About the Role:
Reporting to the VP of Commercial Operations, the primary goal of the Director of Commercial Enablement is to create and implement global sales enablement strategies, methodologies, processes, systems, and infrastructure that increase the productivity of our global Sales organization. Partnering with GTM leadership and other cross-functional partners, this leader will be charged with developing the strategy, technology and tactics to help our sales organization achieve specific outcomes and competencies through Salesforce excellence and a continuous learning framework. The Director of Commercial Enablement is responsible for leading and driving the management and continuous improvement of systems adoption and refinement and training and enablement globally. You will focus on building role-based enablement for Sales through the use of technology, program management, curriculum design and training.
The ideal candidate thrives in a fast-paced environment, is flexible and comfortable with changing priorities, can distill large amounts of information into simple concepts and can build effective working relationships across Sales, Marketing, Finance and R&D. They will have experience building role-specific sales enablement learning paths through the implementation and optimization of Salesforce across all areas of the customer journey. Experience in an enterprise level consulting or sales role and/or deep knowledge of the end-to-end sales lifecycle is essential.
Job Responsibilities:
- Lead, coach, and provide direction to team members to create relevant, meaningful, and high-impact enablement materials, programs and platforms for different personas within the sales organization.
- Collaborate with Sales Leadership, Marketing, IT, and other internal departments to develop, execute, optimize, and assess enablement systems and programs to educate sales teams on products, services, and sales processes.
- Work with key stakeholders at the management/executive level to assess and understand skills and enablement needs, define options, and translate them into actionable and measurable program objectives and goals.
- Prioritize what each sales role needs to know and convert those needs into enablement programs that achieve measurable success.
- Be aware of and align enablement to the shifts in our strategy as well as external shifts e.g. industry and competition and what's required to adapt to those changes and challenges.
- Invite and collaborate closely with subject matter and role experts to contribute their knowledge, frameworks and existing content to prioritized topics in the enablement architecture for each role.
- Provide thought leadership and innovation to deliver systems and programs in new and unique ways to improve time to market, learner time to productivity, and deliver customer scenario-based learning and assessments.
- Represent the requirements and needs of field organizations while influencing the direction of training activities, content and assessments.
- Drive the successful execution of initiatives to ensure milestones and objectives are met while ensuring quality.
- Deliver effective program communications that inform, influence and drive adoption and championship of programs and deliverables.
- Develop and manage a detailed project or program plan that considers all requirements, constraints, resources, and deliverables associated with the defined objectives.
- Effectively manage risk, partnering with colleagues to ensure the right decisions are made at the right time, appropriate communication occurs, and plans are intelligently adjusted to reflect necessary fluctuations in goals and requirements.
Minimum Requirements:
- 10+ years of Commercial Training or Enablement experience in life sciences tools, pharma/biotech, or tech
- 5+ years as a Sales Enablement leader
- Bachelor's Degree in life sciences and/or relevant work experience is required
- Strong communication, critical thinking, and interpersonal skills.
- Expertise in Salesforce and sales analytics.
- Excellent presentations training facilitation skills and ability to garner support for new ideas and initiatives.
- Proven success scoping, designing and implementing strategic enablement programs.
- Ability to identify and resolve roadblocks through strong collaboration and communication skills.
- Strong personal credibility and influencing skills.
Preferred Qualifications:
- Selling experience or sales management experience - preferably in complex selling environments: digital media, software or ad tech are a benefit for this role
- Advanced degree (MS, PhD, MBA)