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Executive Director, Sales Training & Enablement

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ICON plc

2mo ago

  • Job
    Full-time
    Expert Level
  • Sales & Business Development
    People, HR & Administration
  • Long Beach
  • Quick Apply

AI generated summary

  • You need a Bachelor's degree, 10+ years in sales enablement, strong analytical skills, CRO knowledge, excellent communication, project management expertise, and proficiency in training technologies.
  • You will lead sales training strategies, enhance productivity, manage onboarding, develop content, implement tools, assess performance metrics, and collaborate across teams to drive sales success.

Requirements

  • Education: Bachelor’s degree required; MBA or advanced degree preferred.
  • Experience: Minimum of 10 years in sales enablement, sales operations, or a related field within the B2B services industry, with at least 5 years in a leadership role.
  • Sales Enablement Expertise: Proven track record of building and scaling sales enablement functions in a high-growth environment.
  • Analytical Skills: Strong ability to analyze data, measure impact, and present findings to executive leadership.
  • Industry Knowledge: Experience within the Clinical Research Organization (CRO) sector is highly desirable.
  • Communication Skills: Excellent verbal and written communication skills, with the ability to create compelling content and deliver dynamic presentations.
  • Project Management: Exceptional organizational and project management skills, with the ability to handle multiple initiatives simultaneously.
  • Training Knowledge: Proficient in using training technologies and e-learning platforms.
  • Collaboration: Ability to collaborate effectively with cross-functional teams and build positive relationships across the company.
  • Working Conditions: This position may require occasional travel to meet with clients, attend industry events, or collaborate with remote teams.

Responsibilities

  • Lead the development and implementation of a comprehensive Sales Training and Enablement strategy aligned with the company's goals and objectives, focusing on enhancing sales productivity and win rates within the CRO market.
  • Create a multi-year vision and plan for the development of a high-performing Sales Enablement team.
  • Collaborate with Sales, Marketing, Proposals, and Client Services to identify gaps and ensure alignment and integration across all sales stages, with a strong focus on helping to enable effective cross- and joint-sell of complementary capabilities.
  • Utilize data-driven insights to continuously improve enablement initiatives, including onboarding, training, content, and process optimizations.
  • Design, implement, and manage sales onboarding programs to reduce ramp-up time for new hires and enhance productivity.
  • Develop ongoing training, certifications, and coaching initiatives to upskill sales representatives and managers, focusing on messaging, product knowledge, and sales skills.
  • Create, organize, and maintain a comprehensive sales enablement content library, including pitch decks, case studies, playbooks, and competitive analysis materials.
  • Oversee the selection, implementation, and management of sales enablement tools and technology (e.g., CRM, Learning Management Systems, analytics platforms) to streamline processes and enhance sales efficiency.
  • Drive adoption of enablement tools across the sales organization, ensuring accessibility and ease of use.
  • Continuously assess and implement new tools and technologies to optimize sales workflows, lead management, and pipeline tracking.
  • Establish key performance indicators (KPIs) for Sales Enablement programs and track success metrics to measure impact on sales performance.
  • Utilize analytics to provide insights into content usage, training effectiveness, and areas for improvement.
  • Present data-driven insights and reports to the Chief Commercial Officer, outlining the impact of enablement initiatives on revenue and sales productivity.

FAQs

What is the location for the Executive Director, Sales Training & Enablement position?

The position is remote and can be based in either the US or the UK.

Who does this role report to?

This role reports to the Chief Commercial Officer.

What are the primary responsibilities of the Executive Director, Sales Training & Enablement?

The primary responsibilities include developing and executing sales training and enablement strategies, managing onboarding programs, overseeing sales tools and technology, and establishing performance metrics to measure sales effectiveness.

How many years of experience are required for this position?

A minimum of 10 years of experience in sales enablement, sales operations, or a related field is required, with at least 5 years in a leadership role.

Is experience in the Clinical Research Organization (CRO) sector necessary?

While it is not mandatory, experience within the Clinical Research Organization (CRO) sector is highly desirable.

What kind of education is preferred for this role?

A Bachelor’s degree is required, while an MBA or advanced degree is preferred.

Are there any specific skills required for this position?

Strong analytical skills, excellent communication skills, project management capabilities, and proficiency in training technologies and e-learning platforms are required.

Will there be opportunities for travel in this role?

Yes, occasional travel may be required to meet with clients, attend industry events, or collaborate with remote teams.

What benefits does ICON offer to employees?

ICON offers a range of benefits including various annual leave entitlements, health insurance options, retirement planning, access to a global Employee Assistance Programme, and other flexible optional benefits.

Is ICON committed to diversity and inclusion in the workplace?

Yes, ICON is dedicated to fostering an inclusive environment and is committed to providing a workplace free of discrimination and harassment.

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ICON plc

Science & Healthcare
Industry
10,001+
Employees

Mission & Purpose

Since our foundation in Dublin, Ireland in 1990, our mission has been to help our clients to accelerate the development of drugs and devices that save lives and improve quality of life. We do this by delivering best in class information, solutions and performance, with an unyielding focus on quality at all times. We offer a full range of consulting, development and commercialisation services from a global network of offices in 53 countries. We focus our innovation on the factors that are critical to our clients – reducing time to market, reducing cost, and increasing quality – and our global team of experts has extensive experience in a broad range of therapeutic areas.