Sales Enablement Manager

    • Memphis, TN

What if nature could be harnessed to help farmers sustainably feed the planet? Since 2014, Indigo has questioned agriculture's full value chain to improve grower profitability, environmental sustainability, and consumer health. The company’s scientific discoveries and digital innovations have amplified new value from soil to sale, benefiting more than 10,000 growers to date. Indigo is also the company behind The Terraton Initiative, a global effort to drawdown one trillion tons of atmospheric carbon dioxide by unlocking the potential of agricultural soils. In 2019, Indigo was ranked #1 on CNBC’s Disruptor 50 list. Headquartered in Boston, MA, Indigo has additional offices in Memphis, TN; Research Triangle Park, NC; Buenos Aires, Argentina; Basel, Switzerland; and São Paulo, Brazil. 

The Sales Enablement Manager will work cross-functionally to drive sales expertise for Indigo’s Grower Account Managers, Buyer Account Managers, and Grain Marketing Specialists. This role will serve as the subject matter expert in coaching and training team members in order to positively impact sales skills and company growth. The Sales Enablement Manager will proactively find gaps in processes and develop solutions to enhance productivity and delivery. This role will partner with sales leaders within Indigo to provide a framework for continuous improvement and growth within the sales team.

Responsibilities:

  • Evaluate current sales process for application across all grower facing roles
  • Identify skills that support sales process execution
  • Exemplify strong understanding of existing Indigo Sales process and Indigo ecosystem – roles, responsibilities, handoffs, and process flows
  • Establish meeting cadence with grower facing teams (Grower Account Managers and Grain Marketing Specialists)
  • Identify key skills needed for each sales role and develop a plan for enhancing each
  • Partner with sales leaders to learn about current gaps and priorities
  • Establish and deploy training plans for all Indigo sales teams
  • Develop a plan to measure and improve sales skills for grower facing roles
  • Refresh and deploy sales process training to grower facing roles
  • Implement a train-the-trainer program with front line leadership
  • Establish a sales communication framework and execution plan that delivers the critical prioritized information that an Indigo sales leader/team needs to be effective
  • Outline and provide recommendations for the prospect, lead and customer journey
  • Establish road map for sales enablement that aligns with evolution of software product and our offering
  • Establish a mechanism for consistent use of best practices, skills, and strengths
  • Develop mechanism for ongoing assessments to ensure concepts are sticking and continued to be built upon
  • Establish framework for sales management to use to manage daily performance
  • Serve as tracking and strategy support for regional sales funnels
  • Establish themselves as a key resource for general sales process and strategy
  • Strong Indigo Mission alignment – Understands and embodies our mission and core values 

Competencies:

  • Ability to turn complex concepts into digestible training materials
  • Proven ability leading sales teams and driving outcomes
  • Excellent communication skills
  • Excellent presentation skills
  • Excellent collaboration skills
  • Ability to persuade and align team members
  • Ability to independently develop training material and resources
  • Ability to manage large, complex, cross-functional projects
  • Process-oriented mindset
  • Ability to work cross-functionally

Qualifications:

  • Experience in leading and coaching sales teams
  • Experience in consultative selling
  • Experience in developing and deploying sales process or process improvement
  • Experience using Salesforce to manage sales funnels
  • Experience with Learning Management System (LMS) for maintaining and delivering training content
  • Experience working with customers in the agriculture industry, preferred
  • B2B and B2C experience preferred
  • Agriculture background with preference for grain marketing experience
  • Memphis based, preferred
  • Bachelor’s Degree required
  • 10 years combined experience in Sales and Enablement


Back to top