Director, Creative Sales Enablement

Position Overview

The Director - Creative Sales Enablement. provides planning and leadership for the proposal response team by ensuring that the appropriate structures, systems, competencies, and values are developed to meet and exceed the goals of the Commercial organization. The Dir, Creative Sales Enablement will be responsible for planning and directing all aspects of Encore creative proposal initiatives ensuring alignment with Encore’s published marketing and brand guidelines and strategic commercial plan, develop and guide end-to-end creative and proposal processes, oversee, and manage the creation, development, trafficking, and continuous improvement of creative proposal elements. A deep understanding and experience with commercial proposal development and “pitches” is required as well as significant experience with creative traffic management. Additionally, knowledge of event production, solutions, processes and technology, and the ability to conceptualize and deploy creative/strategic solutions to best present Encore to clients is vital for success.

Key Job Responsibilities

Proposal Response Strategy

· Partner with Commercial leaders and all other key partners (typically production, marketing, and sales) to define proposal response objectives.

· Author and develop Encore’s proposal response strategy to drive increased revenue capture, conversion rates, and proposal content efficacy.

· Develop and continually optimize RFP processes, which includes reviewing and analyzing RFPs, collaborating with key sales and account managers on specific sales strategies and positioning for successful customer negotiation and/or renewal agreement.

· Develop and continually optimize all Encore proposal materials that effectively describe and promote Encore products, programs, and services ensuring global alignment and consistency; provide oversight and creative direction for all assets and ensure all materials are delivered on time and with accuracy

· Develop and lead agile approach to proposal response driven by changing needs of the commercial organization and company.

· Assist in developing new content as products and programs expand, as well as continuously align solutions to the overall marketing strategy.

· Lead the research and development of content for proposals for Venue Partner Sales, Field Sales, and the Global Sales Organization, including discovery to understand the customer, their past experiences, and their current needs to tailor a custom narrative in each proposal presented.

· Find opportunities for efficiency and automation by leveraging technology, AI and other aspects of automation

Proposal Tools and Data Management

· Build data driven analytics based on the strategic goals of the Commercial team, such as, conversion metrics, proposal content efficacy, win/loss reasons, and resource demand.

· Develop proposal activity dashboard, aggregating all relevant proposal data from reporting through various systems in on single view.

· Deliver monthly proposal activity report and provide ad hoc proposal analytics to executive management as necessary.

· Oversee the utilization of a content database that houses a variety of proposal development collateral.

Template and Content Development

· Develop and continually refine library of templates and content including tiered approach to support a self-service model for less complex opportunities.

· Proactively follow industry trends and actively work to bring future forward creative solutions to presentation and proposal response needs.

· Partner with marketing leadership to ensure current alignment and adherence to brand standards for all proposal response assets and templates.

People Leadership and Staff Development

· Hire, train, and develop Encore’s proposal response team; prioritize, lead, and assign work based on team member strengths and roles.

· Ensure team member training, career development, and performance management.

· Provide leadership, coaching and talent development of proposal staff and allocate the resources necessary to achieve objectives and support the growth of the business while cultivating a solid, collaborative relationship with other functional areas.

· Lead career pathing as part of the larger organization and creative team and ensure professional development of proposal response team members. Ensure that the appropriate structures, systems, competencies, and values are developed for growth.

· Direct and monitor tasks and timelines, validate data with subject matter specialists, and procure information into a proposal format to meet RFP requirements and Encore standards.

Job Qualifications

· Bachelor’s Degree in Marketing, Communication, or Business Administration preferred.

· 15+ years of Creative Sales Enablement and sales proposal development. Design, Strategy and Marketing experience are ideal. Strong project management also important.

· 5+ years of people management experience preferred; excellent leadership skills with the confidence to lead, manage and engage team members.

· Ability to excel at both the strategic and executional level.

· Experience as a leader influencing senior leaders and building support for initiatives.

· Strong ability to manage external vendors and agency partners.

· Ability to lead and collaborate with cross-functional teams and influence decision making across all levels.

· Strong ability to develop and implement plans while monitoring results and implementing continuous improvement methodologies.

· Innate ability to stay in tune with and take advantage of emerging proposal trends and platforms within Commercial.

· High level experience planning, producing, and delivering customer facing documents within a complex business environment.

· Event and meeting industry-related experience a must

· Advanced skills in MS Office (Word, Excel, And PowerPoint), CRM platform / content management (database)

· Advanced skills in Adobe Creative Suite

Competency Group

·Deliver World Class Service

· Hospitality

·Do The Right Thing

· Courage

·Drive Results

· Optimizes & Aligns Work

·See The Big Picture

· Strategic Mindset

·Value People

· Organizational Savvy

· Values Diversity

·Develops Talent

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