Executive Director, Sales Training & Enablement

Executive Director, Sales Training & Enablement - Remote (US or UK)

ICON plc is a world-leading healthcare intelligence and clinical research organization. We’re proud to foster an inclusive environment driving innovation and excellence, and we welcome you to join us on our mission to shape the future of clinical development

Location: US / UK

Reports To: Chief Commercial Officer

Position Overview:

The Exec Dir of Sales Training and Enablement will be responsible for developing and executing strategies that enhance the skills and performance of the sales team.  This role involves equipping sales teams with the necessary training, tools, processes, and content to drive revenue growth and improve sales performance. The Exec Dir will collaborate closely with sales leadership, marketing, product development, and client services teams to ensure alignment and integration across all sales stages.​  This role requires a strategic thinker with a strong background in sales training and development, who can lead initiatives that drive sales effectiveness and improve overall business performance. 

Key Responsibilities:

Strategic Planning & Leadership:

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.​

Enablement Program Development:

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.​

Sales Tools & Technology:

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.​

Performance Measurement & Analytics:

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.​

Qualifications:

• 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.​

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