What are the responsibilities and job description for the Sales Enablement Manager position at Upchurch?

Job Description

Position Overview :

We are seeking a Sales Enablement Manager to empower and enhance the success of our sales team across all four lines of business : Mechanical Projects, Mechanical Service, Electrical Projects and Service, and Performance Assurance. Reporting directly to the Chief Marketing Officer, this role focuses on equipping our sales team with the tools, resources, training, and insights they need to drive revenue growth, exceed targets, and deliver exceptional client experiences.

This individual will collaborate closely with our CRM system administrator to utilize and leverage existing CRM tools effectively. Additionally, the Sales Enablement Manager will create sales reports, track sales goals, evaluate sales manager effectiveness, and support market assessment and planning.

The ideal candidate will have a deep understanding of sales processes, data analytics, and training methodologies, with a passion for helping sales professionals excel in a competitive market.

Key Responsibilities :

1. Sales Enablement Strategy

Develop and implement a comprehensive sales enablement strategy to align with company goals and support sales effectiveness.
Collaborate with leadership to identify skills gaps, challenges, and opportunities for improvement in the sales process.

2. Training & Development

Design and support training programs to enhance sales staff proficiency in product knowledge, client engagement, and solution selling.

Provide ongoing coaching, and skill development for new and existing sales team members.

Coordinate with internal subject matter experts to create tailored learning content and resources.

3. Sales Reporting & Analytics

Work closely with the CRM system administrator to extract data, build reports, and ensure data accuracy.

Create and maintain sales performance dashboards, pipeline reports, and forecasts to track progress against goals.

Analyze sales data to evaluate sales manager effectiveness and provide actionable insights for improvement.

Report on key metrics and trends to sales leadership and other stakeholders.

4. Market Assessment & Planning

Support market assessment initiatives by gathering and analyzing data on competitors, market trends, and opportunities.

Collaborate with leadership to develop market expansion plans and territory strategies.

Provide insights to align sales strategies with market opportunities and company goals.

5. Sales Content Development

Develop and maintain a library of sales resources, including presentations, case studies, competitive intelligence, pricing tools, and proposal templates.

Work closely with marketing to ensure alignment between brand messaging and sales materials.

Customize sales collateral to meet the specific needs of different industries, geographies, and clients.

6. Metrics & Analytics

Establish and track KPIs to measure the effectiveness of sales enablement initiatives.

Use data-driven strategies to optimize sales performance and drive continuous improvement.

Share regular updates and reports with leadership to demonstrate the ROI of enablement efforts.

7. Cross-Functional Collaboration

Act as a bridge between marketing, sales, and operations to ensure alignment of goals and seamless communication.

Partner with sales leaders to develop territory plans, account strategies, and pipeline management practices.

Support the rollout of new products, services, and campaigns by equipping the sales team with necessary training and materials.

8. Sales Process Optimization

Standardize and streamline sales processes to reduce inefficiencies and improve scalability.

Document and share best practices to ensure consistency and high performance across all sales lines of business.

Qualifications :

Bachelor’s degree in business, marketing, or a related field (or equivalent experience).

5 years of experience in sales enablement, sales training, or a related role, ideally in a B2B environment.

Deep understanding of sales processes, methodologies (e.g., consultative selling, solution selling), and sales data analytics.

Strong analytical skills and experience creating reports, dashboards, and insights using CRM systems (e.g., Salesforce, CRM ) in collaboration with CRM administrators.

Exceptional communication and interpersonal skills, with the ability to motivate and inspire sales professionals.

Experience in content development and the use of enablement tools like Highspot, Seismic, or similar platforms.

Analytical mindset with the ability to interpret data, identify trends, and make data-driven recommendations.

Preferred Skills :

Familiarity with the Energy, Building Controls, MEP, construction, or building solutions industry.

Experience working with geographically dispersed sales teams.

Knowledge of performance measurement frameworks and sales incentive programs.

Company Description

Upchurch Companies is a leading comprehensive contracting business offering a wide range of mechanical, plumbing, HVAC, and electrical services. With headquarters in Horn Lake, MS, Upchurch Companies has expanded its operations throughout the southeastern United States and looks forward to continuing its expansion through organic and acquisitive growth. Since its founding in 1970, Upchurch Companies has built a solid reputation for quality and reliability, with various divisions to serve commercial and industrial clients across different industries. The Upchurch Companies include Upchurch Plumbing, LLC, Upchurch Services, LLC, and Moses Electric, LLC, among others, and each specializes in different aspects of contracting and service work.

These subsidiaries provide services from design and installation to ongoing maintenance and support, ensuring a seamless experience for clients throughout the lifecycle of their projects. Upchurch Companies prioritize safety, excellence, and customer satisfaction, offering

Company Description

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