• The key responsibilities of the Sales Enablement Specialist include:
• Onboard new sales staff in assigned geographies, BUs or teams via a blended approach of on & offline learning interventions supported by our sales LMS.
• This could include international travel to support emerging markets and partners.
• Provides project and change management support to LMS deployments across new geographies or BUs when needed.
• Support ongoing development of LMS content in geographies/BUs via partnership with the Learning Experience Design team.
• Facilitate and coach to any training needs specific to a location where unique product/processes/systems & tools are in place for both new hires (where content is not included in onboarding) as well as to tenured consultants.
• Lead, promote and role model training on our unique sales methodology - The Customer Decision Cycle (CDC) – including facilitation of all CDC Inductions and other custom-built CDC content sessions.
• Facilitate and coach instructor-led workshops, micro-learnings or virtual sessions as needed.
• Lead and own the manager 'Coach the Coach' programme, focused on driving manager effectiveness in coaching and embedding CDC. Report on Manager Coach the Coach 'quantity and quality' metrics monthly.
• Assess and report on manager capability, executing the Sales Playbook to sales management and SL&D leadership.
• Design, develop, and facilitate webinars on assigned topics to a global sales audience (expectation is 3 webinars are designed and developed each year 12 webinars facilitated annually on built content).
• Facilitate and coach in other leadership development workshops as needed.
• Coach both consultants and managers on effective execution of the CDC, product and process requirements, as well as coaching expertise.
• Perform side by side and remote observation of customer-facing sales consultants to gather compliance data and sales insights and use insights to provide sales coaching to drive increased sales effectiveness.
• Capture data and complete quarterly Quality Assessment (QA) of consultants for process adherence (compliance).
• Report on compliance metrics quarterly to local and central Sales Operations.
• Assess, document and capture consultant capability in executing the Sales Playbook against defined lists of sales competencies using our unique tools (GSET).
• Analyse GSET data to identify insights and trends in sales contributor, team or BU development needs and make appropriate recommendations to close gaps to improve performance.
• Complete 1-to-1 new talent assessments at regular intervals in the first 30/60/90 days.
• Recommend actions to close any gaps in new hires skills development in their 0-90 day onboarding period.
• Partner with multiple stakeholders, including local HR business partners and business managers, to certify new hire talent as sales ready within the 90-day onboarding period.
• Agree on actions needed with relevant stakeholders where new hire talent is not meeting expectations.
• Monitor, capture and report on new hire speed to competency metrics including achieving or exceeding RAMP target KPIs.
• Instill a mindset of customer-driven innovation, rapid experimentation, and iteration.
• Attend regular meetings including global meetings (bi-weekly).

Contract

12/21/2022