Director of Sales Enablement

Overview:

We are seeking a strategic and results-driven Director of Sales Enablement to lead initiatives that optimize the sales team's performance. This role will focus on promoting digital adoption across customer segments, implementing data-driven strategies, and fostering a high-performance sales culture. The Director of Sales Enablement will oversee sales metrics and analytics, support commission program management, and directly manage the App Enablement Specialist to ensure seamless execution and alignment with broader company objectives.

Key Responsibilities:

Digital Enablement & Customer Adoption:

• Lead the development and execution of strategies to drive customer engagement with key digital tools, ensuring that digital adoption aligns with company growth goals.
• Partner closely with product, marketing, and IT teams to roll out digital initiatives, creating resources, training, and campaigns to drive customer awareness and usage.
• Monitor and analyze customer adoption metrics, adjusting strategies to enhance digital engagement and deliver actionable insights to senior leadership.

Sales Metrics & Analytics:

• Oversee sales performance data to uncover trends, provide actionable insights, and help sales teams maximize their impact.
• Build and maintain dashboards and reporting tools to give sales leadership a clear view of team performance, key metrics, and opportunities for growth.
• Facilitate regular reviews of sales data with team leads, fostering a data-driven approach to goal setting and performance improvement.

Performance Management:

• Collaborate with sales leadership to implement performance management strategies for underperforming sales reps, identifying areas for improvement and tracking progress.
• Conduct periodic performance reviews with individual reps to provide feedback, set improvement targets, and monitor follow-up actions.
• Design and implement performance improvement plans (PIPs) as needed, working closely with HR and sales management.

Commission Program Management:

• Lead the strategy and execution of the sales commission program, ensuring it aligns with company objectives and incentivizes desired behaviors and outcomes.
• Oversee commission calculation, validation, and reporting to maintain accuracy and transparency, and communicate regularly with sales reps on their earnings and potential incentives.
• Collaborate with finance and sales leadership to assess and adjust commission structures to enhance motivation and align with evolving business needs.

Strategic Communication:

• Communicate critical updates, performance results, and areas for focus to the sales team in a clear and engaging way, ensuring alignment with company goals.
• Develop and distribute regular reports, summaries, and presentations that highlight key performance metrics, insights, commission updates, and successes.
• Work with sales leadership to provide tailored insights that guide strategy adjustments and align with overall business objectives.

Collaboration & Cross-Functional Alignment:

• Partner with sales operations, marketing, finance, and product teams to ensure alignment on goals, data, and strategies.
• Collaborate with sales management to support incentive programs, SPIFs, and other performance-driven initiatives.
• Act as a liaison between sales and other departments to ensure consistent and transparent reporting on sales performance and commissions.

Qualifications:

• Bachelor's degree in business, data analytics, marketing, or a related field; MBA preferred.
• 10+ years of experience in sales enablement, sales operations, or a related field, with at least 5 years in a leadership role.
• Proven track record in driving customer adoption of digital tools and initiatives.
• Strong data analysis skills, with experience in CRM tools (e.g., Salesforce) and analytics platforms (e.g., Power BI, Tableau).
• Extensive experience managing commission programs, with a strong understanding of incentive structures and performance-based compensation.
• Exceptional communication, leadership, and interpersonal skills, with the ability to inspire and align teams around shared goals.
• A strategic mindset with a hands-on approach to problem-solving, project management, and execution.
• Willingness to travel up to 20% for center visits, meetings, and industry events.

Ferraro Foods is an equal-opportunity employer.

Mon - Fri | 8:30 AM-5:30 PM nights/weekends as needed