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　　Role Summary

　　The head of Individual Investors Sales Enablement is responsible for conceiving and implementing programs that improve the capability and productivity of the II sales organization. This role is also accountable for non-seller, revenue generating teams in sales enablement which support sales efficacy; and will have an expanded focus on aligning go to market teams across the entire customer lifecycle – from marketing to sales to customer success. The head of sales enablement owns all aspects of sales enablement and learning and plays a critical role in ensuring that sales and teams which support sales have the necessary resources and technology to effectively engage with customers and drive growth for the organization. This role will work directly with the sales, service, marketing, and advice teams to create scalable processes focused on increasing productivity and efficiency as well as build sales enablement best practices.

　　Responsibilities

　　Core Sales Enablement Develop and drive sales enablement strategy that implements best practices in enablement methods and delivery tools across varied customer segments. Key aspects include: ensuring sales processes are optimized, from lead generation to post-sale follow up. Measures/assesses the impact and effectiveness of sales enablement initiatives on behavior change and key objectives. Have a deep understanding of sales model structure, processes, sales recognition, compensation and management structure to inform and shape enablement strategies that enable all CE teams to achieve their targets. Have a comprehensive understanding of internal methodologies and processes for identifying, qualifying and closing sales opportunities as well as conducting win-loss analysis toward identifying areas for improvement. Ensures sales management teams are equipped with the appropriate resources to achieve objectives. Guides sales engagement team on setting an operational framework for providing enablement services aligned to the strategic plan. Approves standards for how teams will develop tools and templates like road maps, user support frameworks, change management plans, and impact analyses.

　　Learning Oversight of the responsibility for designing, delivering and managing the sales learning experiences and development programs for sales and revenue roles in conjunction with product marketing.

　　Technology Identifies, secures and leverages sales enablement platforms and tools to equip sales associates with the necessary knowledge, skills and behaviors to have effective and high-quality customer conversations, resulting in increased win-rates and customer satisfaction. Relevant technologies including, but not limited to, CRM, opportunity management, sales training and coaching systems, content management, and scheduling management applications.

　　Growth Strategy Develop and implement revenue growth strategies involving Client Engagement resources, facilitate collaboration with cross-functional GTM teams, and optimize the entire customer life cycle to achieve II commercial targets and drive upsell and cross-sell opportunities.

　　Business Risk Responsible for leading a business line's risk management efforts and communicating the business line's risk management structure, processes, and efforts to leadership. Responsible for the implementation of processes, procedures, and tools to ensure risks are adequately mitigated. May act as an escalation point for highly complex client service issues involving key business risk.

　　Team Management Recruits, directs, motivates, and develops a management team, maximizing their individual contribution, their professional growth, and their ability to build and sustain a high-performing, strategically focused workforce within their assigned department. Manages productive, multidisciplinary teams and can lead effectively in a highly matrixed environment.

　　Required

　　Bachelor’s degree or the equivalent combination of education and relevant experience AND

　　12+ years of total relevant work experience and 5+ years of management experience.

　　FINRA Requirements

　　FINRA licenses are required and will be supported for this role. FINRA registrations, Series 7 and 24.

　　Preferred

　　Relevant sales insight, including a deep understanding of B2C sales cycles and functions.

　　Experience in designing, developing and implementing sales/revenue enablement programs aimed at enhancing the capabilities of sellers.

　　Strong communication skills, including having the ability to listen keenly to both validate existing hypotheses and uncover new insights, deliver clear, compelling and articulate written and verbal communication.

　　Knowledge and understanding of workforce planning staffing models and contact center management

　　Ability to establish and prioritize KPIs and OKRs that can help determine the impact and effectiveness of enablement efforts and develop methodologies to track them.

　　Openness to experimenting with new approaches and testing hypotheses.

　　Ability to effectively and efficiently collaborate with cross-functional teams across Individual Investors and firmwide.

　　Ability to effectively persuade and influence others, including sales leaders and cross-functional teams, to support enablement initiatives.

　　Ability to lead a team effectively and provide direction to other members of the team with a strong track record of leadership, coaching and mentoring abilities.

　　Ability to quickly build consensus and take decisive actions.

　　Ability to build enthusiasm and consensus for new plans and approaches.

　　Ability to build relationships with functions outside of sales, including marketing, customer service, technology, product, and compliance.

　　Ability to mentor and develop resources who will recruit and professionally develop sales/revenue enablement team members.

　　Ability to develop knowledge of and competency in TRP solutions and offers.

　　Ability to align and integrate the technology stack for the sales/revenue organization to drive productivity growth. Relevant sales enablement technologies including, but not limited to, CRM, AI, conversational intelligence, content management applications, outreach, communication and scheduling tools.

　　Ability to guide the selection, purchase, implementation and support of sales/revenue enablement-specific technologies that can improve competitive advantage. Acumen to develop and deliver business cases for technology investments.

　　Work Flexibility

　　This role is eligible for remote work up to two days a week.

　　Regional Requirements:

　　Base salary range:

　　$ 170,500 - $291,000 USD

　　For the location of: Colorado

　　This job posting is expected to be available until 3/31/2024.

　　Placement within the range provided above is based on the individual’s relevant experience and skills for the role. Base salary is only one component of our total compensation package. Employees may be eligible for a discretionary bonus, which is determined upon company and individual performance.

　　Commitment to Diversity, Equity, and Inclusion:

　　We strive for equity, equality, and opportunity for all associates. When we embrace the power of diversity and create an environment where people can bring their authentic and best selves to work, our firm is stronger, and we create greater value for our clients. Our commitment and inclusive programming aim to lift the experience for each associate and builds allies for our global associate community. We know that a sense of belonging is key not only to your success at the firm, but also to your ability to bring your best each day.

　　Benefits: We invest in our people through a wide range of programs and benefits, including:

　　Competitive pay and bonuses as well as a generous retirement plan and employee stock purchase plan with matching contributions

　　Flexible and remote work opportunities

　　Health care benefits (medical, dental, vision)

　　Tuition assistance

　　Wellness programs (fitness reimbursement, Employee Assistance Program)

　　Our policies may change as our working lives evolve. Yet, our commitment to supporting our associates’ well-being and addressing the needs of our clients, business, and communities is unwavering.

　　T. Rowe Price is an equal opportunity employer and values diversity of thought, gender, and race. We believe our continued success depends upon the equal treatment of all associates and applicants for employment without discrimination on the basis of race, religion, creed, color, national origin, sex, gender, age, mental or physical disability, marital status, sexual orientation, gender identity or expression, citizenship status, military or veteran status, pregnancy, or any other classification protected by country, federal, state, or local law.

　　T. Rowe Price is an asset management firm focused on delivering global investment management excellence and retirement services that investors can rely on–now, and over the long term.

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