Head of Sales Management

Manager, Sales Enablement

The Manager, Sales Enablement designs and implements enablement programs that improve the efficiency, effectiveness, and consistency of phone sales operations. They work closely with commercial leadership, marketing, product, IT, and CX teams to align messaging, training, and tools with business objectives.

This role is focused on equipping the sales team with the tools, training, and processes needed to excel in sales interactions. The position bridges sales strategy with execution, ensuring that sales representatives are well‑prepared to engage with prospects, close deals, and meet conversion and reorder quotas.

Key Responsibilities

Develop and implement sales enablement strategies to enhance phone sales performance, including call cadence, call scripts, objection handling, and follow‑up processes.

Analyze sales performance data to identify gaps in phone sales effectiveness and design targeted enablement programs to address them.

Monitor and report on the impact of enablement initiatives on sales productivity, conversion rates, list penetration, and quota attainment.

Deliver conversion and reorder quota attainment through effective collaboration and performance management of an outsourced contact center.

Ensure dialer performance and configuration support campaign penetration.

Track vendor performance against KPIs, conduct root cause analysis for variances, and implement corrective actions.

Ensure consistency and alignment in messaging, processes, and compliance across the phone sales team.

Collaborate with cross‑functional teams to align sales goals with marketing campaigns, product launches, and customer success initiatives.

Create and deliver training materials such as playbooks, training videos, and role‑playing scenarios tailored to phone sales scenarios.

Manage and optimize sales tools and technologies, including CRM systems, call recording software, speech analytics and customer insights.

Ensure the delivery of a personalized sales experience by learning and adhering to the PureWick tone.

Qualifications

Bachelor’s degree in business or related field, or equivalent experience.

5+ years of experience in phone sales.

3+ years leading a phone sales team.

Strong understanding of sales processes, methodologies, and phone sales best practices.

Practical experience with dialer optimization.

Demonstrated ability to exceed sales goals.

Analytical skills to deep dive in KPI’s and customer insights.

Experience with contact center software and tools.

Experience working with multi‑channel customer support (phone, email, chat, social).

Exceptional verbal and written communication skills with the ability to simplify complex concepts. Native English speaker.

High empathy, emotional intelligence, and a passion for helping others.

Strong problem‑solving skills and comfort with technical troubleshooting.

Ability to work in a regulated environment and handle sensitive health information responsibly.

Urology, incontinence, and PureWick experience is a plus.

Multi‑task oriented. Able to manage multiple customers with strong organizational skills. Able to assess problems and overcome objections.

Professional attitude and appropriate business judgment in all aspects of this position.

Location

Primary Work Location: USA GA - Covington BMD

Additional Locations: (list not provided)

Work Shift: (unprovided)

Equal Opportunity Employer

Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, and other legally‑protected characteristics.

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