Head of Sales Enablement

2 weeks ago

Leatherhead, United Kingdom KBR Full time

**Title**:
Head of Sales Enablement

**The Role**

Highly motivated, target driven leader, capable of working in partnership with the VP, Business Development, and operational teams to qualify, forecast, and win new business opportunities.

A collaborative, senior role that requires an ability to form trusted relationships, govern and steer the pipeline towards strategically aligned, profitable growth. A client-centric leader, who can coral KBRs people and capabilities and create compelling value-add propositions which in turn convert into winning proposal submissions. Influencing and articulating client first thinking throughout.

Responsible for forecasting and coordinating the supply of services required from functions across KBR, and work with the GSI VP BD to support the creation of a culture and capability of Sales Enablement and Business Winning across the wider GSI teams.

**Responsibilities***

As the Head of Sales Enablement, you will be responsible for developing and implementing strategies and processes, to empower the sales team for success. You will collaborate across functions with the wider GSI to maximise the One KBR approach and to ensure alignment with company values, objectives, and sales goals. This role requires a deep understanding of the Government procurement process.

Responsible for leading a successful Sales Enablement team to win bids and manage sales. This includes forecasting, reporting, and governing all pipelines, opportunities, and bid costs. The role involves creating efficient processes for business functions, ensuring best practices in capture and bidding, and managing multiple opportunities.

The role also requires building and maintaining Salesforce/selling tools/bid library for business intelligence, creating market strategies with leadership teams, conducting competitive analysis, and developing effective win strategies. The individual will manage stakeholder relationships, ensure up-to-date capture plans, and develop strong customer relationships.

The role involves improving competitive position, supporting teams in proposal-related efforts, directing contract negotiations, and being accountable for the governance pertaining to the Investment Review Committee (IRC) and Project Review Committee (PRC) process. The individual will also manage the proposal and sales administration capability, providing direction to business improvement initiatives, develop a useable and insightful CRM, and manage the capture and bid overhead budget.

The individual will drive commercially successful tender responses, that pulls together previous lessons learned, KBRs people and capabilities into cohesive, compliant, customer value-based winning offer to market.

Creating a seamless process for the demand and supply of all business functions and capability required to drive and win opportunities from across KBR/GSI.

Participate in Strategy/ Key Account/ Business processes as required and develop strong relationships across the business - promoting a culture of Business Winning throughout.

**Experience & Skills**
- Trained and working knowledge in collaborative “outcome-based” selling processes.
- Ability to develop strong client and industry trusted relationships that enable strong negotiations and partnerships.
- Experience of business winning digital tools and solutions.
- Can provide examples of leading opportunity PRIME capture for significant opportunities including developing overall win strategy, shaping deals with customers, developing team strategies, and assisting in developing a winning price strategy.
- Provide amazing executive reports and summaries for decision making
- Track record in winning Government Contracts in Competition; knowledge of Government contracting and current acquisition trends and customer buying behaviours.
- Understands Social Value, Sustainability, and Inclusion & Diversity in successful bidding/delivery.
- Proven ability to collaborate across organisational boundaries together with proven experience working with and leading geographically dispersed teams.
- Knowledge of competitors and ability to support modelling of competitor behaviour in the market.
- Willingness to travel as required.

**Technical Skills/Knowledge***
- Senior sales management experience with a proven track record of winning work, leading teams and delivering successful outcomes. Develop and execute a comprehensive sales enablement strategy aligned with the company's overall business objectives.
- Collaborate with senior leadership to identify key performance indicators and establish metrics to measure the effectiveness of sales enablement programs
- Strong understanding of sales processes, methodologies, and best practices.
- Excellent communication, presentation, and interpersonal skills.
- Strong background in selling of outcome-based business propositions with strong domain background, ensuring ability to understand client business needs and how KBR can provide winning p

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