What are the responsibilities and job description for the Director, Sales Enablement position at Learfield?

The Director of Sales Enablement will lead the strategy and optimization of our CRM and sales enablement platforms-currently MS Dynamics CRM and Kore Inventory Software-to streamline the sponsorship sales process and drive operational efficiency. In this senior leadership role, the Director will advance sales enablement capabilities, promote system adoption, and ensure robust training and support. Additionally, the Director will be responsible for developing and executing the product strategy and roadmap for the enablement platforms, aligning with both business objectives and user needs. This role will work cross-functionally to ensure CRM and enablement processes are integrated effectively and oversee a team responsible for CRM administration, training, and sales support.

Key Responsibilities

Sales Enablement Strategy & CRM Implementation

Define and execute a high-impact CRM and sales enablement strategy aligned with company objectives, including initial implementation, customization, and ongoing system enhancements.

Lead the product strategy and roadmap for CRM and sales enablement platforms, ensuring alignment with business goals and user requirements.

Act as the senior project leader in partnership with IT, Sales, and external vendors, managing the full lifecycle of CRM implementation and ensuring effective coordination of updates and issue resolution.

Leadership of CRM and Enablement Teams

Directly manage and develop a CRM Administrator / Trainer responsible for system maintenance, user training, and ongoing support to drive optimal CRM utilization.

Lead and mentor a Senior Manager of Enablement, who oversees additional enablement tools and technology solutions and manages a team of sales support staff focused on building and enhancing sales presentations.

Product Strategy and Roadmap

Own the strategic roadmap for CRM and sales enablement tools, prioritizing enhancements that drive value, improve user experience, and support overall sales goals.

Continuously evaluate and incorporate user feedback, market trends, and technology developments into the roadmap to enhance platform capabilities and adoption.

Training, Development, and Change Management

Develop a strategic, structured training program for new hires and continuous development for CRM users across sales teams, using digital content, webinars, and live sessions.

Foster system adoption by creating a "Power User Steering Committee" to gather insights, support user engagement, and identify areas for improvement.

Continuously assess, streamline, and optimize sales enablement processes to meet evolving business needs and maximize field impact.

Sales Workflow and Process Optimization

Oversee the end-to-end sales process within CRM systems, from prospecting to asset scheduling, ensuring seamless integration with additional sales support tools and systems.

Implement and manage CRM workflows and automated notifications to streamline communication, enhance efficiency, and ensure timely actions across sales and support functions.

Cross-Functional Collaboration and Communication

Collaborate closely with Sales, IT, Analytics, and Revenue Strategy teams to align CRM processes with broader business goals and integrate valuable data insights.

Establish a structured communication plan to keep stakeholders informed of system changes, enhancements, and best practices to support effective system use.

Support ad hoc reporting and analysis requests to inform strategic decisions and optimize sales performance.

Qualifications

Experience : 10 years in sales enablement, CRM implementation, or sales training; experience in sports, entertainment, or similar industries preferred.

Proven track record in CRM management and implementation, particularly with MS Dynamics or similar platforms, including custom configuration, rollout, and user adoption.

Experience in developing and executing product roadmaps and strategies for sales enablement platforms.

Education : Bachelor's degree in Business, Communications, Data Analytics, or related field (Master's preferred).

Technical Skills : Advanced proficiency in CRM systems (MS Dynamics, Kore Software) with experience in SQL, Power Automate, and relational databases.

Additional Skills : Proven leadership, strategic thinking, and team development skills, with the ability to lead complex projects, maintain strong attention to detail, and operate independently in a dynamic environment.

Learfield offers a full spectrum of benefits for eligible employees including Medical, Dental, Vision, Health Savings Account, Life Insurance and Other Insurance Plans, Flexible Paid Time Off (including Parental Leave), Paid Holidays, 401(k), and Short / Long Term Disability.

Learfield is an Equal Opportunity Employer. We provide equal employment opportunities to applicants and employees without regard to race; color; sex; gender identity; sexual orientation; religious practices and observances; national origin; pregnancy, childbirth, or related medical conditions; status as a protected veteran or spouse / family member of a protected veteran; or disability.

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