SourceMedia

  • Director, Sales Enablement

    Job Locations US-NY-New York City
    Job ID
    2018-1143
    Category
    Media Sales
  • Overview

    Sales Enablement is a strategic, ongoing process that equips the revenue team with the ability to consistently and systematically have a valuable conversation with the right set of client stakeholders at each stage of the customer’s problem solving life cycle to optimize the ROI of the selling system.

     

    Position Summary:  The Director of Sales Enablement is responsible for developing a systematic approach to increasing sales productivity by supporting the Revenue team with the content, technology tools, training, support materials, and analytics they need to grow revenue.

    Responsibilities

    Key Responsibilities and Deliverables:

     

    • Develop and Implement a comprehensive and sustainable Training and Development Process to support the transformation of the selling organization – Develop measurable metrics to track improvement in sales effectiveness
    • Develop and implement a Product Certification Program
    • Create a Sales Enablement  repository with content to educate the sales team and advance deals – case studies, competitive information fact sheets, and product collateral
    • Content includes all written product and sales support documentation
    • Video on Demand for Sales Training and Development
    • Best Practices for Identifying and Closing Business
    • Certification Tests
    • Up-to-date Product Information – including features, benefits and sales positioning
    • Develop the CRM curriculum and learning roadmap – develop/implement reports  to track KPIs
    • Create a training Module on Effective Territory Management
    • In collaboration with SVP of Sales, create a process for identifying & closing new business in addition to achieving growth within existing client relationships
    • Collaborate with Product team and SME’s to develop up-to-date learning and support tools for the sales organization
    • Implement comprehensive assessment process for potential  new hires
    • Develop an “onboarding” process  for new sales people and managers
    • Employ digital enablement techniques to create just-in-time learning modules that are easy to understand and consume
    • With SVP Sales and Revenue Leadership Team, develop criteria, deliverables, goals and agenda for annual National Sales Meetings in NYC, Quarterly and Monthly Revenue Team meetings
    • With SVP Sales and Revenue Leadership Team, assess sales team to identify development gaps and implement plan to address
    • With SVP Sales create “Sales Leadership Council” to ensure new ideas and best practices are being elevated to effect positive change
    • Improve overall communications between Product, Marketing and Revenue Teams
    • Develop a process for sales to communicate client feedback and create required support tools to address
    • Collaborate with Product and Marketing to develop up-to-date sell sheets for all products and services
    • Collaborate with Product teams to implement a process/protocol for new product and product enhancement communication and roll out to the Revenue Team
    • Have a strong understanding of Sales Financial reporting and work with Financial team on synchronizing sales reporting in SalesForce with the Billing System
    • Ability to set up reports and dashboards in SalesForce.com CRM to track sales KPIs
    • Ability to create custom SalesForce reports for Sales and Product leadership team
    • Work with Marketing to ensure Leads process is working effectively
    • Work closely with IT department on SalesForce development priorities for Media Sales Team
    • Manage the Sales Tech Stack for Media Sales to optimize sales process efficiency and train the sales team on the use of those platforms

    Qualifications

    The individual will be an expert in developing and implementing technology enabled sales and product training programs.  A minimum of 10 years’ experience required.

     

     

     

    We offer a competitive compensation and benefits package. Our extensive offerings include medical, dental, and vision coverage; disability and life insurance; paid time off; a 401(k) plan; a pre-tax transportation payment program; and subsidized health club membership.

    For consideration, please send your cover letter, resume, and salary requirements.

     

    We invite you to visit our website for additional information: www.sourcemedia.com


    SourceMedia complies with all federal, state, and local laws that prohibit discrimination because of age, race, color, religion, creed, sex, national origin, ancestry, physical or mental disability, medical condition, predisposing genetic characteristics, marital status, veteran status, sexual orientation, arrest records, unemployment status or any other protected category.

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