Sales Enablement Specialist

Description

Founded in 1926, Western Growers represents local and regional family farmers growing fresh produce in Arizona, California, Colorado and New Mexico. Our members and their workers provide over half the nation’s fresh fruits, vegetables and tree nuts. Some farm throughout the U.S. and other countries so people have year-round access to nutritious food. For generations, they provide variety and healthy choices to consumers. Connect with and learn about Western Growers on our Twitter and Facebook .

Job Description Summary

The Sales Enablement Specialist is responsible for collecting, analyzing, and reporting sales information to maximize sales productivity. This position reports to the Assistant Vice President of Operations and is also responsible for the processes, tools, and technologies that support the WGIS Sales team. The Sales Enablement Specialist provides guidance to the agency about market trends, develops marketing tools and resources, and oversees the effectiveness of WGIS marketing campaigns.

Qualifications

• BA/BS degree in business, marketing, or related field with five (5) plus years of work related experience role preferred.
• Ability to understand the strategic direction and goals of the Sales Department and support appropriate processes to facilitate achievement of business objectives.
• Strong analytical, problem-solving, and process mapping skills.
• A result and success-oriented mentality, conveying a sense of urgency and driving issues to closure.
• Advanced knowledge of Excel (data filters, VLOOKUP, Pivot Tables, Data connections, Macros).
• Working knowledge of CRM systems preferred, Salesforce a plus.
• Ability to use Business Intelligence tools a plus.
• Ability to initiate business relationships and collaborate with sales professionals in an open, friendly, and accepting manner.
• Innate drive to innovate and optimize the use of available resources.
• Comfort with adapting and adjusting to multiple demands, shifting priorities, ambiguity, and rapid change.

Duties And Responsibilities

Analytical Reporting

• Recognize and foreshadow trends in the ag insurance industry.
• Responsible for helping assess and report sales producer performance in terms of impact, making improvements and course correcting.
• Support the sales team using Salesforce with process improvement, measurement, tracking and analytics relevant to their functional areas.
• Prepare and deliver reports (financial, quality, production, customer service, operational efficiency, etc.) and their findings to Senior Management.
• Create content for executive presentations and board reporting.
• Prepare Quarterly Business Review presentations.

Systems & Data Management

• Manage and evaluate data to determine the effectiveness of the Sales Executive, products and/or campaigns.
• Produce data insights for the sales team and oversee the use of various applications and platforms.
• Track and analyze key metrics including pipeline growth, win/loss rates, and quota attainment.
• Create models and organizing statistical studies for the Sales Department.
• Manage and maintain sales data in Salesforce and other software programs.

Sales Operations Process Management

• Assist the AVP in developing tactical and strategic industry product, services and/or programs to support the department’s goals (financial, quality, production, customer service, operational efficiency, etc.).
• Manage customer segmentation, assist with territory management, and help create a plan to enhance upsell, cross-sell and renewal processes.
• Maintain regular check-ins with Sales Executives/Benefits Advisors and others who contribute to opportunity development to determine how sales opportunities are tracking against plan and identify any problems for internal review and problem solving.
• Recognize, develop, and implement process improvements within the Sales organization, as well as hand-off processes from Sales Executives to Account Managers to Implementation/Onboarding.
• Follow ethical practices with consumer and customer data.
• Assist with the onboarding and training of new Sales Representatives in the WGIS Customer Relationship Management, sales production, and sales activity processes.
• Create job aids that trains staff on new sales technology and software.

Other

• Utilize all capabilities to satisfy one mission — to enhance the competitiveness and profitability of our members. Do everything possible to help members succeed by being curious and striving to understand what others are trying to achieve, planning, and executing work helpfully and collaboratively. Be willing to adjust efforts to ensure that work and attitude are helpful to others, being self-accountable, creating a positive impact, and being diligent in delivering results.
• All other duties as assigned.

Physical Demands/Work Environment

The physical demands and work environment described here represent those that an employee must meet to successfully perform this job’s essential functions. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to communicate with others. The employee frequently is required to move around the office. The employee is often required to use tools, objects, and controls. This noise level in the work environment is usually moderate.