Sales Development and Enablement Manager

Summary:

UltraSource has served the processing and packaging equipment needs of customers since 1883 across the meat and poultry, seafood, produce, dairy, and related industries. The Sales Development and Enablement Manager is responsible for improving the effectiveness, consistency, and scalability of the sales organization by leading CRM discipline, while also directly supporting lead generation and prospecting efforts through target account identification, outreach execution, follow-up discipline, performance reporting, training programs, and cross-functional enablement initiatives. This role partners closely with sales leadership, marketing, product management, customer service, and finance to help generate more qualified leads and pipeline, win more business, shorten sales cycles, and improve forecast accuracy.

Essential Duties and Responsibilities:

• Own and improve core sales development, lead generation, and prospecting processes including lead management, target account planning, outbound activity standards, follow-up cadences, opportunity progression, pipeline reviews, forecasting, territory planning, and account coverage.
• Personally support lead generation efforts by identifying target accounts, researching contacts, executing outreach campaigns, and initiating early-stage conversations that create qualified opportunities for the sales team.
• Administer and optimize CRM and related sales tools to improve adoption, data quality, visibility, activity tracking, lead management, and reporting for field and inside sales teams.
• Drive lead generation and prospecting behavior by establishing clear expectations for outreach activity, lead follow-up, account penetration, and opportunity creation within the CRM.
• Qualify inbound and outbound leads, coordinate follow-up activity, and help ensure timely conversion of early-stage interest into meetings, opportunities, and pipeline.
• Design and deliver onboarding, product knowledge, lead generation, prospecting, sales process, and systems training for new and existing sellers.
• Create and maintain playbooks, talk tracks, call planning templates, target account strategies, competitive positioning, and other enablement resources that support consultative selling and outbound development efforts.
• Develop dashboards and performance reporting for lead generation activity, outreach activity, meetings set, opportunity creation, bookings, revenue, margin, pipeline health, win rates, and sales cycle trends.
• Partner with sales leadership to identify capability gaps, lead generation and prospecting bottlenecks, and coaching opportunities, then implement practical solutions that improve pipeline generation.
• Support pricing, quoting, and commercial approvals by improving process flow, documentation standards, and internal alignment.
• Coordinate with marketing and product teams to improve lead quality, target account coverage, campaign follow-up processes, lead handling expectations, and product launch materials.
• Establish regular business reviews and training cadences that reinforce accountability, best practices, CRM discipline, and continuous improvement.
• Drive change management for new systems, workflows, and programs to ensure successful rollout and measurable adoption.

Education and/or Experience:

• Bachelor's degree in business, marketing, operations, communications, or a related field; equivalent experience may be considered.
• 5+ years of experience in sales development, business development, sales enablement, sales operations, lead generation, commercial operations, or a related business support function.
• Demonstrated experience managing CRM systems, lead generation and prospecting workflows, sales reporting, dashboards, and process improvement initiatives.
• Hands-on experience identifying target accounts, researching contacts, conducting outreach, qualifying leads, and converting activity into meetings and pipeline in a B2B sales environment.
• Experience creating and delivering training, onboarding, and sales support content for new and existing sellers.
• Strong analytical skills with the ability to translate data into actionable recommendations for sales leaders and sellers.
• Excellent communication, project management, and cross-functional collaboration skills.
• High attention to detail, strong organizational discipline, and proficiency in Microsoft Excel, PowerPoint, and CRM/reporting tools.

Other Skills and Knowledge:

• Experience supporting capital equipment, industrial, manufacturing, food processing, packaging, or other technical sales organizations.
• Knowledge of quoting workflows, ERP/CRM integration, and sales performance management.
• Experience with Business Intelligence tools such as Power BI and with adoption programs for new commercial technologies.
• Familiarity with distributor/dealer sales channels, direct sales models, and account-based prospecting.
• Ability to travel occasionally for meetings, training, trade shows, and field support.

Physical Demands:

Must be able to fulfill all essential job functions in a consistent state of alertness and in a safe manner. While performing the duties of this job, the employee is required to sit, talk, listen and frequently use hands to finger, handle, type, and feel. Required to occasionally stand and travel both domestically and abroad to visit work and customer sites. Be able to occasionally lift and/or move up to 50 pounds. Specific vision abilities required include close vision, distance vision, color vision, peripheral vision, depth perception and the ability to adjust focus. Reasonable accommodation may be made to enable qualified individuals with disabilities to perform the essential functions of this position.

Work Environment and Reporting:

This position works in close partnership with sales leadership and commercial support teams and reports to the SVP of Equipment Sales. The role is expected to balance strategic planning with hands-on execution and may require limited travel for team meetings, training sessions, customer-facing events, and industry trade shows. In addition to a typical office environment, the employee must also frequent the company's manufacturing facility and customer locations with moderate exposure to heat, cold, humidity, dust, noise, and working equipment (electrical and mechanical hazards).