Sr. Manager, Sales Enablement (Diagnostic Sales)

ResMed • San Diego, CA

5d • $161,000 - $241,000

About The Position

Let's talk about the team and you: This role is uniquely focused on digital sales workflows within Diagnostic Sales, supporting our Somnoware and VirtuOx businesses. This leader will design programs that optimize digitally driven sales motions, workflow automation, and data enabled customer engagement. This role will work directly with sales and key partners cross-functionally to create scalable processes focused on increasing productivity and efficiency as well as building sales enablement best practices, driven sales motions, workflow automation, and data enabled customer engagement. Prior experience in healthcare or health tech is strongly preferred given the specialized clinical, workflow, and regulatory context of diagnostic solutions-driven sales motions, workflow automation, and dataenabled customer engagement. Prior experience in healthcare or healthtech is strongly preferred given the specialized clinical, workflow, and regulatory context of diagnostic solutions. Let's talk about responsibilities: Develop a comprehensive understanding of internal methodologies and processes for identifying, qualifying and closing sales opportunities as well as conducting win-loss analysis toward identifying areas for improvement. Develop a deep understanding of the diagnostic sales model structure, processes, revenue recognition, compensation and management structure for direct sales channels, to inform and shape enablement strategies Design sales enablement strategies tailored for digital diagnostic workflows (Somnoware and VirtuOx) that strengthen seller fluency in SaaS based diagnostic platforms and digital ecosystem integrationsbased diagnostic platforms and digital ecosystem integrations Identify and support implementation of effective technologies including, but not limited to, CRM, opportunity management, sales training and coaching systems and digital content management Identify and implement technology solutions to sales experiences, including web, mobile and voice applications; artificial intelligence and machine learning; and gamification. Ensure that the sales processes are optimized, from lead generation to post-sale follow-up. Provide the sales team with the right learning content, tools, and resources to effectively communicate the value of our products and services and close deals. Leverage sales enablement platforms and tools to equip sales reps with the necessary knowledge, skills and behaviors to have effective and high-quality customer conversations, resulting in increased win-rates and customer satisfaction. Utilize blended learning techniques and emerging technologies to design and implement scalable and engaging learning and competency programs. Establish and manage sales enablement curriculum and craft short-term and long-term programs in context of the curriculum. Analyze the impact of sales enablement program efforts to continually optimize programs and increase business impact. Identify and define key performance indicators (KPIs) and metrics that track and evaluate success of sales enablement. Assess skills gaps for individual sellers or sales teams Own onboarding and ongoing learning experiences from new hire induction through to development experiences of tenured reps for continued success. Measure/Assess the impact and effectiveness of sales enablement initiatives on behavior change and key objectives. Collaborate with HR and/or L&D team to ensure that sales reps are up to speed more quickly to reduce time to revenue, increase sales job satisfaction and ensure corporate sales processes are adhered to. Track sales enablement spends against budget; provide executive-level transparency to investments and results. Analyze shifts in sales performance in the sales organization at the individual, team and regional and corporate levels. Develop and nurture cross-functional relationships across GTM teams Understand the product development roadmap and release or launch plans. Develop market understanding (including competitive positioning, buyer profiles and personas) and align messaging strategy and content.

Requirements

• Relevant sales insight, including a deep understanding of various sales cycles and functions and direct experience in B2B sales.
• Experience in healthcare, diagnostics, digital health, or health tech environments strongly preferred due to domain complexitytech environments strongly preferred due to domain complexity
• 5+ years of sales enablement experience with a strong preference for roles supporting SaaS, digital health, diagnostics, clinical workflows, or broader healthcare technology.
• Demonstrated ability to support or enable digital/SaaS based sales cycles, including workflow mapping, platform value articulation, and data driven sales processesbased sales cycles, including workflow mapping, platform value articulation, and datadriven sales processes.
• Strong communication skills, including having the ability to listen keenly to both validate existing hypotheses and uncover new insights, deliver clear, compelling and articulate written and verbal communication.
• Ability to establish and prioritize KPIs that can help determine the impact and effectiveness of enablement efforts.
• Openness to experimenting with new approaches and testing hypotheses.
• Ability to effectively and efficiently collaborate with cross-functional teams
• Effective time management skills, with the ability to prioritize and manage multiple projects, while ensuring that deadlines are met, and resources are allocated efficiently.
• Ability to effectively persuade and influence others, including sales leaders and cross-functional teams, to support enablement initiatives.
• Ability to balance innovation against known and effective approaches to improve the productivity of the sales team.
• Ability to lead a team effectively and provide direction to other members of the team with a strong track record of leadership, coaching and mentoring abilities.
• Ability to quickly build consensus and take decisive actions.
• Skill to persuasively influence teams.
• Ability to build enthusiasm and consensus for new plans and approaches.
• Ability to lead and manage diverse global teams.
• Project planning and management, budget management.
• Ability to build relationships with functions outside of sales, including HR, L&D, corporate communications, product marketing, product management, customer success, services, and IT.
• Ability to mentor and develop resources who will recruit and professionally develop sales/revenue enablement team members.
• Experience in selecting and managing external resources.
• Ability to manage upward in the organization to influence executives as well as manage downward.
• Ability to develop knowledge of and competency in the products being sold.
• Ability to align and integrate the technology stack for the sales/revenue organization to drive productivity growth.
• Ability to identify impact measures that can be incorporated into KPIs and develop methodologies to track them.
• Proven competence to perform gap analysis and interpret disparate datasets to derive insights.
• Intuition to challenge conclusions based on incomplete data.
• Knowledge or direct experience with relevant sales/revenue enablement technologies constitutive of an effective technology stack including, but not limited to, CRM, LMS, content management applications, cloud computing, AI and ML automation tools, product demo tools, outreach, communication and scheduling tools.
• Ability to guide the selection, purchase, implementation and support of sales/revenue enablement-specific technologies that can improve competitive advantage.
• Acumen to develop and deliver business cases for technology purchases.

Responsibilities

• Develop a comprehensive understanding of internal methodologies and processes for identifying, qualifying and closing sales opportunities as well as conducting win-loss analysis toward identifying areas for improvement.
• Develop a deep understanding of the diagnostic sales model structure, processes, revenue recognition, compensation and management structure for direct sales channels, to inform and shape enablement strategies
• Design sales enablement strategies tailored for digital diagnostic workflows (Somnoware and VirtuOx) that strengthen seller fluency in SaaS based diagnostic platforms and digital ecosystem integrationsbased diagnostic platforms and digital ecosystem integrations
• Identify and support implementation of effective technologies including, but not limited to, CRM, opportunity management, sales training and coaching systems and digital content management
• Identify and implement technology solutions to sales experiences, including web, mobile and voice applications; artificial intelligence and machine learning; and gamification.
• Ensure that the sales processes are optimized, from lead generation to post-sale follow-up.
• Provide the sales team with the right learning content, tools, and resources to effectively communicate the value of our products and services and close deals.
• Leverage sales enablement platforms and tools to equip sales reps with the necessary knowledge, skills and behaviors to have effective and high-quality customer conversations, resulting in increased win-rates and customer satisfaction.
• Utilize blended learning techniques and emerging technologies to design and implement scalable and engaging learning and competency programs.
• Establish and manage sales enablement curriculum and craft short-term and long-term programs in context of the curriculum.
• Analyze the impact of sales enablement program efforts to continually optimize programs and increase business impact.
• Identify and define key performance indicators (KPIs) and metrics that track and evaluate success of sales enablement.
• Assess skills gaps for individual sellers or sales teams
• Own onboarding and ongoing learning experiences from new hire induction through to development experiences of tenured reps for continued success.
• Measure/Assess the impact and effectiveness of sales enablement initiatives on behavior change and key objectives.
• Collaborate with HR and/or L&D team to ensure that sales reps are up to speed more quickly to reduce time to revenue, increase sales job satisfaction and ensure corporate sales processes are adhered to.
• Track sales enablement spends against budget; provide executive-level transparency to investments and results.
• Analyze shifts in sales performance in the sales organization at the individual, team and regional and corporate levels.
• Develop and nurture cross-functional relationships across GTM teams
• Understand the product development roadmap and release or launch plans.
• Develop market understanding (including competitive positioning, buyer profiles and personas) and align messaging strategy and content.

Benefits

• Employees scheduled to work 30 or more hours per week are eligible for benefits.
• This position qualifies for the following benefits package: comprehensive medical, vision, dental, and life, AD&D, short-term and long-term disability insurance, sleep care management, Health Savings Account (HSA), Flexible Spending Account (FSA), commuter benefits, 401(k), Employee Stock Purchase Plan (ESPP), Employee Assistance Program (EAP), and tuition assistance.
• Employees have Flexible Time Off (FTO), receive 11 paid holidays plus 3 floating days and are eligible for 14 weeks of primary caregiver or two weeks of secondary caregiver leave when welcoming new family members.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed