Sales Enablement Specialist - Remote

Sales Enablement Specialist - Remote

Region / Function: North America / Marketing

Location: US

Reports To: Manager – Commercial Customer Engagement Marketing

Key Relationships

• North America leadership and colleagues

• Group Marketing colleagues

• Commercial Sales (Field, Strategic & National Accounts)

• Functional teams (e.g., Technical, Training, Finance, HR, IT, Marketing & Innovation, Legal & M&A, etc.)

• Key agencies, partners and consultants

Job Summary

The purpose of this role is to develop and manage ongoing enablement strategies that equip the sales team with the tools, training and support they need to prospect and sell effectively. This role acts as the liaison between the field sales team and marketing, and will rely heavily on establishing and fostering strong cross-functional relationships with sales and marketing leaders to support the growth of the Commercial pest business and sales team productivity. 

Key Performance Indicators 

• Growth: Increase in new customers and revenue / customer count overall and in key verticals / Increase in key LOBs

• Productivity: Increase sales productivity / Increase adoption of sales programs and tools / Increase average price/customer

• Delivery: Execution to agreed Commercial pest growth strategy, including marketing calendar and budget

• Market Success: Commercial penetration / Vertical penetration / Solution penetration / Annual value / Pricing conformance to deliver profitability / Retention

• Brand: Awareness / Consideration / Transition

Principal Duties and Responsibilities

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Responsibilities and essential job functions include but are not limited to the following:

• Partners with Sr. Director, Commercial Sales Excellence and training team to develop and support delivery of Commercial training initiatives and product launches. 

• Serve as the day-to-day marketing lead for Commercial on any sales enablement technology or platforms including but not limited to: ZoomInfo, HubSpot, Salesforce, PestPac, etc. 

• Work cross-functionally to assemble content, proposal tools, presentations, and resources for Commercial Account Executives (AE), Regional Account Executive (RAE) and National Account Executive (NAE).  

• Partner with Sales Operations leaders to develop and implement sales promotions to drive productivity and growth. 

• Serve as the primary liaison between Commercial field sales and marketing to manage sales support requests for marketing resources and enhancements, including development of processes for intake and execution.

• Coordinate with Commercial Marketing and Sales leadership on the development and execution of the quarterly marketing gameplan to the field.

• Partner with internal communications to launch company-wide communications for Commercial sales and marketing initiatives. 

• Track and report on budget for assigned programs.

• Manages relationship with external vendors and agencies.

• Track progress and analyze the impact of each sales enablement initiative in order to provide insightful recommendations and generate action plans to optimize future campaigns and improve existing sales processes.

• Coordinate development and centralization of harmonized sales toolbox (TMXCommHub), including online portal for easy and access, and ensure awareness and usage of sales toolbox, recommending changes as needed to increase adoption. 

• Stay informed of new and emerging sales enablement methodologies and leads the implementation of new sales enablement tools and technologies.

• Support the development and execution of the Commercial content strategy to ensure sales is provided material that guides buyers through the sales funnel.   
   

CANDIDATE SUMMARY

Required Experience

• Bachelor’s degree in marketing, comms or a related area, BA or BS

•  2-4 years of Marketing management experience required.

• Strong understanding of B2B sales and marketing principles

• Deep knowledge of targeted lead generation, development, nurturing, and management.

• Ability to intake and analyze feedback to deliver solutions needed to support sales excellence.

• Ability to coordinate with and support a large, field-based B2B sales team.

• Strong interpersonal skills that allow for healthy internal and external relationships are a must.

• Strong presentation and communication skills are required.

• Must possess superior verbal and written communication skills.

• Excellent organizational skills with a heightened sense of attention to detail.

• Experience in sales enablement, revenue-facing roles, sales training, or sales support, and a demonstrated knowledge of best practices, methodologies, and technologies in each of these areas.

• Experience building sales training content and training programs, especially with training and coaching sellers or other customer-facing teams.

• Strong computer skills, including fluency in cloud-based Marketing and Sales Software.

• Experience with the Google Platform.

Required Leadership Traits and Characteristics

• High B2B acumen and entrepreneurial with an attestable customer focus and growth mindset.

• Outstanding analytical and problem-solving abilities with a strong understanding of corporate marketing 

• Able to demonstrate high levels of drive, work ethic and personal accountability with the ability to work under pressure while maintaining sound judgement and a rigorous focus on the details.

• Good communication and professionalism when developing strong working relationships within the company as-well-as outside of the organization

Formal Education, Qualifications or Training

Bachelor’s Degree or equivalent in a Business Development, Commercial or Marketing related subject 

Physical Demands and Working Conditions

The physical demands are representative of those that must be met by an employee to perform the essential function to this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Incumbent must be prepared to:

• Move up to 10 pounds occasionally, by lifting, carrying, pushing, pulling, or otherwise repositioning objects.
• Sitting for long periods of time while using office equipment such as computers, phones and etc.
• Fingering and Repetitive motions; such as movement of wrists, hands and fingers while picking, pinching and typing during your normal working environment.
• Express or exchange ideas with others through the use of spoken word, quickly, accurately, and at an easily audible volume, and receive detailed information through oral communication at usual speaking levels without correction, and/or make fine discriminations in the nature of sounds in the environment.

Incumbent is required to have:

• Close visual acuity to perform detail-oriented activities at distances close to the eyes, as well as visual acuity to perform activities at or within arm’s reach with skill, control, and accuracy, such as preparing and analyzing data, viewing computer screen and expansive reading.

Incumbent will be subject to:

• Inside working conditions: The change of building environment such as with or without air conditioning and heating.

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