Manager, Sales Enablement

New York, NY
08-07-2019
New York, NY
Depends on Experience 
Full Time
35

About The Conference Board

Founded in 1916, The Conference Board is the member-driven think tank that delivers trusted insights for what’s ahead. Our agenda is simple: to help leaders navigate the biggest issues facing business and better serve society. We believe in innovative approaches that make you think- and act- differently. And everything we do reflects the input of our members and their real-world challenges. 

We do this by delivering business insights. We connect senior executives across industries and geographies to share ideas, and our experts create fact-based research and consensus-driven policy statements to help leaders address their most important business issues.

Because we are independent, non-partisan, and non-profit our work is trusted. If you learned it at The Conference Board you can count on it.


The Conference Board invites all interested and qualified candidates to apply for employment opportunities. If you are an individual with a disability in need of assistance with our online application system and would like to request a reasonable accommodation,  please email us at Doreen Massaroni at Doreen.massaroni@tcb.org or call at 212-339-0237. Please indicate your full name, contact information and the specific accommodation needed.

 

 

POSITION SUMMARY
The core charter of Sales Enablement at The Conference Board is to ensure that when the U.S. Member Development team interacts with prospective members, they have the skills, knowledge, tools, practices, and processes required to be successful. This team plays a vital function within The Conference Board, with the objective to increase sales pipeline acceleration through improving overall sales productivity – both sales efficiency and effectiveness – across the Development team.
 
The Manager, Sales Enablement will work with the team to equip client-facing sellers with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer's problem-solving lifecycle to optimize the return of investment of the selling system. 
 
Our team is relatively new and evolving. While we have a solid foundation of many established processes and a leading sales engagement platform to support our success, there is also a lot of opportunity to identify new processes, tools, and best practices to further improve the effectiveness of our work. We are uniquely positioned across our primary revenue-generating teams, which allows our contributions to have a direct impact on our organization’s business success. 
 
REPORTING RELATIONSHIPS
The position reports to the Associate Director, Sales Enablement.
 
PRINCIPAL DIRECT ACTIVITIES
 
Enhance the content, knowledge, processes and tools that are required by Development team, while aligning sales process with our prospective members’ buying processes, to increase pipeline velocity and conversion rates. Within the Development team, Sales Enablement supports the efforts of three primary groups – sellers focusing on individual buyers, sellers focusing on functional or enterprise buyers, and the member engagement team focusing on upconverting current members.
 
Gain a deep understanding of the business needs of the Development team to ensure that our work is supporting their goals for new sales and member conversions. 
Create content (mostly email-based) on a consistent basis around unique selling points and upcoming events for our various products, including Councils and Centers.
Design email campaigns in our sales engagement platform based around new content for use by sellers and lead generation team. Review analytics around campaign performance and A/B tests to identify and implement strategic or tactical improvements.
Develop playsheets and talking points for targeted audiences. Help maintain repository of information on team SharePoint site for both customer-facing documents as well as internal knowledge-sharing resources.
Collaborate with marketing department in the creation of new sales collateral and customizable templates/tools that will allow the Development team to better convey or reinforce value proposition, present proposals, and other projects as necessary.
Regularly update and maintain numerous pieces of sales collateral to ensure information is up to date for sales team use (daily, quarterly, or annually, as needed).
Coordinate team training activities, including on Sandler sales process, LinkedIn Sales Navigator and Elevate, regular brown-bag lunches on product updates, and others.
Explore and implement additional tools to enhance sales process, including social media resources.
Other duties as assigned.
 
JOB REQUIREMENTS
College graduate with 5+ years post-graduate work experience
2+ years sales and/or sales support experience
Prioritizes changing demands, multi-tasks, and creatively meets tight deadlines in a dynamic environment
Ability to build relationships across all levels of the organization and to collaborate across departments to achieve goals 
Strong knowledge of sales strategies, use cases and implementations 
Skilled in change management practices and driving organizational process improvements 
Excellent written and verbal communication 
Detail-oriented with strong organizational and time management skills 
Equally comfortable thinking strategically to come up with innovative ideas and solutions and executing routine tasks with precision
Customer-focused with excellent interpersonal skills 
Ability to communicate and sell to C-Suite executives 
Proficiency in Microsoft Office and familiarity with database systems and social media tools 
Self-motivated with the ability to work with minimal supervision