Position Summary
The Sales Enablement Specialist will play a pivotal role in enhancing the efficiency and effectiveness of the Global Distribution team by equipping them with the tools, insights, workflows and resources to engage clients effectively and drive revenue growth. Reporting directly to the COO of Distribution, this role will lead strategic initiatives that span multiple regions, supporting a global team of over 100 sales professionals.
The Global Distribution team covers Institutional, Broker-Dealers/Wirehouses, Private Banks, Registered Investment Advisors (RIAs), Subadvisory, and Retirement relationships. This position is available at the AVP or VP level, depending on the candidate's experience and expertise.
Essential Duties
Sales Strategy Alignment
- Collaborate closely with the COO and senior sales leadership to ensure sales enablement initiatives are fully aligned with strategic objectives, driving the efficiency and impact of the global Distribution team.
- Design and implement tools, resources, and frameworks to empower sales professionals to meet and exceed growth targets across Institutional, Broker-Dealer, Private Bank, RIA, and Retirement channels.
- Act as a key liaison between sales teams and the Distribution COO, championing the execution of data-driven sales process as well as data-driven CRM initiatives that support strategic priorities.
- Partner with regional sales leaders and channel managers to prioritize and implement CRM enhancements tailored to market-specific needs.
- Foster alignment across global regions by coordinating enterprise-wide sales initiatives, standardizing workflows, and ensuring consistent execution.
- Proactively track industry trends and competitor advancements in Power BI and CRM technology, introducing innovative solutions that keep the sales organization ahead of market demands.
- Work in tandem with Marketing to integrate sales enablement resources into broader campaigns and ensure cohesive client outreach efforts.
CRM & Data Utilization
- Drive Salesforce adoption and utilization, ensuring data accuracy and actionable insights for sales teams.
- Partner with technology and data teams to enhance reporting dashboards, focusing on KPIs such as AUM growth, client acquisition, and retention.
- Serve as the first point of contact for sales data issues, working closely with data stewards to resolve discrepancies and maintain integrity.
- Oversee and monitor automated data feeds into CRM systems, investigating and resolving cross-system issues, and contributing to integration improvement projects.
Performance Analytics
- Analyze sales performance data to uncover trends, identify gaps, and highlight opportunities for growth.
- Deliver data-driven insights and actionable recommendations to the COO and senior sales leadership, enabling informed decision-making.
- Provide regular performance reporting that aligns with organizational goals and supports continuous improvement efforts.
Process Optimization
- Identify inefficiencies in sales workflows and implement solutions to streamline operations and improve client engagement.
- Act as a bridge between sales, marketing, compliance, and operations to ensure seamless execution of cross-functional initiatives.
Training & Development
- Design and implement training programs to enhance the team’s proficiency with Power BI, Salesforce and other tools.
- Develop playbooks, best practices, and resources to improve client targeting, segmentation, and CRM adoption.
Cross-Functional Collaboration
- Provide user support, troubleshoot issues, and coordinate resolutions with vendors and technology teams.
- Foster a collaborative culture across teams to ensure alignment on shared goals and successful execution of initiatives.
Required Qualifications
Education & Experience
- Undergraduate degree in economics, finance, business, statistics, or computer science preferred; MBA or advanced degree is a plus.
- 6+ years of professional experience in sales enablement or strategy, with at least 3+ years of Salesforce CRM administration experience, including 2+ years with Lightning.
- Experience in the asset management industry is required, with familiarity across Institutional and Wealth Management segments such as RIAs, broker-dealers, and pensions.
- Hands-on experience with automated data feeds (e.g., DST, Broadridge) preferred.
Professional Skills Qualifications
Skills & Certifications
- Expertise in data management tools such as Data Loader or DemandTools.
- Strong proficiency in Excel and PowerPoint for reporting and presentations.
- Proven ability to develop and deliver training programs for end users.
Core Competencies
- Exceptional analytical skills, with the ability to interpret complex data and translate it into actionable insights.
- Strong written and verbal communication skills to effectively engage with stakeholders at all levels.
- A self-starter with a solutions-oriented mindset and the ability to work independently and collaboratively.
- Outstanding organizational skills and attention to detail.
- Strategic thinker with a proven ability to align technology and data initiatives with business outcomes.
- Comfortable navigating ambiguity and driving clarity through structured problem-solving.
- Experience in stakeholder management and collaboration across functional teams.
Desired Qualifications
- Salesforce certifications (e.g., ADM201, ADM211) are a plus.
Estimated Compensation:
Base Salary: For NY based position, the base salary range is $140k – $160k. This is an anticipated range only.
Other Compensation: Eligible to be considered for an annual discretionary bonus.
Benefits: Eligible for TCW’s comprehensive benefits package.
