Manager, Global Sales Enablement - Adept

The Manager, Global Sales Enablement – ADEPT, located in Toronto Canada, is a vital function within Armstrong with the key measurement of increasing sales pipeline acceleration through the use of ADEPT & DEVA tools to improving overall sales productivity, such as sales efficiency, effectiveness, use of RSEC with the goal to increase the B2Q.

This position will require the ability travel internationally up to 20% of the time. This is in addition to any annual travel to sales meetings and larger training initiatives.

In addition to annual initiatives, the key accountabilities of this position are:

ADEPT/DEVA System Development

• Provide timely market Business Intelligence, insights/analyses and recommendations to the sales organization and mange subcontracted analysts if required for the Bl analysis.
• Identify "continuous improvement" initiates within ADEPT in its functionality, effectively, and efficiency for the Sales users
• Work mutually with I.T. on the development and upkeep of ADEPT & DEVA tools with IT and according to the requirements from Sales
• Conduct pipeline analytics to benchmark and measure the effectiveness of ADEPT
• Monitoring daily, weekly and monthly progress of the organizational adoption, commitment in following ADEPT usage, the utilization of RSEC for projects >10kCA$, the DEVA ratio and the B2Q% ratio based on the actual definition with aim to increase efficiency & effectivity of the Sales organization

Sales Team Support

• Support the Sales organization daily on ADEPT usage, Weekly DE pumps quotes, as well as IOT promotion (Performance Management) tracking to maximize the effectiveness of the DE value articulation offering and value strategies

• Reporting Manage requirements for monthly published sales performance reports, such as:
• Win rates %
• Sales Performance Reports
• Tendered volume Reports
• Summary and Trending Reports
• ADEPT Win Rate Reports
• RSEC compliance for projects >10kCA$
• DE ratio % & Performance Management Reports
• Monthly Distribution Reports

Coaching & Training

• Responsible for the Onboarding process of all Global Sales team members and Business Partners regarding training on the use of ADEPT & DEVA, as well as any others foreseen as necessary

Compliance

• Create and review ERP system(s) & ADEPT reporting specifications for I.T.
• Manage the DEVA 11DEValue" SharePoint site for reporting DEVA metrics
• Check monthly published sales performance reports

Role Requirements

• Ability to communicate in an open and authentic manner in all situations
• Creative problem-solving skills, conflict management within different organizations (centralized and matrix organizational structures)
• 5 – 7 years of experience working within an industrial/manufacturing environment with focus on technical Sales proposals creation and value articulation
• Strong, team-oriented presence and a bias for action.
• Ability to break down complex problems in a simplified way, conduct root cause analysis and provide clear, well thought-out recommendations.
• University Degree or equivalent
• Self-directed with ability to work autonomously and collaboratively and a focus on results.
• Demonstrated knowledge of Sales principles and processes