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Manager, Sales Enablement
City of Lincoln
- Cleveland, Ohio, United States
- Cleveland, Ohio, United States
Über
The Manager of Sales Enablement is responsible for equipping sales teams with the tools, content, and training they need to improve productivity, consistency, and revenue outcomes. This role reports directly to the Chief Revenue Officer. The ideal candidate partners closely with Sales Leadership, Marketing, and Product Operations teams to ensure sellers are prepared and equipped with the right tools to engage buyers more easily and effectively, to generate additional revenue
Requirements Sales Enablement and Training
Develop and execute a comprehensive sales enablement strategy, project plans, training curriculum, and deliverables that align company revenue goals and Lifting business priorities
Create, implement, and manage ongoing training programs covering product knowledge (existing and new), sales processes, marketing methodology, and CRM usage. (Collaborate closely with Lifelong Learning and Leadership to identify skill gaps, implement training, and inspect what is expected)
Develop standard operating process documentation to increase efficiency and consistency of sales processes
Establish a regular meeting cadence with Sales and Leadership for progress updates, sales reports, and coaching opportunities
Identify gaps and recommend improvements to sales workflows and processes to Leadership
CRM Standardization and Measurement
Standardize processes and establish clear expectations across Inside and Outside Sales teams
Train sales team members and establish best practices for using the CRM. Use KPIs and reporting to establish consistent measurements across all divisions.
Collaborate with team members as needed for report updates, enhancements, or integrations
Work with Sales Leadership and Managers to develop and execute qualification guidelines for sales prospects and roll out training initiatives
Lead Optimization Process
Manage, optimize, and develop aspects of the leads conversion process (including web leads, vendor leads, show leads, etc.), create training resources, and instruct Sales team or external partners on how to use them, where to find them, and why they are important
Assist with development, rollout, and optimization of a nurturing process for leads that are not ready to purchase
Continue to identify improvements and optimize current processes to lower sales cycle gaps and blocks
Project Management and Tracking
Define priority projects based on sales performance data, feedback from the field, training opportunities, process gaps, and overall business objectives
Establish KPIs to assess sales enablement impact, including win rates, CRM and content usage, and sales process improvements
Content Management and Marketing Initiatives
Ensure content is organized, accessible, and aligned to buyer personas and sales stages (Content Sharing Matrix) for Mazzella’s lifting solutions
Collaborate with the Marketing team to ensure content, resources, and tools are aligned with current sales goals and targets
Determine what the "ideal customer profile" looks like for all lifting businesses and train users on effectively making it part of their sales process
Cross-Functional Liaison and Initiative Support
Act as a liaison between Sales, Marketing, Product, and Leadership to define and execute sales support initiatives
Work with the Priority Accounts Manager and PA Team to ensure best sales practices, training offerings, and process efficiencies are addressed and/or documented
Onboard and offboard sales team members into SPIFF Commission Plan program, provide resources for usage of the tool, and keep data up to date inside the program
Support go-to-market initiatives and product/service launches with specialized sales enablement project plans, training, and resources
Assist with developing and enforcing the customer onboarding process, training guidelines, and process documentation
Help optimize sales role-specific onboarding checklists with HR and Lifelong Learning
Assist with establishing pricing tiers for all customers and governance for pricing groups
Continuous Improvement and Optimization of Resources
Gather feedback from sales teams and use data insights to continuously improve and refine sales resources, training, processes, and deliverables
Ensure all resources and documents are available to all Sales team members and consistently updated on MAZZnet and other platforms as needed
Other duties as assigned Summary Education A high school diploma or GED is required; an undergraduate degree from an accredited college or university in a related field. In the absence of a degree, directly related job experience serving in a sales or sales support role, where a number of years, certifications and proven knowledge may offset the degree requirement.
Experience and Skills
5+ years of experience in sales enablement, sales operations, sales training, or a related field.
2+ years of experience in a people management or program leadership role (preferred).
Strong understanding of modern sales processes and methodologies.
Excellent planning, communication, and meeting / training facilitation skills.
Strategic thinker with strong execution and project management abilities.
Data-driven mindset with experience using metrics to influence decisions and strategy.
Ability to influence sales leaders without authority and collaborate effectively cross-functionally.
Proven ability to use AI systems (ChatGPT, Abacus AI, Copilot) for efficient research, collect information, and optimize day-to-day productivity.
Proficient with CRM systems (NetSuite), sales reporting, and sales process implementation.
Must successfully complete a criminal background check, drug screen, and E-verify.
We offer market competitive compensation and a wide range of benefits, including paid time off, affordable and comprehensive health insurance, dental, vision, 401(k) with company match, life insurance, and disability insurance.
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Sprachkenntnisse
- English
Hinweis für Nutzer
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