At Dematic our goal is to drive world-class sales execution capability to deliver a "One Dematic" Customer Experience. To achieve this goal, Sales Enablement is a critical function within the global commercial organization, with the key goal of improving the overall efficiency and effectiveness of our global salesforce. As Director of Sales Enablement, you will be responsible to drive organizational sales alignment and lead the adoption of the sales methodology and learning experiences. Both of which, will lead to improved customer engagements and sales pipeline acceleration. Our key to success is bringing in the right leader to develop and enable a scalable curriculum, to coach, equip, train, and assess Account Managers and Leaders across the global Dematic organization.
What we offer:
Career Development
Competitive Compensation and Benefits
Pay Transparency
Global Opportunities
Learn More Here:
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
The base pay range for this role is estimated to be$125,000-$225,000 at the time of posting. Final compensation will be determined by various factors such as work location, education, experience, knowledge, and skills.
Tasks and Qualifications:
This is What You Will do in This Role:
Deploy and continue to evolve the current sales learning curriculum; Miller Heiman, Outcome Based Selling, "Customer Why", New Hire training, etc.
Organize, coordinate and present relevant learning experiences to ensure sales team is skilled appropriately.
Work across the commercial functions to support the development of the "sales toolkit" to support the sales team and their ability to articulate "The Dematic Way"
Help to activate the deterministic sales model with "value selling" efforts and effective training on levels of automation to support customers growth journey
Evaluate sales competencies based on Dematic's needs for both Service and Solution Sellers
Validate the competency model for each sales role & identify individual skills gaps (Sales Managers, Account Managers for Business Solution and Lifecycle Services) and map curriculum to competencies and create a library of competency-based training modules
Liaise with product/solution marketing as it creates and distributes content to various sales resources.
Work with Sales Leadership to create individual development plans for the sales organization and coach to the curriculum
Incorporate aspects of operational training including CRM systems, sales cycle, pipeline & account management as inherent part of sales training
Establish and lead a centralized sales learning COE to help define standards and collaborate regionally.
Support the development of scalable architecture for a sales academy and deploy training, collaboration, and best practices.
Manage the sales enablement content repository and work across the team to ensure that all information is easily and readily accessible at point of need.
Field ad hoc content and support requests from sales team.
Set and manage the sales enablement budget and team
Project management, controlling and monitoring:
Development and implementation of ideas for sustainability as well as continuous improvement
Ongoing, detailed supervision of strategies executed, about project plans, deadlines, and costs (target-performance comparison)
Model our Values of Integrity, Collaboration, Courage, and Excellence
Technical and Core Competencies:
Experience building, delivering and monitoring successful sales support programs that included a solution/value selling framework, sales enablement tool kits and effective metrics and reinforcement that change sales behavior and improved outcomes
Sales Enablement Leadership Experience
Ability to plan and work to tight deadlines
Excellent attention to detail, organizational and communication skills
Commercial awareness and customer focus
Commitment and Initiative to accelerate the sales execution capability
Change Orientation & Readiness for Continuous improvement
Strong cross functional collaboration, balancing the needs of different stakeholders
Ability to leverage data to drive business impact
Proven leadership skills, including coaching and team building
Results Orientation
What We are Looking For:
Bachelor's Degree required. Masters strongly preferred.
Strong understanding of the commercial structure and requirements in a global organization
Knowledge of, or a strong capability to acquire knowledge of, Dematic's market, the drivers, challenges, and trends facing customers, and how Dematic's solutions, products, and services address customer requirements.
Controlling a budget for relevant areas.
Ability to work as part of a global matrix.
10+ years of training and development and or sales enablement experience working within a global, matrix organization.
Proactive self-starter with discipline for setting goals and metrics, driving decisions, and getting closure on recommendations and issues.
Excellent communication and influencing skills at all levels both internal and external and competence in making timely, effective, principles-based decisions.
Ability to travel domestically and internationally as required by the business.
Dematic provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
