The Sales Centre of Excellence (SCOE) has a results-focused mission: To empower our sales teams with the tools, knowledge, and strategies necessary to excel.
As a member of the SCOE team, the role of the Sales Enablement Manager is to support 3 key areas of sales enablement:
The development and execution of best in class sales methodology and process
Ensuring the methodology and process meets the needs of each area of the HBX Ecosystem
The establishment, maintenance and governance of an effective Sales Technology Stack (Techstack)
Central to the success of the role will be the ability to collaborate with the Sourcing Centre of Excellence in the area of sales methodology & process, the central Salesforce team in the optimization of the core CRM and the regional Salesforce & Salesloft Administrators and Influencers in building support and momentum for using a technology stack that drives the effective behaviours and superior results of the frontline sales team.
The Sales Enablement Manager will serve as the key connection point between the Sourcing Centre of Excellence, the central Salesforce team and the regional Salesforce / Salesloft Admins and Influencers and the SCOE.
This role will own the success of the Sales Enablement Platform by managing its use and leading its optimization across the communities served by the Sales Centre of Excellence and will translate feedback and business priorities into platform improvements, working with Sales, Marketing and Technology teams.
To be successful, the job holder will be comfortable working with business leaders to help them generate pipeline and deliver campaigns with the tool. The job holder will also organise and drive the Cadence Committee that is responsible for governing the content on the platform.
Accountabilities:
Own the Sales Engagement Platform from a functional perspective
Collaborate with the Sourcing Centre of Excellence to ensure appropriate alignement between the Sourcing and Sales teams approach to sales
Drive the operating rhythm with fronline users to ensure engagement, alignment and adoption of the Orchestration Platform
Implement and chair a “Cadence Council” to audit, maintain and share best practice of Salesloft Cadences, Plays and templates
Work with the marketing and product / solution teams to ensure the sales Cadences have the correct support material at each stage of the sales and client development journey
Collaborate with the Salesforce technical team to ensure that salespeople have access to the training material required to effectively operate the platform
Collaborate with the Salesloft Success team to ensure that salespeople have access to the training material required to effectively operate the platform and resolve user issues
Manage the licencing and licence distribution of ancillary platforms and systems e.g. LinkedIn Sales Navigator
Manage communication of the Sales Techstack Roadmap to the sales community
Manage a SCoE Communication ‘patform’ to share progress, updates and key events
Maintain a 'requested features library' for the Sales Techstack
Establish a regular review process with the Salesforce technical team to ensure administration tasks are undertaken e.g. user creation, access changes & deletions, an effective data quality regime, client record deletion and deduplication
Support the SCOE Director to gather insights and collaborate with cross-functional teams in order to execute initiatives that improve upon existing sales processes, and ultimately, align to broader company goals
Skills:
Experience in frontline salers and/or sales operations and enablement
Excellent organisational and program management skills
Intellectually curious, energetic, and innovative
Ability to communicate effectively as a listener, speaker, writer and presenter
Ability to work as a member of a small, results-focussed team
Collaborative approach to designing and activating initiatives and programs
Attention to detail and a focus on accurate presentation of information
Able to use PowerPoint to effectively present information, initiatives and updates