Sr. Manager, Sales Enablement

ABOUT THE JOB:

The Sr. Manager, Sales Enablement will accelerate productivity across our field sales organization by developing Regional Sales Managers (RSMs) into world-class coaches and force multipliers. This leader will define and scale how we drive performance across Territory Sales Managers (TSMs) and Product Sales Managers (PSMs), with a focus on project-based selling, modular solutions, and pipeline growth.

WHAT YOU'LL BE DOING:

Build RSM Coaching Excellence:

• Design and implement scalable coaching frameworks for Regional Sales Managers
• Establish RSM assessment models and ongoing capability development
• Equip frontline leaders with tools to drive consistent execution and accountability

Drive Field Sales Productivity:

• Define and standardize core sales motions across the field, including:
• Project pursuit and pipeline development
• Territory planning and coverage
• Modular solutions and value-added product selling
• Translate strategy into practical playbooks and tools used in daily selling

Scale Enablement Across the Field:

• Develop and deploy training programs delivered through RSMs
• Lead creation of playbooks, deal tools, and call frameworks
• Build and evolve a Sales Academy model to train and redeploy top talent

Lead a High-Impact Team:

• Manage and develop a team of sales enablement leaders (TSM and PSM focus)
• Set priorities aligned to company growth objectives
• Partner closely with Sales Leadership to align on execution and results
• Partner with other functional teams to drive outcomes (Systems, Tools, Analytics, Commercial Operations, etc.)

Key Success Metrics Include:

• Improved productivity and ramp of TSMs and PSMs
• Measurable increase in pipeline quality and conversion rates
• Strong adoption of core selling motions across the field
• RSMs consistently operating as effective coaches and performance drivers

EDUCATION AND QUALIFICATIONS:

• Bachelor’s degree in Business, Marketing or related field.
• Minimum seven years of progressive and successful sales management experience with proven results and/or demonstrated high performance in a support function role with strong exposure to Customer and Lead-to-Cash process.  Ability to develop frontline sales managers.
• Minimum of five years sales experience in complex, project-based or solution selling environments; construction-related, leasing business or logistics asset/facility management experience preferred.
• Preferred internal candidates should have demonstrated success in Enterprise Sales, Account Management or Enablement.
• Minimum five years of progressive experience managing or supporting complex, multi-stakeholder deals, configurable offerings and territory-based project-driven selling for sales operations and enablement.
• High degree of proficiency in SAP Salesforce with capability to pull and analyze data for insights on sales performance.
• Strong degree of proficiency in Tableau preferred.
• Valid driver’s license is required.
• Ability to thrive in highly dynamic, entrepreneurial, time-sensitive, collaborative environment.
• Strong leadership presence; able to influence senior stakeholders with a track record of turning strategy into field execution.
• Strong strategic thinking and planning skills.
• Strong business application skills including high level of Excel (reporting functions) and PowerPoint.
• High level communication and collaboration skills, both written and verbal, with all levels and comfortable with public speaking.
• Ability to translate strategy into practical field tools

Up to 50% to travel to branches and other locations. When not traveling for business purposes, the expectation is to be in the office 100% of the time.

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