablement, product marketing, or related roles
Strong understanding of B2B sales processes and methodologies
Excellent communication and presentation skills and ability to convey information effectively across various teams
Self-awareness, integrity, authenticity, and a growth/entrepreneurial mindset
Proven ability to develop effective sales and marketing content
Experience with process flow design tools
Experience with CRM systems and sales enablement technologies
Data-driven approach with strong analytical and problem-solving skills
Ability to build and maintain relationships across multiple departments
Manage multiple initiatives simultaneously while ensuring alignment with business objectives
Understanding market trends and customer preferences is vital for developing relevant strategies.

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Sales Enablement Manager