Manager of Commercial Enablement - Secaucus, New Jersey in Secaucus, NJ at Quest Diagnostics

Date Posted: 11/5/2019

Job Snapshot

Job Description

The Manager of Commercial Enablement drives customer-centric commercial activities through the creation of platforms, tools and content that drive sales force efficiency, effectiveness and engagement, including sales asset management (SAM) and the client business review processes.  

The role will lead internal and external resources to develop and execute Commercial Enablement programs that support our go-to-market strategies across the enterprise. The Manager is the primary business owner of the company’s QForce (SAM) platform, and acts as a strategic business partner to the Commercial and Marketing teams, informing the design and delivery of all content through the SAM. The role will utilize analytic resources to provide Commercial and Marketing Leadership with insights to guide the optimization of campaign effectiveness. 

Partnering with Commercial Technology, the Manager will administer the SAM system to support content sharing between sales and marketing; develop and deliver training to Commercial colleagues; inform business requirements for system continuous improvement; and ensure compliance with governance processes.  The position reports to the Sr. Director, Customer Experience & Commercial Enablement. 

Responsibilities:  

•        Act as primary business owner of the company’s SAM platform, including: integration with CRM and other systems; management of the vendor relationship; maintenance of user roles and privileges; implementing processes to ensure data hygiene; and staying up-to-date on best practices and system enhancements/changes

•        Manage enablement strategy for commercial organization aligning sales and marketing organizations on vision and mission to meet annual goals

•        Design governance rules, policies and procedures for content/page leads

•        Create and maintain the roadmap for additional functionality we plan to leverage, cost to implement, as well as internal partners required for go live.

•        Establish KPIs and configure standard reports to measure tactic and campaign success as well as business results. Own ad hoc requests for reporting and metrics associated with SAM, identify areas of opportunity, and suggest ways to improve KPIs

•        Create and manage commercial enablement training program to training colleagues and agencies on tool, processes, go-to-market strategies, and related business processes

•        Work with commercial technology team to expand SAM functionality based on user feedback, and product roadmap

•        Manage the creation and deployment of commercial buyers’ journeys & customer personas; collaborate with commercial and marketing colleagues to ensure promotional content and sales training reflect buyers’ journeys

•        Develop and manage client business review process, including partnering with commercial operations on data integration

•        Manage internal and external resources, including agencies, consultants and analytics vendors

•        Manage Champions in the Field council to collect VoC from sales and marketing organizations to guide SAM tool expansion and modification


QUALIFICATIONS:

Education Preferred:

Bachelors in Marketing, Business, Advertising, Communications or other related discipline.

Work Experience:

4 four years (or more) of progressively expanding roles in marketing, operations or other related business discipline preferred

Demonstrated track record of successful results aligned to both strategic and tactical business needs. Produces high quality and effective deliverables in support of customer experience excellence

Superior communication skills including ability to deliver formal business presentations to executive leadership

Technologically-savvy, including expertise in traditional, digital and content creation and publication

Relevant industry experience (pharma, medical device, healthcare services, consumer, etc.) is preferred


Other:

Team oriented – ability to motivate and work well with diverse, cross functional teams and in a matrix environment

Strong project management, skills; ability to manage multiple priorities simultaneously

Proficiency with core business technology tools (MS Office, etc.)

Understanding of various marketing tactics and tools, especially digital.

Initiative – ability to independently problem solve and find resolutions

Familiarity with Sales Enablement Platforms and Salesforce

Analytical Skills


Quest Marketing Competencies:

Expertize displayed in:

o Plans & Aligns

o Business Insight

o Tech Savvy

o Decision Quality

o Collaborates

o Communicates Effectively

o Customer Focus



 

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