Vice President of Sales Enablement
We have been retained by an exciting, yet stable organization in the financial services/banking space that continuously wins Top Workplaces awards to identify their next Vice President of Sales Enablement, reporting to the CMO.
Open due to an internal promotion, the VP of Sales Enablement function is only about three years old at this 1,500 employee organization, so there is still a build aspect of this role. This leader will lead 3 different teams of around 25 people total; driving transformational change for the organization within their growing sales enablement function.
This position is pivotal in enhancing the enterprise-wide sales process and driving the development and execution of data-driven solutions to boost revenue, improve the sales process, and identify new opportunities using data, technology, and industry insights. The VP will oversee the analysis of internal and external data, leveraging technology to enhance sales capabilities, and researching potential sales tools, product developments, and training programs. They will also manage sales enablement, project management, inside sales, and the product development lifecycle (PDLC).
Our clients offers a robust package overall, including a strong base + bonus, along with a strong benefits package.
*** Our client maintains a hybrid schedule, so the candidate will need to reside in the Twin Cities, Chicago, or Madison areas, or the surrounding states with regular travel to one of their 25 offices. They are not providing visa sponsorship at this time. ***
Responsibilities
- Team Program Management
- Partners with technology, marketing, data and product management teams to measure implemented program outcomes and deliver integrated enablement solutions that work in a multi-channel sales environment.
- Determines the scope of projects with internal departments and stakeholders to create Sales and Marketing strategy alignment, management reporting, and marketing collateral.
- Drives and oversees the strategic direction and goals to establish sales support processes and client event strategy.
- Expands and operationalizes the inside sales team at an enterprise level to accelerate lead conversion and ensure timely connections with prospects and clients. Develops metrics, process and tools to create a scalable, cost-effective inside sales team driving new revenue opportunities for the organization.
- Establishes, operationalizes, and refines the PDLC to ensure effective development and optimization of the financial product portfolio. Collaborates across the enterprise to implement a standardized process from ideation to testing, validation, launch, and optimization of financial loan products.
- Responsible for developing and achieving cost center budget targets; manage budget and purchasing for certain client facing events.
- Develops and deploys the organization’s sales enablement strategy, including defining strategic client segments.
- Collaborates with regional and business unit sales leaders to understand priorities and identify opportunities for growth and improvement in sales enablement and inside sales.
- Supports product consultants and inside sales associates during product launches and road map efforts.
- Builds and supports business cases to identify and pursue revenue opportunities, including collaborations with finance, marketing and operations. Sales Development
- Collaborates with Leadership in the development of sales strategies and approaches that support and reinforce our client's sales and relationship management philosophy.
- Identifies external clients’ needs and provides solutions to those needs.
- Promotes the implementation of the sales and relationship development approach.
- Works to optimize sales effectiveness, identifying opportunities, filling gaps in delivery, developing new solutions and alternatives, and giving our client a competitive advantage in the marketplace.
- Stays abreast of best practices and new developments from system partners, industry competitors and other sales driven businesses.
- Collaborates with finance to obtain trend numbers, templates, and final projections.
- Coordinates with marketing and sales teams to ensure inside sales activities are seamlessly integrated with other touchpoints and comply with regulatory obligations for outbound calling.
- Coordinates with Marketing to determine budget allocation and drive coordinated revenue generation activities. Strategic Leadership and Team Management
- Champions the brand; serves as a role-model for the vision, mission, culture and values of the organization. Supports the business' strategic initiatives.
- Defines the Sales Enablement team’s strategic direction and goals working closely with senior enterprise sales and business leaders to optimize the enterprise growth objectives.
- Collaborates with stakeholders to set priorities for all areas of responsibility, effectively communicating strategies and KPIs while building strong internal relationships.
- Directs business planning and budgeting to support initiatives, partnering with sales leaders to align programs with key sales strategies and priorities.
- Develop, coach and mentor talent including team leaders to deliver both on their functional accountabilities along with learn how to best connect into the broader marketing team and the broader enterprise ecosystem.
- Keeps abreast of industry best practices across all areas of responsibility. Identifies and executes efficient and effective practices that enhance the team’s value.
- Provides thought leadership, best practices, governance, and innovative guidance in all areas of responsibility, including data research, project management, training and client facing support.
- Builds and shapes a highly-effective, best-in-class Sales Enablement organization by hiring, training, motivating and setting leadership direction for all direct reports, and cross-functional team members.
- Promotes a positive work environment that leverages the talents and abilities of team members in achieving organizational and team goals.
- Establishes priorities for the team and the organization and gathers support from different levels of leadership.
Desired Skills and Experience
- Minimum Qualifications
- Bachelor’s degree in business administration, marketing or related field; or an equivalent combination of education and experience sufficient to perform the essential functions of the job.
- Minimum of 10 years of experience in marketing, sales, market research or other related fields.
- Three to five years of leadership and management experience with experience leading leaders preferred. Knowledge, Skills & Abilities
- Knowledge of federal and state laws, regulations and compliance requirements specific to the financial industry
- Strategic and innovative.
- Ability to influence and persuade stakeholders to adopt new processes and tools.
- Strong focus on understanding and meeting the needs of both internal and external clients.
- Leadership skills to select, evaluate, engage, motivate, mentor, train, delegate, reward and lead remote team members.
- Strong listening, written and verbal communication skills, with ability to communicate at all levels of the organization.
- Skill in developing and maintaining interpersonal relationships.
- High level of integrity.
- Strong problem solving, decision making and organizational skills.
- Strong computer skills, including MS Office applications and customer relationship management (CRM) programs.
- Strong analytical skills with attention to detail.
- Flexible and adaptable to changing situations.
- Ability to remain objective in balancing business needs and risk.
- Ability to work independently and collaboratively with other teams to achieve goals and represent the business.
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