Sales Enablement Specialist

Definition and scope: The Sales Enablement Specialist is a key member of the Industrial Physics Inside Sales team, responsible for qualifying marketing-generated leads, identifying new opportunities through outbound efforts, and supporting sales for select product lines in the Rigid Packaging segment.

They use question-based selling (QBS), structured scripts, and sales tactics to convert leads into qualified opportunities—either passing them to field sales or closing directly. Working closely with inside sales, marketing, customer experience, and service teams, they help build a strong, high-quality sales funnel and contribute to revenue growth. Their scope includes lead qualification, proactive selling, and supporting enablement strategies to increase lead conversion and order bookings.

Essential duties: 

· Handles the LEADS qualification process for Marketing Generated from campaigns, tradeshows, or other LEAD sources (services, technical support from product management) contacting customers via phone or emails, to qualify the need, and convert the LEAD into an opportunity in SFDC.

· Proactively engages in outbound selling activities, including cold calling and targeted email outreach, to generate new opportunities and expand market reach for assigned product lines.

· Uses and contributes to creation of scripts using question-based selling tactics to identify, confirm and scope the needs of customers, and creates the opportunity in SFDC.

· Generates SLA by mining the instruments installed base that will result in increased service contract agreements

· Actively use daily management (QDIP, Daily Visual Management, Salesforce Dashboard) to drive daily conversion rate and LEADS velocity, as well as increased volume of opportunities in the funnel (funnel additions) at a higher quality and likelihood of close (close won ratio).

· Leverages best-in-class contents and collaterals working with managers (example: Service agreement content), sales and marketing, and trainings on LEADS management tactics for Sales Enablement, 

· Collects VOC (voice of customers) through the LEADS qualification process, to develop better commercial initiatives, where our solutions meet customer needs and demand.

· Work closely with the sales teams to deliver a high quality of LEADS velocity through the funnel management process, as they convert into bookings

· Utilizes problem-solving to identify gaps, root causes and implement counter measures with a sense of urgency, as well as long term fixes.

· Participates continuous improvement workstreams (workshops or KAIZENs) related to improvement activities of the sales and service process, go-to-market strategies, that enable more LEADS and Opportunities delivering organic growth

Required Education and skills (soft/ technical):

· Quick learner, committed, and organized.

· Bachelor's degree with 3 to 5 years minimum experience in business development, inside sales, customer service, sales enablement, or other customer facing role related to products and services.

· Experience in LEADS and opportunities creation, using tactics, collaterals (documentations), and connecting cross-functionally (product management, sales, service) to move forward through the qualification process 

· Good enabler that uses active listening, identification of needs and pain points, to translate them into solutions, internally and externally

· Good experience in using a CRM system (preferably Salesforce or equivalent high-end CRM system), ERP system and other connected tools to gather information on customer base.

· Proven experience in a multinational company, with understanding of diverse customer base

· High level of agility to navigate conversations across the different levels of organizations, from field to executive levels, and across different departments (commercial, operations & engineering) to help create contacts and opportunities

· Self-driven, they can drive actions to completion, problems to solutions while embarking other colleagues creating trusted relationships and positive team spirit

· Team player and able to support others in projects and tasks involving multiple stakeholders

· Has a strong customer centric mindset, being able to think about their needs in 360 degrees view and help them directly or indirectly liaising with key stakeholders.

· Eager to learn and develop skills in areas that help customers get the best experience with the company (tools, soft skills, communication, processes)

· Good knowledge of Office (Excel, Word, PowerPoint)

· Speaks fluent English, any other languages are a plus

· Ideal candidates should be located in Indiana/Kentucky