Jackson and Coker is a top healthcare staffing firm with nationwide reach, specializing in locum tenens (temporary staffing), locums-to-permanent and telehealth staffing. We work with healthcare organizations big and small to find the right physicians and advanced practitioners to provide quality patient care.
The Director of Sales Enablement guides and develops sales associates who have completed their first two phases and have progressed to the third phase of the comprehensive sales training journey. Responsible for training and coaching sales associates during their integration period from lead generating to building and managing a territory of business. This role is pivotal during the transition period before these associates join their specialty sales teams. The Director of Sales Enablement will be responsible for helping associates build effective strategies for growing and managing their territories, expanding accounts, and mastering the intricacies of negotiating complex contracts.
Additional Details:
- Oversees coaching initiatives of new sales associates through the sales journey, ensuring they acquire the skills and knowledge to expand business and achieve success in sales.
- Ensures successful execution of client contracts + account penetration
- Builds and maintains professional business relationships with customers, third parties, and external contacts.
- Proficient in reinforcing all required training that is taught throughout the sales development training program.
- Facilitates regular job shadowing and role-playing sessions with each sales associate, offering constructive feedback and developing targeted improvement plans to address any identified gaps.
- Supports sales associates in navigating challenging calls and resolving escalated issues effectively.
- Assists sales associates in understanding and implementing tailored sales strategies to manage and grow their designated territories.
- Provides hands-on training in account management techniques, emphasizing the importance of cultivating strong relationships with clients.
- Teaches associates negotiation skills necessary for handling complex contracts and closing deals effectively.
- Guides associates in managing a book of business, ensuring they understand the fundamentals of budget ownership and territory management.
- Monitors and track performance metrics to identify areas for improvement and provide constructive feedback.
- Maintains ongoing communication and regular meeting cadence with the sales associate’s division leaders to ensure objectives are aligned, optimize daily operations, and ensure sales targets are achieved.
Here’s Why The Atlanta Journal-Constitution Ranks Jackson and Coker A Top 10 Mid-Sized Workplace:
Career longevity
Jackson and Coker is a nationally known and highly respected, industry-leading organization known for quality and service with a strong national and local presence. You will be working in an industry that will withstand the test of time in a prestigious field.
Training
In-depth orientation and ongoing training will prepare you to succeed in this key role.
State-of-the-art facilities
Our beautiful corporate headquarters is equipped with a gym including exercise classes and a personal training staff, full-length pool and locker rooms with a sauna and steam room; several onsite restaurants at 25% off for associates; Starbucks; miniature golf course and game room; nail salon; dry cleaning and car wash services. Associates enjoy the convenience of our onsite health clinic where they as well as their families can be seen by a Physician or a Nurse Practitioner at no cost and receive free prescriptions. Our childcare and virtual learning support is a huge bonus to our associates with growing families. All associates are eligible for an array of benefits including medical, dental, vision, disability and life insurance to name a few. We also have a company sponsored 401K plan with company matching funds.
Culture
Associate-led philanthropic committees support the causes important to our associates. Associate Networking Groups including the People of Color, Women's and PRIDE Networks. We are a mission-focused company that celebrates diversity and is committed to creating an inclusive environment for all of our associates.
Requirements:
- Able to inspire and guide the sales team towards achieving organizational objectives.
- Effectively convey ideas, strategies, and expectations to team members, clients, and stakeholders.
- Proficient in analyzing sales data, identifying trends, and utilizing technical tools to optimize sales processes.
- Confidently represent the company, articulate sales strategies, and engage audiences during presentations.
- Proficient in utilizing various hardware and software tools essential for sales operations.
- Empower team members through effective coaching and mentoring to enhance their sales performance
- Skillfully prioritize tasks and manage time to maximize productivity and achieve sales targets.
- Delegate responsibilities efficiently to direct reports, peers, and senior leaders to streamline workflow and achieve collective goals.
- Capable of analyzing situations, identifying solutions, and making informed decisions, especially in routine scenarios.
- Possesses a strong knowledge of the locum tenens or staffing industry and specialty knowledge, enabling effective guidance and mentorship of team members, ensuring alignment with industry best practices and standards.
- Demonstrates strong knowledge of the consultative selling approach, leveraging strategic insights and customer-centric methodologies to drive sales effectiveness and foster long-term client relationships.
- Understands all relevant company Key Performance Indicators (KPIs) and where to attain results, enabling informed decision-making and strategic alignment of sales efforts with organizational goals and objectives.
- Experience managing sales reporting on conversion metrics and gross profit, coupled with a deep understanding of metrics analytics, facilitating data-driven insights and performance optimization within the sales team.
- Understands key competencies of various roles and the hiring process, ensuring alignment of recruitment efforts with organizational needs and objectives, and fostering a high-performance sales team through strategic talent acquisition.
- Advanced knowledge of the locum tenens industry specialized understanding preferred for effective sales strategies.
- Proficiency in interpreting and negotiating contracts to facilitate sales transactions effectively.
- Recognize the importance of diversity and inclusivity within the sales division, fostering a supportive and inclusive culture.
- Awareness of internal resources for training and development to support the ongoing growth and skill enhancement of sales team members.
- Address areas of development in team members while maintaining trust and fostering a supportive work environment.
- Comprehend and effectively communicate key performance indicators (KPIs) to align sales efforts with organizational goals.
- Develop individual targets and future business forecasts for team members to drive desired team results.
- Demonstrates a strong sense of urgency, driving action and results with minimal supervision and guidance, ensuring timely achievement of objectives.
- Understands the values of the organization and communicates them to associates, modeling behavior that aligns with organizational culture and fosters a positive work environment.
- Creates self-awareness by identifying areas for improvement and being open to developmental opportunities, fostering personal and professional growth. Drives innovation for internal processes and procedures, continuously seeking opportunities to enhance efficiency, effectiveness, and competitiveness within the sales team and organization as a whole.
- Bachelor’s degree in business (or a related field) or equivalent work experience preferred.
- 5+ years in sales & recruiting leadership roles preferred, demonstrating the ability to effectively lead and manage sales or recruiting teams.
- Experience in the locum tenens staffing industry or related inside sales fields preferred. Providing valuable insight into the industry's nuances and client needs.
- Proven track record of success in sales roles, that highlights the ability to drive results and meet or exceed sales targets.
- Experience in cold-calling and generating business leads, coupled with a demonstrated ability to coach, manage, and develop people, facilitating the acquisition of new clients and the growth and retention of sales talent within an organization.
EEO Statement
Jackson and Coker is an EEO/AA Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sexual orientation, gender, gender identity and expression, national origin, age, disability or protected veteran status. We celebrate diversity and are committed to creating an inclusive environment for all of our associates.
