Company overview:
TraceLink’s software solutions and Opus Platform help the pharmaceutical industry digitize their supply chain and enable greater compliance, visibility, and decision making. It reduces disruption to the supply of medicines to patients who need them, anywhere in the world.
Founded in 2009 with the simple mission of protecting patients, today Tracelink has 8 offices, over 800 employees and more than 1300 customers in over 60 countries around the world. Our expanding product suite continues to protect patients and now also enhances multi-enterprise collaboration through innovative new applications such as MINT.
Tracelink is recognized as an industry leader by Gartner and IDC, and for having a great company culture by Comparably.
TraceLink is the largest and deepest source of real-time product, process, and partner orchestration information for the global Healthcare and Life Sciences (HLS) supply chain. Through its interoperable digital network of 1,600+ customers and 290,000+ authenticated and onboarded trading partners, TraceLink enables every HLS supply chain segment to connect, collaborate, and share data to ensure the safe and secure availability of medicines and healthcare products for patients that rely on them.
Director, Global Sales Enablement
TraceLink is hiring a Director, Global Sales Enablement to build and lead a high-performance enablement program to support the onboarding, training, and development of a rapidly growing team of enterprise sales reps and solution consultants. We are looking for an entrepreneurial leader who possesses deep experience in both supply chain and consultative selling processes, and who desires to leverage that knowledge to build a world class sales enablement organization and program.
Reporting Structure
The Director, Global Sales Enablement will report directly to TraceLink’s Chief Operating Officer (COO).
Location
The Director, Global Sales Enablement role is based in TraceLink’s Wilmington, MA headquarters.
Responsibilities:
- Develop and communicate a deep understanding of TraceLink’s products and the related buying journeys of our customers within the domain of healthcare/life sciences and supply chain orchestration
- Direct the development of learning journeys for sales reps and solution consultants based on different supply chain processes, customer business challenges, archetypes, customer KPIs, etc.
- Measure, enforce, and recommend improvements to TraceLink’s consultative selling process, including partnering with Revenue Ops to continuously evaluate sales rep productivity, teaming usage, and activity against stage gates, exit criteria, and the artifacts leveraged
- Execute weekly/monthly/quarterly learning programs as part of a long-term sales enablement plan that aligns with overall commercial strategy by teaming with Sales leadership, Business Management, Product Marketing, Product Development, and Customer Success
- Develop a best-in-class onboarding program to quickly enable field team personnel that join TraceLink with product, process, and supply chain domain knowledge necessary to succeed
- Maintain and improve the organization/usage of an existing repository of sales enablement content, including presentation decks, solution briefs, call scripts, competitive battle cards, FAQs, etc.; work closely with Business Management and Product Marketing to determine net-new materials required
- Manage a Sales Enablement Operations team that delivers tactical programs through sales materials, tools, live training sessions, customer engagements, quarterly and annual sales kickoff events, etc.
- Establish and grow a comprehensive sales certification capability that can operate both globally and across multiple regions based on unique needs or processes
- Lead initiatives to enable channel partners to be successful commercializing TraceLink product based on predetermine co-selling and customer engagement processes
- Develop KPIs for measuring the overall sales enablement program that will serve as the basis for measuring improvement in rep quality, preparedness, and competency over time
Skills and Requirements:
- Minimum of 7 years of hands-on experience within the supply chain technology domain, preferably from leadership roles in Enterprise Selling, Sales Enablement, Solution Consulting and/or Product Marketing
- Demonstrated experience working with high-growth global sales teams which are executing consultative sales processes in the SaaS supply chain tech industry
- Deep understanding of sales methodologies and training methodologies
- Highly proficient with Salesforce CRM and other best-in-class sales tools/technology
- Exceptional written and verbal communication skills, with the clear ability to positively engage and influence sales team behavior
- Entrepreneurial thinker with the ability to navigate challenging and ambiguous operating environments
- Strong presentation and project management skills
- Bachelor’s degree required
- Must be willing to commute into TraceLink's Wilmington, MA Headquarters
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