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.
