Product Manager - Sales and Marketing Enablement

Position: Product Manager - Sales and Customer Technologies
Location: Addison, IL

Duration: Full Time Hire



Description:
Our client is a growing national distributor holding a dominant position as a full-service resource for the industrial, OEM, MRO and mobile industrial equipment industries .
They are seeking to hire a passionate Product Manager to lead in driving enterprise value creation through Sales & Customer facing technologies. This position will work closely with business and technology leadership to understand the enterprise objectives and drive the product roadmap for Sales and customers to create enterprise value. Key objectives of this role will be to drive sales force efficiency and effectiveness, support the growth of digital revenue, enhance the customer experience and adoption of digital tools into the business. This person must have a customer-first mindset, obsess on how to improve the sales force and is accountable for adoption and reporting out KPIs. A successful candidate must be a strong facilitator and capable of translating user needs into business opportunities, own the product roadmap, prioritize & govern new features and capabilities. This role has high visibility directly into the CIO and Executive Leadership Team.



Responsibilities :
Product Roadmap & Strategy

• Support and enhance the sales processes to increase revenue, drive automation, improve customer experiences and increase leads, opportunities and quotes across the enterprise
• Drive strategies and multi-year vision to build best-in-class Sales & Customer Tool roadmap including Feature Roadmap, Product Release Plans, and Backlog Grooming
• Spend time in the field with the Sales team to understand customer needs and day to day sales process
• Obsess on Sales & Customer needs to drive the product roadmap
• Lead voice of sales to inform the product roadmap. Conduct user research and usability studies, collaborating with the sales team and IT throughout the process
• Conduct research, validation, and white space analysis to identify opportunities for new or existing features and functionality
• Ensure that sales initiatives are fully integrated with the strategic-planning process, including leadership commitment and resource allocation
• Drive application portfolio management and architecture for sales tools
• Develop the annual Sales & Customer Tool operating and capital expenditure budget

Delivery, Adoption & Value Creation

• Oversee requirements discovery, solution design, user story writing, feature development, and user acceptance testing
• Lead Agile teams as the SCRUM master following the Agile development process. Including backlog grooming, sprint planning, standups, demos and retrospectives.
• Identify need and work with third party vendors on key sales initiatives
• Ensure and conduct high quality training and change management of Sales products to achieve business outcomes

Sales & Customer Tool Communication and Promotion

• Monitor and evaluate product performance to facilitate continuous iteration and improvement
• Measure Sales & Customer Tool Usage, Adoption & value-based metrics
• Develop KPIs and scorecard to measure sales force efficiency and effectiveness that align to the effectiveness of our digital and sales applications.
• Single point of contact for IT to support and lead strategic sales initiatives including Cross Selling, Competitor Focus, Target Account Selection, Hot Markets, WIG1 reporting, Accelerated Organic Growth, Prospecting
• Report status on and manage key stakeholders for, Cross Selling, Sales team expansion and other strategic sales initiatives

Scope of application products but not limited to:

• Custom Mobile Sales App & Sales Assistant
• CRM (~8: Infor, JT, Rubber Tree, MITS, UDGLink)
• Sales Reporting (Power BI, Other)
• Lead Management (Interlinx, Lead Method, Infor CRM)

Required Skills:

• Degree in computer science, information systems, business administration or related field, and/or equivalent work experience
• 5+ years of experience in digital product management or similar role
• Understanding of core Sales processes and enabling technologies
• Strong analytical, prioritization, and negotiating skills
• Experience in usability, UX and customer-focused design
• Strong experience in Agile, Project Management/SCRUM
• Experience with Agile application development methodologies
• Excellent collaboration, relationship, stakeholder management, interpersonal, written and verbal communication skills
• Software projects experience a plus