Title: SALES ENABLEMENT MANAGER

Department: SALES

Reports to: VP SALES

Reporting to the VP of Sales, the sales enablement manager is responsible for the overall strategy, execution and success of the sales enablement function within the organization. This role involves overseeing the design, development and implementation of sales enablement initiatives and programs that enhance the efficiency and effectiveness of the sales force and broader customer-facing roles.

The ideal candidate will have a strong background in sales, leadership and enablement with the ability to translate high-level business goals into actionable enablement strategies that drive sales performance and revenue growth. The incumbent will understand the multi-channel model, which includes both direct sales and distribution.

This role requires exceptional leadership skills, strategic thinking and a deep understanding of the sales process and the end-to-end customer experience. The manager of sales enablement plays a crucial role in shaping the future of the sales organization by establishing best practices, optimizing sales processes and ensuring that the sales team and the other customer-facing roles are equipped with the skills, knowledge, resources and tools they need to succeed.

DUTIES AND RESPONSIBILITIES

Develop and execute a comprehensive sales enablement strategy that aligns with the company’s overall business objectives and drives revenue growth.
Work closely with sales, marketing, engineering, manufacturing, product management and operations leadership to ensure strong cross-functional collaboration and that enablement initiatives are fully integrated with the broader business strategy, resulting in a consistent end-to-end customer experience.
Work with Finance, Marketing, Engineering, the PMO and Operations to design, implement and maintain the key process required to ensure alignment between Sales and these functions.
Leverage the customer relationship management software (CRM) to automate processes.
Ensure the sales force is properly entering and utilizing the CRM to its full capacity to allow for the extraction of accurate data for analysis and sales forecasts.
Leverage the data from the CRM to inform and improve the sales enablement function.
Oversee the design, development and implementation of sales enablement programs, including sales onboarding, ongoing training, sales coaching, customer service, marketing and performance management [future possible additions: project management, marketing and after-sales services]
Ensure that the global sales team is fully trained and equipped with the knowledge and skills required to execute the company’s sales objectives successfully.
Develop and oversee the creation of high-impact sales enablement content, including strategies, training content and other resources that are aligned with the company’s messaging and positioning.
Oversee the selection, implementation and management of sales enablement tools and platforms, ensuring that they are effectively integrated into the sales process and contribute to sales effectiveness and efficiency.
Establish sales enablement metrics and key performance indicators (KPIs) to measure the effectiveness of sales enablement programs and continuously assess and refine these programs to ensure they are delivering the desired business outcomes and the desired customer experience.
Build and maintain strong relationships with key stakeholders across the organization, ensuring that the sales enablement function is recognized as a strategic partner in achieving business goals.
Manage the sales enablement budget and allocate resources effectively to maximize the return on effort (ROE) and return on investment (ROI) of the executed enablement interventions.
Advance the maturity of the sales enablement function to meet the demand of the sales organization.
Other tasks or goals as assigned.
Additional goals as mutually discussed and agreed upon in annual reviews.

Knowledge, Skills and Abilities Required

8+ years of experience in sales enablement, sales leadership, or a related role, with a proven track record of driving sales performance through strategic enablement initiatives.
Strong leadership and collaboration skills with the ability to inspire, motivate and develop a high-performing team.
Deep understanding of sales processes and methodologies, with experience in implementing and scaling sales enablement programmes across large and complex sales organizations.
Exceptional communication skills, both written and verbal, with the ability to influence and build consensus among senior leaders and stakeholders. Ability to make presentations in a business setting.
Strategic thinker with the ability to translate high-level business goals into actionable enablement strategies that drive measurable outcomes.
Exceptional organizational and project management skills to enable the timely planning and execution of complex programmes and initiatives.
Proficiency in putting together strong sales enablement tools, including sales enablement technology.
Proficiency in sales data analysis and reporting, with the ability to leverage data to drive decision-making and demonstrate the impact of sales enablement programmes.
Experience in budget management and resource allocation, with a focus on maximizing ROI.
Ability to work cross-functionally with sales, marketing, product management, engineering manufacturing and operations teams, ensuring alignment and collaboration across the organization.

Minimum Qualifications

Minimum of 10 years of previous experience in quota-carrying sales roles, providing firsthand insight into the challenges and needs of sales teams.
Experience with global sales teams, including understanding the nuances of enabling sales in different regions and markets.
Experience in supporting direct sales, distributors and customer products globally.
Advanced knowledge and certification in sales techniques.
Proven ability using CRM software, preferably Salesforce, to analyze sales data and automate processes.
Knowledge of change management principles, with experience leading organizational change initiatives that impact sales processes and behaviours.

Education

Post-secondary technical or commercial degree required
Degree in Mechanical Engineering preferred
Certification in sales training

Competencies Required for Success

Motivational and Inspirational Leadership Skills
Financial Acumen and Analytical Sales Forecasting
Coaching and Mentoring Abilities
Emotional Intelligence
Goal Setting and Planning
Accepts criticism and feedback
Keeps others adequately informed
Reacts well under pressure
Adaptability and flexibility
Prioritizes and plans work effectively

Physical Demands

While performing the duties of this job, the employee is regularly required to sit, stand, walk and talk or hear. This employee is also subjected to daily computer use. This employee is also required to travel internationally, including overnight and frequently extended hours.

Working Conditions

The work environment characteristics described here are representative of those an employee encounters while performing the essential function of this job. While performing the duties of this job, the employee is sometimes subjected to outdoor conditions, noise or other industrial hazards while visiting clients in shipyards or industrial sites and the employee is occasionally subjected to the conditions of an office environment. The noise level in the work environment is usually low or moderate.

Shipyard visits will be required periodically, where the health and safety practices of the shipyard and full use of personal protective equipment must be adhered to at all times.

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