Sales Enablement Manager - Milan - Motork

Seniority Level: Mid-Senior level

MotorK is the leading sales and marketing technology company in Europe, specialized in the automotive sector. At MotorK our mission is to empower manufacturers and dealerships to sell more with innovative, cloud-based products and services to offer the best digital customer experience.

We are on a fast and ambitious trajectory and serving 90% of the automotive manufacturers. To continue our growth, we are hiring new talents. If you want to spark the future of the automotive world, join us.

A Sales Enablement Manager is responsible for deploying programs and initiatives that enable customer-facing teams to execute the core aspects of their jobs more effectively, especially as it relates to selling and revenue performance.

Responsibilities

• Oversee end-to-end performance: The Sales Enablement Manager is responsible for the development of all enablement initiatives. This may include the design of these programs as well as their successful delivery to MotorK’s revenue teams. The Sales Enablement Manager pays close attention to what works well and what doesn’t, with the goal of continuously optimising sales enablement at MotorK.
• Facilitation of alignment: It is the duty of the sales enablement manager to gather insights and collaborate with cross-functional teams in order to execute initiatives that improve existing sales processes, and ultimately align to broader company goals. This includes:
  • Product launches: While the Sales Enablement Manager is not directly responsible for the product roll out process, they must be intimately involved to ensure the revenue teams are aware and trained on relevant new products and features.
  • Localisation: Not all products are launched to all countries at the same time. The Sales Enablement Manager should be aware of what localisation is required (and when) and communicate timelines and schedule local training accordingly.
  • General Sales Skills: The Sales Enablement Manager is responsible for ensuring the right skills training sessions are made available to the teams, monitor progress, and process feedback from the teams to continuously improve MotorK’s internal sales training offering.
  • General Sales Process: The Sales Enablement Manager should ensure all the sales teams are aware of MotorK’s sales tools and processes and that they are being followed. Identify opportunities to train existing staff and ensure new staff is onboarded properly. Additionally, the Sales Enablement Manager should look for opportunities to improve the sales process seeking ways to shorten the sales cycle, produce higher ACV or otherwise continuously improve performance.
• Evaluation of metrics and impact: The Sales Enablement Manager should track sales enablement metrics and KPIs to measure the success of the sales enablement function. They must be able to demonstrate the business impact while also establishing trust between the revenue-facing teams they serve.

Requirements

• Experience and knowledge of MotorK products
• Demonstrated ability to work cross functionally with Product, Operations, Training, Delivery, Finance, and Sales
• Experience in sales enablement, revenue-facing roles, sales training, or sales support, and a demonstrated knowledge of best practices, methodologies, and technologies in each of these areas
• Measurable experience with having a positive impact on business outcomes, such as win rate, quota attainment, length of sales cycle, etc.
• Experience in executing change management initiatives with established approaches
• Involvement and participation in sales enablement groups or communities (ideal)
• Multiple language skills a major plus [English is required, Italian, French, German, Spanish, Dutch a plus]

Hard skills

• Data-driven. Responsible for designing and implementing training programs and examining which aspects of the program were effective based on quantitative and qualitative data from various sources.

• Technologically-savvy. The Sales Enablement Manager should be able to understand and work with the tools in MotorK’s tech stack (SF, PBI, SIA, Outreach, Gong), and be able to communicate their functionality while also designing initiatives that support their adoption and track their usage.
• Project management. The Sales Enablement Manager will be responsible for multiple projects and initiatives. They should be adept at strategizing the initiatives that will have the highest impact given available resources, and be able to leverage their organisational skills in order to anticipate roadblocks, juggle priorities, and meet completion deadlines.
• Deep knowledge of the automotive dealer buyer’s journey as well as the automotive consumer journey. As the automotive marketplace continues to undergo a rapid digital transformation, it’s critical the sales enablement manager demonstrates a keen familiarity with the buyer’s journey as it evolves alongside the market. They should stay informed with the latest needs of buyers by speaking regularly with clients and prospects at dealerships and OEMs. They should stay informed of how the omni-channel automotive consumer journey is evolving. Managers should be able to prime revenue-facing teams for changes they see happening in the industry, by providing them the necessary tools, knowledge, and content to meet and guide their clients and prospects throughout the various stages of their journey.

Soft skills

• Exceptional (and executive) communication.It is vital for the Sales Enablement Manager to possess deeply acute skills as a listener, speaker, writer, and presenter. This is invaluable for cross-functional collaboration, trust-building, and behavioural change.

• Agile innovator. Sales enablement managers must not only be entrenched in understanding emergent trends, theories, and tools, but they should also be open to modifying their approach based on the ever-changing sales enablement landscape.
• Collaborative approach. As a function that supports multiple revenue teams at MotorK, the Sales Enablement Manager should be deeply familiar with identifying the internal stakeholders necessary for the success of certain initiatives.
• Time management. Ensuring timely execution of projects is critical, but equally important is the ability to streamline processes and existing operations that can maximise resource utilisation.
• Learning, development and coaching. Must have a strong focus on learning and development with the ability to coach in a matrixed organisation.

apply for this position