Regional Manager, Sales Enablement

The Regional Manager, Sales Enablement is accountable for driving regional revenue performance by operationalizing sales enablement strategy at the field level. This role ensures disciplined execution of sales methodology, consistent frontline leader coaching, including pipeline maintenance, accelerated rep productivity, and predictable growth outcomes across assigned office locations.

The role operates with direct accountability to the Sales Enablement function and dotted-line influence over Sales Leaders via collaboration with Training and Development. This is not a training delivery role. It is a field leadership coaching and performance role responsible for translating strategy into execution, discipline, and delivering measurable revenue impact at the regional level.

• Translate corporate sales enablement strategy into actionable field-level execution plans.
• Standardize adoption of sales methodology, deal qualification framework, and opportunity progression.
• Ensure standardized pipeline management and forecast discipline across office locations.
• Establish structured business practices (pipeline reviews, QBRs, forecast calls) aligned to organizational expectations.

• Partner with Sales Leaders to implement consistent coaching frameworks and performance cadence.
• Equip Leaders with structured tools for deal reviews, qualification enforcement, and opportunity advancement.
• Establish measurable coaching standards and hold leaders accountable to execution expectations.
• Improve leader capability in diagnosing stalled deals and driving accountability within teams.

• Own and measure impact of regional visibility and performance tracking over Sales Leaders through key metrics including:
  • Revenue vs. plan
  • YoY growth
  • Office contribution margin
  • Attrition/Retention
  • Ramp-to-quota timing
  • Multi-modal portfolio coverage
• Ensure CRM compliance, understanding, and data integrity.
• Partner with General Managers and Training and Development to maintain accurate reporting and dashboards.
• Partner with General Managers and Training and Development and identify performance gaps using data and deploy targeted enablement interventions.

• Support structured ongoing education programs to reduce time-to-productivity.
• Reinforce product knowledge, value-based selling, negotiation effectiveness, and role-based workflows.
• Monitor ramp curves and intervene where productivity lags.
• Partner with HR, Training and Development, and Sales Leadership on retention-focused development initiatives.

• Serve as liaison between Sales, Operations, Training and Development, and Finance to ensure field alignment on:
  • Messaging updates
  • Pricing changes
  • Go-to-market shifts
  • Product launches
• Ensure new initiatives are operationalized at the office level with clear execution standards.

• Partner with Training and Development to lead regional adoption of new tools, processes, and systems.
• Facilitate Quarterly Business Reviews and structured performance sessions.
• Establish scalable, repeatable sales behaviors to reduce variability across locations.

• Coach Sales Leaders through dotted-line authority to elevate team performance.
• Contribute to hiring decisions and talent recommendations within the region.
• Influence succession planning and capability development discussions.

• Experience:
  
  3-5+ years in B2B sales leadership; experience in 3PL, transportation, logistics, or supply-chain selling strongly preferred.
• Proven track record: consistently achieving regional revenue targets, improving forecast accuracy, and scaling sales teams.
• Technical: strong CRM (Salesforce preferred) and sales analytics experience; comfortable with BI tools (Tableau, Power BI) and Excel modeling.
• Education:
  
  Bachelor’s degree in Business, Logistics, Supply Chain, or related field; MBA or advanced degree a plus.

• Leadership: ability to influence through a dotted-line relationship and…