Sales Enablement Leader

Ingersoll Rand is committed to achieving workforce diversity reflective of our communities. We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. 

Job Title 

Sales Enablement Leader – Europe & Africa

Location  

Brno, Czech Republic, hybrid

Job Summary

The Sales Enablement Leader for ARO in Europe & Africa is directly responsible to create channel awareness of our products and offerings through effective marketing strategies and provide sales teams with the tools and aids needed to increase their effectiveness.

This role is key to the organization because you are charged with leading the development of strategies, tools and processes necessary for our sales teams and channel partners to succeed in the marketplace. Your work will directly influence our customer experience and business results.

You have strong leadership skills, sales or channel management experience, excellent communication and business acumen, and the ability to work cross functionally to drive continuous improvement. This role will report to Sales & Service Director, ARO Europe & Africa.

Responsibilities

• NPD Commercialization Owner:  For products and offerings, the Sales Enablement Leader leads and owns all aspects of launching into the channels.  Develop and execute against detail launch plans, whilst working in close collaboration with channel leadership, product management, and engineering to ensure sales effectiveness, adoption, and excitement for new products and solutions offerings.
• Channel Strategy:  Serve as resource on regional strategy development and planning for the assigned channels to market.  Own market study process to ensure results are insightful and data driven.  Work closely with Territory Channel Leaders to develop, define and deploy optimum go-to-market strategies.
• Demand Planning:  For the region, act of the lead person for the Demand Planning process for ARO.  This includes, but it not limited to SIOP, Demand Planning/Consensus.  Drive for accuracy, whilst identifying opportunities and risk areas.
• Lead Management: Collect Leads from end user and ensure first contact. Forward leads to relevant distributor and ensure proper lead follow up with DSM and channel partners. Minimize lead response time and develop process to increase the lead conversion rate.
• Growth Program Strategy:  Design, deploy and manage targeted promotional campaigns or programs aimed at improving performance in end-markets and/or channel partner behavior and attainment. Including, but not limited to DVP, MDF, Demo´s, etc…
• Sales Enablement Tools Ownership:  Lead the roadmap, development and deployment of Sales Enablement tools applicable to the Industrial Markets, those tools will aid DSM’s and distributors’ sales effectiveness and capability.  Assist with system updates, user access and metrics related to adoption. This includes systems like Salesforce, Knack, SPR to name a few.
• Content Management: Development, creation, and organization of content. Update Sales Enablement collateral, playbooks, and training materials to ensure accuracy, usability, and access for the sales team. Work collaboratively with marketing, product management and sales to support regional content development.
• Product Support Leadership:  Build and lead a team who provides support and assistance to field sales personnel including application guidance, user support, and offering positioning.
• Product Management Interface:  Represent the region within our global product management team. Utilize data and market trends to find areas of opportunity or underperformance, and design strategies and plans to correct and overachieve in assigned markets.
• Training Program Leadership: lead in region training strategy by managing every aspect of sales training sessions, channel partner meetings, workshops, and webinars.
• Pricing Management and strategy: define and maintain in region pricing strategy in accordance with global pricing guidelines defined by Product Management. Lead execution of price increase notification and maintain, update and review distributor contact list.
• Regional Events: Define regional events strategy, including but not limited to tradeshows, workshops, registration management, attendee review and agenda creations and execution.
• Create and execute channel communication: Work with product management, marketing and sales to create newsletter content, new product announcements, promotions and organizational announcements.

Basic Qualifications

• Bachelor's degree in engineering or business with equivalent experience
• 2+ Years experience as a people leader
• 5+ years in a high-performance sales organization in sales, enablement or sales training, with a demonstrated knowledge of best practices, methodologies, and technologies in each of these areas

• Exceptional business acumen and are passionate to work with sales teams to deliver a frictionless customer experience that results in business growth.
• Experience as a change agent.
• You have a strong analytical foundation with the ability to identify business and market trends and creatively draw inferences regarding growth opportunities.

Travel & Work Arrangements/Requirements

Remote, up to 50% travel

Key Competencies

• Communication and Stakeholder Engagement: Ability to gather, interpret and effectively communicate in a clear, concise, way, using multiple communication channels (verbal, written, email, chat) to various internal and external stakeholders.
• Agile Innovator: Entrenched in understanding emergent trends, challenging the status quo and modifying approaches and measuring results.
• Complex Problem Solving:  Ability to apply principles of logical or scientific thinking to a wide range of practical problems.
• Technical Sales: Uses technical knowledge to assess the potential application of company products, recommending solutions that meet customer needs, and advance the sales process.

What we Offer

• Motivating salary and annual bonuses
• Meal vouchers
• Equity grant (company shares)
• Flexipass vouchers 700 CZK or Multisport Card for free
• 5 weeks of holiday, sick days, Volunteering day
• Celebrate your birthday (day off)
• Flexible working hours
• Possibility of Home Office
• Contribution to language/professional courses 6000 CZK
• Contribution to pension and life insurance
• Mobile service employee program
• Pleasant and modern working environment close to the city centre
• Refreshment at the workplace for free
• LinkedIn Learning free access
• Employee assistance program

Ingersoll Rand Inc. (NYSE:IR), driven by an entrepreneurial spirit and ownership mindset, is dedicated to helping make life better for our employees, customers and communities. Customers lean on us for our technology-driven excellence in mission-critical flow creation and industrial solutions across 40+ respected brands where our products and services excel in the most complex and harsh conditions. Our employees develop customers for life through their daily commitment to expertise, productivity and efficiency. For more information, visit www.IRCO.com.