Company overview:
TraceLink’s software solutions and Opus Platform help the pharmaceutical industry digitize their supply chain and enable greater compliance, visibility, and decision making. It reduces disruption to the supply of medicines to patients who need them, anywhere in the world.
Founded in 2009 with the simple mission of protecting patients, today Tracelink has 8 offices, over 800 employees and more than 1300 customers in over 60 countries around the world. Our expanding product suite continues to protect patients and now also enhances multi-enterprise collaboration through innovative new applications such as MINT.
Tracelink is recognized as an industry leader by Gartner and IDC, and for having a great company culture by Comparably.
About The Role
TraceLink is hiring a Director, Global Commercial Enablement to build and lead a high-performance enablement program to support the learning and development of a growing team of enterprise sales reps, solution consultants, and platform ecosystem partners. We are looking for an entrepreneurial leader who possesses deep experience in both supply chain and consultative value selling methodology, and who desires to leverage that knowledge to build a world class enablement capability. This leader will be an early adopter of new technologies, and will be interested in using innovative capabilities in areas like Generative AI, Machine Learning, and Large Language Models (LLMs) to build an enablement program that will help propel the success of TraceLink customers that are using the industry’s only platform and ecosystem for intelligent orchestration of the end-to-end supply chain.
Reporting Structure
The Director, Global Commercial Enablement will report directly to TraceLink’s Chief Operating Officer (COO).
Location
The Director, Global Commercial Enablement role is based in TraceLink’s Wilmington, MA headquarters just north of Boston.
Responsibilities:
- Develop and communicate a deep understanding of TraceLink’s platform, products, and the related buying journeys of our customers, their trading partners, and ecosystem platform partners
- Use next-generation tools (i.e., AI, LLMs, etc.) to design and direct the development of learning paths for internal and external stakeholders based on role, subject matter expertise, different supply chain processes, customer business challenges, archetypes, customer KPIs, etc.
- Measure, enforce, and recommend improvements to TraceLink’s consultative value selling process, including partnering with Revenue Ops to continuously evaluate team rep productivity, teaming usage, and activity against stage gates, exit criteria, and the artifacts leveraged
- Strategize and execute weekly/monthly/quarterly learning programs as part of a long-term sales enablement plan that aligns with overall commercial strategy by teaming with Sales leadership, Business Management, Product Marketing, Product Development, and Customer Success
- Develop a best-in-class onboarding program to quickly enable field team personnel that join TraceLink with product, process, and supply chain domain knowledge necessary to succeed
- Maintain and improve the organization/usage of an existing repository of sales enablement content, including presentation decks, solution briefs, call scripts, competitive battle cards, FAQs, etc
- Grow and manage a Sales Enablement Operations and Instructional Design team that delivers programs through sales materials, tools, live training sessions, customer engagements, quarterly and annual sales kickoff events, etc.
- Establish and grow a comprehensive sales certification capability -- influenced and/or powered by new technologies (i.e., AI/LLMs) that can operate both globally and across multiple regions based on unique needs or processes
- Lead initiatives to enable channel partners to be successful commercializing TraceLink product based on predetermine co-selling and customer engagement processes
- Develop KPIs for measuring the overall sales enablement program that will serve as the basis for measuring improvement in rep quality, preparedness, and competency over time
Skills and Requirements:
- Minimum of 7 years of hands-on experience within the supply chain technology domain, preferably from leadership roles in Enterprise Selling, Sales Enablement, Solution Consulting and/or Product Marketing
- Demonstrated experience working with high-growth global sales teams which are executing consultative sales processes in the SaaS supply chain tech industry
- Deep understanding of sales methodologies and training methodologies
- Highly proficient with Salesforce CRM and other best-in-class sales tools/technology
- Exceptional written and verbal communication skills, with the clear ability to positively engage and influence sales team behavior
- Entrepreneurial thinker with the ability to navigate challenging and ambiguous operating environments
- Intellectual curiosity and a desire to experiment with new AI and Machine Learning tools to rethink how commercial and sales enablement programs can be delivered
- Strong presentation and project management skills
- Bachelor’s degree required
- Successful candidates will have a strong desire to work collaboratively in-office from our Wilmington, MA headquarters
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