Position: Vice President, Sales Enablement 

Job Description:  

The Vice President of Sales Enablement will develop and execute a comprehensive sales enablement strategy designed to enhance sales team productivity, align cross-functional teams, and drive revenue growth in a highly competitive market.

The ideal candidate will bring extensive experience in sales operations, enablement strategies, and logistics, with a proven ability to lead transformational change in a large-scale organization. This individual will serve as a key partner to the executive leadership team, aligning sales goals with overall business objectives while fostering a high-performing and results-oriented sales culture. 

Core Duties and Responsibilities:  

Strategic Leadership:  Develop and implement a comprehensive sales enablement strategy to align with the company’s revenue and growth objectives.  Serve as the strategic bridge between sales, marketing, , and product teams to ensure seamless integration of sales initiatives and resources.  Partner with senior leadership to refine and implement sales methodologies, tools, and metrics that optimize sales effectiveness.  Build, lead, and mentor a high-performing sales enablement team to support regional and international sales operations.  Foster a culture of collaboration, innovation, and accountability, ensuring team alignment with corporate objectives.  Provide ongoing coaching and development opportunities for sales leaders and individual contributors.  Sales Enablement & Optimization:  Lead the design, development, and deployment of training programs, playbooks, and tools to improve sales performance and effectiveness.  Establish scalable frameworks for sales processes, lead management, and customer engagement to support domestic and international sales teams.  Learning and Development  Equip the sales team with the knowledge, skills, and confidence needed to succeed in a dynamic logistics and transportation industry.  Develop role-specific training focusing on core skills, industry trends, and customer engagement best practices.  Deliver ongoing workshops, micro-learning opportunities, and certifications tailored to sales personas and career stages.  Establish a cadence of regular knowledge-sharing sessions, webinars, and e-learning courses.  Build systems for post-training assessments to refine program effectiveness and relevance over time.  Sales Collateral Development  Ensure sales representatives have access to high-quality, relevant, and impactful resources to drive customer conversations.  Develop templates, presentations, and case studies tailored to specific verticals, geographies, and customer profiles.  Leverage storytelling techniques to demonstrate the value and differentiation of the company’s solutions.  Maintain a centralized, easily accessible repository of all sales collateral.  Create dynamic sales playbooks that guide representatives through the customer journey, including objection handling, competitive positioning, and value articulation.  Product Marketing Alignment  Build a bridge between product teams and sales to ensure accurate communication of the company’s offerings and value proposition.  Implement quarterly updates and training sessions on new products, features, and services.  Lead product marketing to ensure sales messaging aligns with product capabilities and market positioning.  Develop resources to articulate competitive differentiation and customer-specific use cases.  Lead Generation Support  Empower the sales team with high-quality leads and actionable insights to accelerate pipeline development.  Partner with marketing to ensure seamless handoff of marketing-qualified leads (MQLs) to sales teams, with proper context and tools to engage.  Train sales teams on strategies to nurture and convert inbound leads effectively.  Equip sales representatives with personalized outreach templates, industry insights, and prospect-specific value propositions.  Sales Rep Onboarding  Establish a best-in-class onboarding program that accelerates ramp time and ensures new hires contribute effectively to revenue goals.  Develop a phased onboarding process focusing on product knowledge, sales tools, and customer engagement strategies.  Provide clear benchmarks and assessments to measure onboarding success.  Pair new hires with seasoned sales representatives to foster a supportive learning environment.  University Recruitment Strategy   Build a pipeline of future sales talent by engaging top-tier universities with sales programs.  Partner with universities offering sales and business programs to identify high-potential candidates early.  Sponsor workshops, case competitions, and industry panels to showcase the company’s brand and career opportunities.  Develop structured internship programs to provide students with hands-on experience in sales and logistics.  Collaborate with university faculty to co-develop coursework that highlights real-world applications of sales in the logistics and transportation industry.  Market & Industry Expertise:  Stay abreast of market trends, competitor activities, and customer needs in the domestic and international supply chain sectors.  Identify emerging opportunities and develop innovative sales approaches to capitalize on them. Partner with the marketing team to refine go-to-market strategies and messaging that resonate with target audiences.   Other duties as assigned 

Qualifications: 

Minimum of 15 years of experience in sales enablement, sales operations, or sales leadership roles, with at least 5 years in the transportation, logistics, or supply chain industry.  Demonstrated success in leading sales enablement initiatives for large-scale, multi-billion-dollar organizations.  Proven ability to align sales strategies with business objectives and drive measurable revenue growth. 

Skills & Competencies: 

Exceptional leadership and team-building skills, with experience managing cross-functional teams in complex environments.  Strong analytical and strategic thinking capabilities, with a data-driven approach to decision-making.  Proficiency in CRM platforms (e.g., Salesforce) and other sales enablement tools.  Excellent communication and interpersonal skills, with the ability to influence and inspire at all levels of the organization. 

 Leadership Characteristics:  

The ideal leader will be an engaging and collaborative executive with excellent listening skills, along with a decisive style. With all of this must come a hands-on, detailed, action-oriented personality and style. S/he will have delivered a compelling marketing plan that was successfully implemented using wise judgement and inspiring trust. Stylistically, this person should be savvy, highly credible and collaborative, and have a partnering mindset across the company.  

This individual will possess the following characteristics and skills:  

Proven Change Agent: Desire and ability to lead by bringing bold thought leadership to the Product and Marketing team. An inspiring leader who communicates passion, energy, and excitement with high emotional intelligence.   Broad Business Perspective: Exceptional strategic skills and the ability to balance the intuitive and analytical. Has the proven ability to blend high level strategic skills with short-term focused initiatives.   Strong Relationship Builder, Communicator, and Influencer: An outstanding relationship builder with strong communication skills who can articulate concepts, initiatives, and goals with clarity to a range of constituents. Significant team-building experience with proven success in developing strong relationships throughout an organization and achieving buy-in across various constituencies.   Innovation Mindset: Providing support and vision for the Product & Marketing group’s relationship with IT, ultimately driving precise cross department collaboration with proper resourcing, vision, and aligned goals.  

Forward is an Equal Opportunity employer.