Head of Distribution Sales Enablement

Fully Remote

Remote - United States

Full time

R

Head of Distribution

Sales Enablement

The Head of Distribution Sales Enablement transforms enterprise data, market and competitive intelligence, and customer insights into actionable sales strategies that accelerate distribution growth across Proprietary (PO) and Third-Party (3P) channels. The role leads the continued buildout and integration of CRM capabilities within Distribution, advances sales intelligence and performance measurement, and equips leaders and sales teams with clear guidance on which producers and opportunities to prioritize, why they matter, and how to engage them effectively.

This leader also drives responsible adoption of AI-enabled tools within the sales ecosystem to improve targeting, productivity, and decision-making.

• Lead the Distribution sales enablement strategy, translating enterprise data, business priorities, and market insights into actionable growth plans for PO and 3P channels.
• Establish sales planning disciplines, goal-setting methodologies, formulas, and performance measurement frameworks that support consistent execution and accountability.
• Identify and prioritize growth, cross-sell, and relationship-expansion opportunities across business lines.

• Lead the continued buildout, implementation, and integration of CRM capabilities within Distribution, ensuring alignment across sales, product, and business-line workflows.
• Define business requirements and partner with technology and enterprise data teams to configure scalable CRM solutions, data connections, and user experiences.
• Advance the use of AI-enabled capabilities within Salesforce and related sales tools, including selecting and applying appropriate digital assistants or bots to improve seller productivity and decision-making.
• Drive adoption through practical enablement, governance, and change leadership so that tools are consistently embedded in sales routines.

• Responsible for converting centralized data into actionable KPIs, dashboards, scorecards, and sales insights.
• Oversee development of layered and interactive dashboards using Power BI and advanced Excel capabilities, including automation and macros where appropriate.
• Provide internal intelligence on business performance, client and producer activity, pipeline, and opportunity trends, complemented by external market and competitive intelligence.
• Translate complex findings into clear recommendations for sales managers, wholesalers, and distribution leaders.

• Develop producer identification, segmentation, and targeting strategies for PO and 3P channels.
• Determine which producers, firms, and market opportunities sales teams should pursue and articulate the rationale, value proposition, and recommended engagement approach.
• Create tools and insights that support internal prioritization first, then enable more focused and effective external sales engagement.

• Partner closely with Enterprise Data, Technology, Product, and business-line teams to translate enterprise capabilities into practical Distribution solutions.
• Provide Distribution business requirements and subject‑matter expertise for data models while relying on enterprise data teams for core data architecture and engineering.
• Promote data quality, consistent definitions, and responsible use of customer, producer, market, and competitive information.

• Build, develop, and lead a high‑performing sales enablement and intelligence function.
• Develop executive presentations, business reviews, white papers, and strategic recommendations that clearly connect insights to business decisions.
• Champion a data‑driven culture and influence leaders across Distribution to adopt consistent sales practices, tools, and performance measures.

• 10+ years of progressive experience in sales enablement, distribution strategy, CRM, sales analytics, business intelligence, or a related discipline, including leadership responsibility.
• Demonstrated experience building, implementing, or materially expanding CRM capabilities within a sales or distribution organization;
  Salesforce experience strongly preferred.
• Experience leading teams responsible for sales analytics, performance…