Definition and scope: The Commercial Enablement Specialist is an important professional within the Industrial Physics Commercial enablement team, that enables the sales and service SLA process through effective LEADS qualification engine, sales and service tactics development, usage of standard work scripts that leverage questions-based-selling (QBS) tools and that help build qualitative opportunities in the sales funnel. Their main activities are focused on Qualifying mostly the LEADS generated by the marketing demand generation team, as well as identifying other LEADS such as installed-based mining to drive SLA (Service Level Agreement) expansion. They work synergistically with other channels that receive LEADS (inside sales, customer experience, service) and create qualified opportunities that are assigned to field sellers or close on their own, that will result in increased bookings (orders) organic growth. The following tasks are under their responsibility, but not limited to it, as we develop additional enablement tactics and strategies.
This is a remote role within the US. Proximity to a US physical location is a plus. (Greensboro, NC or New Albany, IN)
Essential duties:
· Handles the LEADS qualification process for Marketing Generated from campaigns, tradeshows, or other LEAD sources (services, technical support from product management) contacting customers via phone or emails, to qualify the need, and convert the LEAD into an opportunity in SFDC.
· Use and contributes to creation of scripts using question based selling tactics to identify, confirm and scope the needs from customers, and creates the opportunity in SFDC.
· Generates SLA by mining the instruments installed base that will result in increased service contract agreements.
· Actively use daily management (QDIP, Daily Visual Management, Salesforce Dashboard) to drive daily conversion rate and LEADS velocity, as well as increased volume of opportunities in the funnel (funnel additions) at a higher quality and likelihood of close (close won ratio).
· Leverages best-in-class contents and collaterals working with managers (example: Service agreement content), sales and marketing, and trainings on LEADS management tactics for Sales Enablement,
· Inside Selling activity for specific instruments, which includes managing quotes, certificates, and follow through the delivery with customer experience.
· Manages orders entering them in the ERP, processing certificates, and coordinating logistics with the operations and customers.
· Collects VOC (voice of customers) through the LEADS qualification process, to develop better commercial initiatives, where our solutions meet customer needs and demand.
· Work closely with the sales teams to deliver a high quality of LEADS velocity through the funnel management process, as they convert into bookings.
· Utilizes problem-solving to identify gaps, root causes and implement counter measures with sense of urgency, as well as long term fixes.
· Participates continuous improvement workstreams (workshops or KAIZENs) related to improvement activities of the sales and service process, go-to-market strategies, which enable more LEADS and Opportunities delivering organic growth.
Required Education and skills (soft/ technical):
· Adaptive learner; committed and organized.
· Bachelor’s degree with 3 to 5 years minimum experience in business development, inside sales, customer service, sales enablement, or other customer facing role related to products and services.
· Experience in LEADS and opportunities creation, using tactics, collaterals (documentations), and connecting cross-functionally (product management, sales, service) to move forward through the qualification process.
· Good enabler that uses active listening, identification of needs and pain points, to translate them into solutions, internally and externally
· Good experience in using a CRM system (preferably Salesforce or equivalent high-end CRM system), ERP system and other connected tools to gather information on customer base.
· Proven experience in a multinational company, with understanding of diverse customer base
· High level of agility to navigate conversations across the different levels of organizations, from field to executive levels, and across different departments (commercial, operations & engineering) to help create contacts and opportunities.
· Self-driven, they can drive actions to completion, problems to solutions while embarking other colleagues creating trusted relationships and positive team spirit.
· Team player and able to support others in projects and tasks involving multiple stakeholders.
· Has strong customer centric mindset, being able to thing about their needs in 360 degrees view and help them directly or indirectly liaising with key stakeholders.
· Eager to learn and develop skills in areas that help customers get the best experience with the company (tools, soft skills, communication, processes)
· Good knowledge of the pack office (Excel, Word, PowerPoint)
· Speaks fluent English, any other languages are a plus.
Industrial Physics provides equal employment opportunities to all employees and applicants for employment without regard to race, color, creed, ancestry, national origin, citizenship, sex or gender (including pregnancy, childbirth, and pregnancy- related conditions), gender identity or expression (including transgender status), sexual orientation, marital status, religion, age, disability, genetic information, service in the military, or any other characteristic protected by applicable federal, state, or local laws and ordinances. Equal employment opportunity applies to all terms and conditions of employment, including hiring, placement, promotion, termination, layoff, recall, transfer, leave of absence, compensation, and training.
