The Marketing Manager, Go-to-Market (GTM) Enablement Programs is responsible for implementing field-facing audience messaging programs that demonstrates the value of Wolters Kluwer’s Clinical Effectiveness (CE) solutions within the lens of the customer. Through a deep understanding of the CE buying journey in key industry segments, this role will lead the execution of the audience messaging framework and develop field training content core to sales enablement. This role requires a highly collaborative, integrated, and insights driven approach to lead and work with cross-functional teams across the CE organization.
As the Marketing Manager – GTM Enablement Programs lead you will be a key member of a cross-functional team, working with sales, marketing, product, and operations to identify and execute programs designed to enable sales team members to communicate value and navigate complex buying processes. You will partner and collaborate with designated sales enablement vendors and consultants and the global training team to execute, measure, and optimize sales enablement programs designed for modern selling environments. You are a sharer of best practices and learnings to help the sales team build relationships and achieve sales objectives.
***This position will work remotely and can be based anywhere in the U.S.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Develops content with context to enable sales team to confidently:
- Collaborate closely with sales, product marketing, training, and global audience programs teams to develop and execute training and enablement programs to empower sales excellence, and to unite resources and knowledge across teams and digital platforms
- Act as a key point of contact for CE’s sales enablement vendor to manage priorities and align against annual scope of work
- Lead field-facing content creation across global segments to up-level market perception of CE’s solution impact and value
- Balance marketing messaging with field-facing messaging to ensure consistency of message, tailored for the method of delivery
- Oversee sales enablement program and sales playbook content aligned to priority selling scenarios
- Develop and maintain a working knowledge of product positioning, product messaging, product capabilities, and competitive position
- Track and measure content adoption and performance metrics to drive engagement and effectiveness
- Share market research and sales enablement best practices with cross-functional team members
- Optimize sales enablement training programs based on competency assessments, adoption metrics, and business impact
- Engage with external vendors and suppliers of enablement-related training, services, and tools (i.e. Salesforce, Seismic, etc.)
- Regularly spend time in the field (physically or virtually) with managers to understand the field reality and build sales enablement deliverables to meet their needs
- Partner with content contributors to support effective content governance, in line with sales requirements, to support the buyers’ journey, sales interactions. Provide requirements for content creation, distribution and measurement to guide program optimization and planning
- Develop a cohesive approach to enabling all customer-facing roles that aligns to the strategic priorities of the business and contributes to business performance
- Communicates complex ideas (internally and externally) and drives adoption of different points of view grounded in data
Other Duties:
- Effective program and content management to aggregate, create and manage the assets that sales teams need
- Ability to communicate and champion change management, support a culture of learning, and orchestrate calls to action while reducing internal noise for sellers
JOB QUALIFICATIONS
Education: Bachelor’s degree or equivalent experience required
Required Experience:
- Minimum of 7 years of experience developing sales enablement content to support sales in communicating value
- Minimum of 3 years of broad marketing experience, with a history of addressing the needs of a large multi-product portfolio that serves the needs of multiple customer personas
- Experience implementing global enablement programs and executing through a multi-regional model
Preferred Experience, Knowledge, Skills & Abilities:
- Minimum of 3 years of experience in healthcare/healthcare IT preferred
- Strong analytical skills, research orientation, and experience transforming a vision into an operational plan
- Exposure to account-based marketing and digital tools to deliver messaging and training
- Excellent communicator with an easy ability to transform product messages into compelling, impactful audience messages that grab the attention of our markets
- A collaborative team leader can draw teams together toward common goals and ambitions
- Demonstrated ability to achieve results working cross-functionally with sales, marketing, and product teams
- High integrity and high standards
- Ability to prioritize many competing alternatives and plans, balance internal customer needs with business priorities
- Proven success driving marketing strategies and plans
- Team management experience is a plus
Travel Requirements: this position may require up to 20% travel.
Other Knowledge, Skills & Abilities:
- Presence – Executive presence, working effectively with senior leadership at Wolters Kluwer, but able to roll up his/her sleeves and work effectively with all levels of the organization
- Strategic Focus – The ability to see the whole picture and implement the changes today that will lead to the integrated, efficient organization desired in the future
- Commitment – A trusted partner to global Sales Leaders, Product leadership, and Operations teams
- Communication – The ability to plan and deliver oral and written communications that are impactful and persuasive with their intended audiences. Everyday skills that allow for open and honest communication across the team and organization. Articulate with the ability to generate enthusiasm within the organization
- Business Acumen – Ability to perform with insight, acuteness and intelligence; a builder with a hands-on management style and a high sense of urgency
- Outstanding Work Ethic and Passion – A person with the highest moral and ethical standards, who can be relied upon to always act in the best long-term interests of the company. A personality that embraces and is excited by a challenge
- Strong interpersonal skills – Must be able to lead a multi-disciplinary group that is geographically distributed and newly forming
- Time management – Strong time management and prioritizing skills with the flexibility to recalibrate quickly according to changing requirements
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