The Director of Sales Enablement will be responsible for comprehensive support and analytics for the Americold Business Development organization.
Sales Process Management
Initial rollout support of the new Americold Sales Process and Methodology
Continuous process optimization working closely with BD, Salesforce, and Korn Ferry
Salesforce alignment and utilization support for Business Development
Ongoing training design and support
Liaise between Marketing, Salesforce, BD, and various Marketing Tech stack partners to ensure full alignment in support of Business Development
Business Development Communications Support
Project manage development of RFPs and other Customer Proposals
Work with Marketing and Business Development to prepare communications (slides, etc.) for Customer meetings
Strategically partner with Business Development and marketing on developing and executing sector and regional commercial strategies
Customer Experience Strategy and Management
Lead management of Gallup survey workstreams
Develop and manage process for capturing customer feedback from Customer Quarterly Business Reviews, top-to-tops, customer service issues, etc.
Liaise with Ops and HR to cross functionally address customer issues
Develop scorecards and tracking tools to quantify and monitor issue "themes"
Drive accountability and more internal awareness of customer issues
Customer and Sector Revenue Reporting and Analytics
Manage existing team
Book of business reporting global revenue and volume by customer and sector
Fixed commitments reporting and analytics by customer
Price and volume analytics by customer and sector
Monthly BRM reporting
What Experience and Education You Need
Bachelor's degree
10-12 years of work experience in Sales Enablement and/or Business Development Support
Experience with Salesforce.com and other CRM tools
Understanding and experience of AI tools a strong plus
Full command of Microsoft Office 365
Knowledge of Miller Heiman or other Sales Process Methodologies
Must be able to travel at an estimated 20% of the time
What Could Set You Apart
Master's degree
Possess a proactive approach with strong customer service orientation
Strong financial acumen and business savvy
Demonstrates a results-based leadership style with strong impact and influencing skills
Ability to communicate effectively to direct and motivate team and others, maintaining a persuasive and credible presentation style at all levels of the organization
Physical Requirements
Requires the ability to sit for long periods of time, with frequent interruptions
Requires several hours per day of sitting, getting up and down from chairs, and reaching, or bending
Requires manual dexterity with normal hand and finger movements for typical office work
Talking, hearing, and seeing are important elements of completing assigned tasks
May require travel by automobile and airplane for business
May require visits to warehouse operations in temperatures at or below freezing
May require carrying loads related to travel and the occasional lifting, carrying, positioning, and/or moving of objects weighing up to 20 pounds
Requires the use of various electronic tools
Work Environment
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. The Company makes reasonable accommodations in accordance with applicable law.
What We Offer:
Our associates know the answer to the question What's in it for me? We offer best-in-class benefit programs and continuously work with our associates to ensure that our offerings meet the needs of their health and financial well-being. When you join Americold you join a values-oriented company with a clear mission. We help our customers feed the world.
Americold is an Equal Opportunity/Affirmative Action Employer and complies with applicable employment laws.