Head Of Sales Enablement

Woolworths Financial Services; Cape Town; On-site; ZAR 800 000 - 1 200 000; Full time

Job summary

A financial services provider in South Africa is seeking a Head of Sales Enablement to drive sales effectiveness and enhance productivity across various sales channels. The ideal candidate will have over 12 years of experience in sales enablement and a strong understanding of sales strategies. Responsibilities include managing sales enablement programs, improving sales processes, and collaborating with internal stakeholders. This role requires an Honours degree and strong project management skills.

Qualifications

• 12+ years of experience in sales, sales training, or sales enablement.
• Experience in driving innovation and process improvement.
• Ability to collaborate and influence across organizations.

Responsibilities

• Drive sales effectiveness and operational efficiency.
• Manage sales enablement materials and programs.
• Evaluate and improve sales processes impacting sales channels.

Skills

Sales fluency

Project management

Collaboration

Time management

Education

Honours degree in business, education, or a related field

MBA or Masters degree

Job description

Main Purpose

The Head of Sales Enablement is responsible for driving sales effectiveness, productivity, and operational efficiency throughout the Digital sales channel, and the Stores and Call Center sales forces.

The role will be responsible for implementing strategies, tools and processes that continually increase the efficiency and effectiveness of the WFS sales ecosystem. Reporting to the Sales and Distribution Executive, the Head of Sales Enablement works closely with internal stakeholders to ensure that appropriate objectives and priorities are enabled within the sales organisation.

Responsibilities

Develop and drive sales plans, and forecasts (MTP, STP, and RAF).

Develop and manage the delivery and execution of sales enablement materials and programmes that drive pipeline and promote a culture of learning and adoption, including industry roundtables, value stories, solution frameworks, selling playbooks, and prospecting tools.

Work with the product and research organisations to effectively communicate new products and product enhancements to sales – partner with these organisations to translate content into material that resonates with sellers.

Drive increased adoption of sales technology tools and sales processes and continue to optimise those processes through partnerships with the IT function and others across the business.

Evaluate and improve sales processes that impact the sales channels, including lead management, order management, sales processes, sales stage messaging, and name development.

Partner closely with sales leadership, sales training, and sales analytics teams to identify and address knowledge gaps within the sales channels.

Strategically manage internal and external stakeholders to improve embedment and optimisation of processes.

Consistently measure the effectiveness of sales enablement programs and recalibrate them, as needed, to improve knowledge transfer, behaviour change, and business results.

Requirements

Accountable to conceptualise and deliver fit‑for‑purpose sales enablement materials and all related information proactively to the Sales teams to ensure that productivity is driven at every level.

Interpret and align marketing processes with sales goals, and empower stores, telesales and acquisitions with tools, collateral, scripts and training to improve new business and CLI execution in order to drive sales numbers.

Translate and evaluate standard and non‑standard campaign briefs, training material, scripts, etc. to ensure that these are ready for practical implementation.

Ensure that sales teams understand the marketing value proposition around campaigns and how this will benefit the customer.

Ensure that sales processes are aligned to support the customer journey across all sales channels (i.e. Store, Outbound, Digital).

Provide sales teams at all levels with relevant sales performance information in the right format at the right frequency to equip them to monitor and enhance their sales productivity, i.e. tracking at individual Agent / Team Lead level.

Brief the Sales teams training consultant to ensure that value is translated and employees are pro‑actively equipped to drive sales.

Ensure that best practice is leveraged in all training delivered across sales channels.

Drive increased adoption of sales technology tools and sales processes and continue to optimise those processes through partnerships with the IT function and others across the business.

Identify and improve on‑going processes to equip our sales teams to have consistently effective engagements with prospects and customers throughout the customer journey.

Develop a performance improvement execution strategy and plan and drive the end‑to‑end implementation thereof (i.e. DEA, waterfall optimisation, etc.).

Ensure that all training material, scripts and process enhancements are developed to support the execution strategy and plan.

Remove analytical and administrative activities from the sales channels to enable them to focus on selling.

Ensure that the Sales Teams develop plans to embed new best practices in all activities to optimise sales and to ensure decision assumptions and rules are robust, optimal and effective.

Ensure that sales processes are implemented where competitive advantage would be achieved.

Focus and streamline key communications for the sales teams.

Strategically manage internal and external stakeholders to improve embedment and optimisation of processes.

Build key relationships in WW with category Heads and Trade Managers across Fashion, Beauty, Home, Foods and Exclusive Brands.

Leverage WW categories, retail space to enable the WFS sales teams to operate within these categories, retail space with unique category‑specific value propositions.

Own and manage the relationship with external sales partners (i.e. MarketSA) and ensure that SLAs are adhered to and commercials are managed.

Establish good working relations with all other 3rd‑party suppliers to ensure the understanding and requirements of the WFS sales plan are developed and managed.

Manage and leverage relevant relationships with ABSA to benchmark, adopt and execute leading practices in sales optimisation.

Co‑create improvement around internal processes where this has an impact on the sales teams.

Intimately work with Head of Stores, Outbound Sales, Fraud, Ops and Channel Support, Customer Experience and Marketing Teams to ensure that sales teams are enabled to effectively deliver relevant service/sales to improve our customer experience and sales effectiveness.

Measure the effectiveness of sales enablement programs and recalibrate them, to improve knowledge transfer, behaviour change, and business results.

Deliver management information as appropriate to different information stakeholders to enable them to evaluate, learn and continuously improve the sales function whilst driving the customer experience i.e. Stores, Call Centre, Web/Digital, WFS EXCO.

Analyse VoC information and learnings to adapt training, scripts, process improvements or redesign to improve these processes.

Interpret sales pipeline/waterfall information analysis by product to identify improvement opportunities.

Benchmark peers to obtain additional insights on optimisation principles.

Identify top performers and understand key drivers for success to leverage these learnings across all sales channels.

Embed industry and global best practice in training material.

Provide specific management information to Agent level to provide feedback on incentive schemes.

Ensure that operational incentive scheme data is accurate and tracked in databases and address any queries that might arise across all sales channels.

Staff and talent management: management of staff members according to P&C best practice and policies – recruitment, induction, task setting and delegation, performance management, development planning, managing staffing capacity, succession planning, rewards and recognition and employee relations issues; attend to and resolve all staff related issues and ascertain all people administrative matters are effectively handled; conduct informal coaching with immediate staff and other stakeholders; manage EE targets; lead the team by modelling WFS values and vision.

Key Competencies

Experience managing a team and a track record of fostering career growth and development for your direct reports. Demonstrated experience driving innovation and process improvement that enables the business to achieve its objectives. Proven ability to collaborate and influence across multiple organisations and within a team environment. The ability to identify needs, design enablement solutions, and deliver solutions to the sales team with credibility and impact. Strong project and time management skills, with an ability to set and maintain priorities to meet deadlines. A motivated self‑starter with a high energy level. Strong sales fluency as well as an understanding of what drives sales organisations and how sales organisations are measured.

Minimum Qualification

An Honours degree in business, education, or a related field.

Beneficial MBA or Masters degree.

Experience Required

Minimum of 12 years of experience within sales, sales training, or sales enablement with proven success in designing and implementing successful sales enablement programs.