About the Sales Activation Manager position

The Sales Activation Manager collaborates with the Leadership Team to devise and execute strategies aimed at improving sales performance and boosting revenue generation. This role involves developing and implementing initiatives to equip sales teams with the essential tools, training, and resources necessary to optimize their effectiveness. It demands a strategic approach, effective leadership qualities, and a comprehensive grasp of sales and marketing principles. The Sales Enablement Manager works closely with various departments to roll out activation programs that align with Garner Foods' overarching objectives. Overall, this position requires a blend of sales proficiency, analytical capabilities, marketing expertise, and strong leadership aptitude.

Sales Activation Manager responsibilities are:

Sales Process Optimization (50% of Total JD&R):

Key areas of management oversight will be the optimization of business planning process; forecasting; trade/SGA alignment (TPA) and contract management.
Works to optimize and streamline the sales process. This involves analyzing the existing sales workflow, identifying bottlenecks or inefficiencies, and implementing improvements.
Collaborates with cross-functional teams, especially marketing and product development, to ensure seamless communication and alignment between departments. This includes feedback loops that help refine and enhance both the sales process and product offerings.

Content Creation and Management (25% of Total JD&R):

Responsible for creating and curating content that supports the sales process. This includes sales collateral, presentations, case studies, and any materials that assist sales representatives in effectively communicating with prospects and customers.
Establish and maintain a centralized content repository to ensure easy access for the sales team. The manager should also regularly update and improve content based on feedback and changing market dynamics.

Training and Development (25% of Total JD&R):

Design, implement, and oversee training programs for the sales team. This includes onboarding new hires, continuous training for existing team members, and addressing skill gaps or emerging challenges.
Develop training content that covers product knowledge, sales methodologies, objection handling, and industry trends relevant to the specific market.

Duties/Responsibilities:

Sales Analytics and Reporting:

Utilize data analytics to track and measure the effectiveness of sales enablement initiatives.
Generate reports on key performance indicators (KPIs) to assess the impact on sales team performance and adjust strategies accordingly.

Sales Communication:

Establish clear and effective communication channels within the sales team, providing regular updates on KPI’s, product launches, promotions, and industry news.
Foster a collaborative and informed sales culture through effective communication strategies.

Sales Process Optimization:

Analyze and optimize the sales process, ensuring alignment with industry best practices and the unique challenges of the food market.
Implement tools and technologies that streamline sales workflows and enhance efficiency.

Content Creation:

Collaborate with marketing and product teams to create relevant and compelling sales collateral, presentations, and product documentation tailored to the food industry.
Develop and maintain a centralized content repository for easy access by sales teams.

Training and Development:

Develop and implement comprehensive training programs for sales teams, focusing on product knowledge, selling skills, and industry trends within the food sector.
Ensure continuous learning through workshops, webinars, and other training methodologies to keep the sales team up to date with the latest information.

Cross-Functional Collaboration:

Work closely with marketing, product development, and operations teams to ensure seamless communication and collaboration between departments.
Facilitate feedback loops between sales teams and other departments to improve overall processes and product offerings.

Technology Implementation:

Identify and implement sales technologies, CRM systems, and other tools to support the sales process and improve productivity.
Provide training on the effective use of technology to maximize its impact on sales enablement.

Onboarding and Ramp-Up:

Develop and execute comprehensive onboarding programs for new sales hires, ensuring a smooth transition into their roles.
Implement ramp-up plans to accelerate the time it takes for new sales representatives to become fully productive.
Develop and maintain sales playbooks that guide sales representatives through various scenarios, providing them with strategies and resources for success in the food industry.

Sales Playbooks:

Performance Feedback and Coaching:

Provide regular feedback to sales teams based on performance metrics and observations.
Offer coaching and support to help sales representatives continuously improve their skills and achieve their targets.

Sales Activation Manager requirements are:

BS/BA in Business, Marketing, Sales, Communications, or related field. Master’s degree or relevant certifications preferred.
Minimum of seven (7) years work experience in sales, marketing, or related roles strongly preferred. Position background provides a solid understanding of the sales process, customer engagement, and the overall dynamics of the sales function.
Previous experience in a sales enablement role is highly beneficial. This may involve roles such as sales training, content development, or other positions focused on supporting and optimizing the sales team.
In-depth knowledge of sales processes, methodologies, and best practices. This includes an understanding of the buyer's journey, sales funnel, and various sales techniques.
Ability to design and implement effective training programs for sales teams. This involves creating engaging content, delivering training sessions, and assessing the impact of training on sales performance.
Strong skills in creating and managing sales collateral, presentations, and other materials that support the sales process. This includes the ability to organize and maintain a centralized content repository.
Familiarity with sales technologies, sales and trade systems, BI development and reporting, and other tools that enhance sales efficiency and effectiveness. This role should be able to leverage technology to optimize workflows and improve productivity.
Proficient in data analysis to evaluate the effectiveness of sales enablement initiatives. This involves tracking key performance indicators (KPIs) and using insights to make data-driven decisions.
This role needs to effectively convey information, provide feedback to sales teams, and collaborate with cross-functional departments.
Ability to collaborate with various departments, including marketing, product development, operations, finance, and sales, to ensure alignment and effective communication. Building strong relationships with stakeholders is crucial for success.
The sales landscape is dynamic, and a Sales Enablement Manager should be adaptable to changes and committed to continuous learning. Staying informed about industry trends and evolving sales practices is essential.
Project Management Skills: Strong project management skills to plan, execute, and oversee multiple initiatives simultaneously. This includes budget management, timeline adherence, and the ability to manage various projects concurrently.
Results-Oriented: A results-oriented mindset, with a focus on achieving measurable outcomes in terms of sales team performance, efficiency, and overall business impact.
High ethical standards and professionalism in all interactions. Ability to represent the company in a positive and reputable manner.
Strong working knowledge of Microsoft applications including BI, Outlook, Excel, Word, etc.

TW Garner Food Company is a federal contractor and an Equal Opportunity Employer. To the extent applicable, this contractor and subcontractor shall abide by the requirements of 41 CFR §§ 60-300.5(a), and 61-300.10. These regulations prohibit discrimination against qualified individuals based on their status as protected veterans or individuals with disabilities and prohibit discrimination against all individuals based on their race, color, religion, sex, sexual orientation, gender identity, or national origin. Moreover, these regulations require that covered prime contractors and subcontractors take affirmative action to employ and advance in employment individuals without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status or disability. The requirements listed below are representative of the knowledge, skill, and or ability required.

Reasonable accommodations may be made to enable qualified veterans and individuals with disabilities to perform the essential functions of this position.