Manager, Sales and Enablement

$90,000 - $110,000/Yr

Apco Worldwide - Chicago, IL

Full-time - Mid Level

Chicago, IL

Professional, Scientific, and Technical Services

About the position

Gagen MacDonald, a subsidiary of APCO Worldwide, is seeking a Sales and Enablement Manager to join our team in Chicago, IL. Founded in 1998, Gagen MacDonald is a woman-owned, people-focused transformation consulting firm dedicated to enhancing business performance through human-centered transformation. Our mission is to connect strategy, structure, and culture to purpose, brand, and reputation, helping organizations navigate the complexities of change. We believe that by improving the employee experience through culture, communication, leadership, and design, we can unite employees around a common vision and drive organizational success. In this role, the Sales and Enablement Manager will be responsible for managing and delivering core initiatives that support the new business team in achieving strategic growth and revenue targets. This includes driving the successful activation of the sales team strategy and action plan, ensuring progress against priority initiatives, and setting and managing quarterly metrics aligned with the action plan. The manager will create opportunities for customized sales outreach and continuously monitor the market to identify companies undergoing significant change, helping the sales team proactively reach out to offer support. The position also involves managing relationships and registration for firm-sponsored events, ensuring that the right people are invited and that compelling materials are developed for engagement. The Sales and Enablement Manager will work closely with the sales team to customize thought leadership and marketing materials for priority sales targets, vet inbound inquiries, and manage the supplier diversity initiative. Additionally, the role requires end-to-end management of effective sales functions in the firm's CRM (HubSpot), ensuring data accuracy and strategic use of CRM features to engage with target buyers. The manager will deepen the sales team's understanding and utilization of Sales Navigator, curate a library of tools and resources for sales outreach, and orient and train new sales team members on sales methodology and resources. Providing real-time analytics and reporting, the manager will track progress against priority sales metrics and continuously assess metric analytics to identify trends and areas for improvement. Regular reporting of progress and insights to the sales team will be essential, along with leading post-mortem evaluations for opportunities and managing client survey processes after proposals that did not close as wins.

Responsibilities

• Manage and deliver core initiatives to support the new business team.
• Drive successful activation of sales team strategy and action plan.
• Ensure forward progress against priority initiatives outlined in the sales team strategy.
• Set and manage quarterly metrics aligned to the action plan and report progress to the sales team.
• Create opportunities for customized sales outreach.
• Monitor the market to identify companies planning significant change or transformation.
• Develop compelling materials for firm-sponsored events and ensure the right attendees are invited.
• Work with the sales team to customize thought leadership and marketing materials for priority sales targets.
• Vet and respond to inbound inquiries from the website, focusing on growth strategy alignment.
• Manage registration and relationships through the supplier diversity initiative.
• Oversee effective sales functions in the firm's CRM (HubSpot), ensuring data accuracy.
• Deepen sales team understanding and utilization of Sales Navigator.
• Curate and evolve the library of tools and resources for sales outreach.
• Orient and train new sales team members on sales methodology and resources.
• Serve as system administrator for HubSpot Sales, LinkedIn Sales Navigator, and Seamless AI.
• Provide real-time analytics and reporting on sales metrics.
• Continuously assess metric analytics to identify trends and improve sales processes.
• Manage sales credit attribution workflows in HubSpot and update monthly spreadsheets.
• Drive continuous improvement by leading post-mortem evaluations for opportunities.

Requirements

• Approximately 6-8 years of experience, ideally with some consulting firm experience.
• 2-3 years supporting a sales function.
• Excellent communication, presentation, and facilitation skills.
• Bachelor's degree in Sales & Marketing, Advertising, or a related field; advanced degree a plus.
• Experience navigating large, complex organizations.
• Strong writing skills, especially the ability to articulate complex situations simply.

Nice-to-haves

• Experience with CRM systems, particularly HubSpot.
• Familiarity with sales methodologies and training.
• Ability to create engaging presentations and materials.

Benefits

• Competitive salary range of $90,000 - $110,000 per year.
• Opportunities for professional development and training.
• Inclusive and diverse work environment.
• Flexible work arrangements.