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Sales Enablement Manager

3 months ago

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Marcura is led by the two visionary entrepreneurs who founded the company 22 years ago. Their original mission, which we uphold today, is to streamline digital processes in the globally impacting shipping industry. We do this by putting our customers first.


We are looking for a Sales Enablement Manager

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SOME OF THE MARCURA BENEFITS

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Here are some of the benefits you can look forward to when you join us:

• highly competitive salary and bonus

• extensive and inclusive onboarding process: you’ll be up and running in no time

• flexibility: we encourage a healthy work-life balance supported by our Marcura Wellness Zone

• employment locally, but in a global and ambitious organisation

• modern performance management framework: you are supported monthly to achieve your best possible potential

• great working culture

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CAREERS AT MARCURA

=================


We’re an established, successful, diverse and energetic company with 8 maritime solutions.


GLOBAL AND GROWING

Our 650+ customers are based in 53 countries.

Our 980+ strong team globally.

We’re actively developing new products and new product features, and we are targeting continued and significant growth in 2024.


So far, we’ve done a pretty good job with significant growth and market-leading products. But we’re even more ambitious now than ever. With big future growth plans we have vacancies for some new teammates with big talents and expertise.


In short: We’ve got big plans.

MARCURA HAS ALL THE FOLLOWING ADVANTAGES:

• Marcura is well-established with existing leadership, customer service and sales teams.

• an excellent reputation

• an innovative product set, plus an exciting road map of future enhancements in 2024 and beyond

• a large addressable market

• the backing of an energetic, great team

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THE ROLE – SALES ENABLEMENT MANAGER

=================

We are looking for a Sales Enablement Manager


The Sales Enablement Manager serves as a key strategic coordinator, working directly with Sales, Marketing, and Sales Operations to streamline processes and enhance effectiveness.

In partnership with the Group Head of Sales Enablement, the Sales Enablement Manager will collaborate with senior management to identify business priorities, develop strategies, and own their implementation to improve sales outcomes.


This role is directly linked to Marcura revenue growth. The Sales Enablement Manager is responsible for key metrics within the buyer's journey that impact time to revenue.


Reporting to the Group Head of Sales Enablement, responsibilities will include:

- Own and analyse key metrics across the buyer journey to identify opportunities and implement strategies that directly reduce time to revenue.

- Collaborating with various teams to execute defined priorities and project plans for enablement.

- Taking charge of onboarding to ensure new sales team members are equipped to meet their quotas and decrease time to value.

- Owning communications including updates, changes, and best practices to the sales team through various channels, such as meetings, workshops, and online training sessions.


In this role, here are the expectations from you:


• Support measures to impact the ramp time and quota attainment of our Sales and SDR teams

• Ensure all new Sales team members are enabled and prepared to hit quota by collaboratively owning onboarding and ongoing training

• Drive adoption of agreed upon best practices that have a positive effect on the sales process including our KPI’s. This includes but not limited to the use of tools and best practices such as Seismic, Clari, PClub, multi-threading, MEDDIC, Mutual Success Plans, world class Discovery and Demo sessions.

• Evaluating and implementing tools and testing to granularly track Sales Rep grasp of subject matter and deliver regular performance results to leadership

• Work closely with SVP Group Commercial Strategy and Sales Operations to closely analyze our sales data and support the enablement roadmap to increase overall effectiveness and revenue performance.

• Co-own our sales process and develop and implement improvements where necessary, based on data.

• Work with group leadership to plan impactful Sales events and trainings across the year

• Take accountability for our enablement resources within Clari, Seismic and PClub such as collections, content cards, playbooks and frameworks.


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ABOUT YOU

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MUST HAVE:


• Bachelors Degree or similar professional qualification (Maritime, Sales, Business or Commercial Management

• Formal sales training, preferable consultative/strategic sales

• Minimum Experience:

o Strong track record in Sales

• Desired Experience:

o Maritime sector experience

o Strong communications and interpersonal skills

o Tech based services sales/commercial experience

• Good To Have:

o Maritime (non-vessel) Technology experience

o Strong network in the maritime industry

• Minimum 5 years of business-to-business sales experience, preferable with mentoring/coaching experience

• Provent track record of developing and closing SaaS or similar service solution opportunities using a consultative sales approach, including remotely

• Good negotiation skills

• Experience in successfully selling to SMB/MM customers and managing a complex sales cycle

• Strong analytical and strategy development skills

• Fast learner, self starter and high energy personality

• Experience with Sales and Marketing domain areas strongly preferred (e.g.Sales Operations, Sales, Sales Training, CRM, Sales Portals)

• Excellent oral and written communication skills

• Strong project management skills


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MARCURA AND THE BIGGER PICTURE

=========================

We’ve already described how, like many global tech platforms, we continue to develop products which drive big increases in productivity and enhance the working lives of people in maritime.


We do this by automating (i.e. taking away from them) many repetitive, tedious, manual tasks.


Our products have other impacts of which we are very proud.

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DIVERSITY AND INCLUSION

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We’re 100% committed to preserving our culture of inclusion and diversity.


We’re all different. This makes us stronger as a company and helps to ensure we serve our diverse customers in the best possible way. We’re committed to hiring the best people for the jobs we have. And then making sure they’re happy and can prosper.


We’ve made good progress already on gender diversity, a particular issue in the shipping industry.


For more information go to the Marcura website and Marcura LinkedIn pages.