Sales Enablement Manager in Richmond, Australia

Sales Enablement Manager – Agency Marketplace

We’re REA

REA Group (https://www.rea-group.com/about-us/about-rea-group/) is not your average digital business. From humble beginnings in a garage in Melbourne’s east in 1995, we have grown into a leading global digital business, specialising in property.

With bold and ambitious goals, we are changing the way the world experiences property. No matter where you’re at on your property journey, we’re here to help with every step – whether that’s finding or financing your next home.

Our people are the key to our success. At the heart of everything we do, is a thriving culture centred around high performance and care. We are purpose driven and collaborative, which drives innovation and our ability to make a real impact. As such, we’re proud to be named in Australia’s “Top 5” Best Workplaces two years in a row, as well as being recognised as a Best Workplace for Women.

Where the team fits in

Our reputation for outstanding customer experience and service excellence unifies our teams, and this ‘REA Way’ attracts not only new business, but our future salespeople.

The purpose of the GTM team is to embed a customer-centric culture & drive profitable customer behavior and plans.

Within the broader Customer Marketing and Commercial Effectiveness team the GTM team plays a crucial role in ensuring that the right program is taken to the right customer in the right way or place at the right time.

What the role is all about

The Sales Enablement Manager – Agency Marketplace is responsible for developing the sales plan for all the Agency Marketplace products and our end-to-end subscription offering, defining sales success metrics, monitoring sales capacity, and deploying programs, process, and tools that enable sales teams to effectively drive revenue outcomes and execute the core-aspects of their job.

Sales Enablement Managers are masters of connecting product and customer knowledge, and importantly can communicate product functionality in a customer-centric way while designing initiatives that support their adoption with customers and track their uptake via robust reporting.

Critically, the Sales Enablement Manager – Agency Marketplace role is responsible for working hand in glove with the Growth Specialist and Customer Success teams, setting them up to be successful.

This may include team training and coaching, developing new sales tools and templates, helping them to more sales and better customer onboarding/health checks, working on capacity plans, driving accountability and identifying further sales opportunities where they could focus.

The responsibilities of the role include:

• Own and lead sales strategy, planning and execution aligned to strategic business priorities, working cross functionally to drive the most profitable initiatives with greatest customer impact

• Deliver programs that enable customer-facing teams to execute the core aspects of their jobs more effectively, especially as it relates to selling and revenue performance.​

• Define sales success metrics per initiative that are clear and measurable, including driving sales performance reporting per initiative, monitoring market share, and providing aggregated insights for stakeholders across the business.​

• Own and drive the effectiveness of sales communication channels, ensuring sales are focused on the right priority at the right time

• Drive change management initiatives as required to support our sales team and business to adapt and evolve in market

• Drive sales capacity management to ensure sales are focused on the right priority/initiative at the right time

• Own and execute product/initiative training for sales teams leveraging product managers and L&D, ensuring all sales materials are suited to how salespeople will best engage and utilise content.​

• Lead tactical offers delivered proactive quarterly and reactive when required to enable in-market commercial optimisation and improved customer sentiment.​

• Management Customer Group Advisory Boards, including agenda and program, to deliver insights that help the rest of the business shape customer-centric products and initiatives

Who we’re looking for

Company Attributes

• Live and breathe the REA values – One Team, Re-imagine It, Own it, Do it with Heart, Inspire It, Keep it Real.

• Use the REALearning Framework to support your ongoing personal and professional development

• Demonstrate leadership by displaying the capabilities in the REALearning Framework. We build the capability and commitment of all employees to lead self, lead others and lead the company

Personal Attributes

• Excellent interpersonal skills, ability to influence co-workers from multiple disciplines on a daily basis

• Self-starter able to scope and deliver on key projects with little or no supervision

• Have a logical and process-orientated mindset

• Work in or be flexible to work in an agile and fast paced environment

• Be passionate about the online media industry

• Confident in both formal and informal settings with the ability to relate to individuals across all levels of the organisation

• Share experience and knowledge with colleagues, enabling others to learn and grow

• Provide assistance and support to team members

• Be approachable and willing to collaborate with others where necessary

• Embrace change and responsibility

• Nice to have an interest in property

Skills

• General problem solving skills and ability to think creatively

• Strategic analysis capabilities and strong commercial acumen

• Time management and prioritisation

• Work productively in a fast-paced environment

• Ability to set priorities, accomplish objectives in a timely manner and manage serveral projects at once

• Experience working with National and local sales teams

Qualifications & Experience

• 5-8 years experience in similar roles

• Tertiary qualifications in a relevant discipline (Marketing, Business or equivalent)

• Prior experience in marketing, digital media or equivalent discipline

• Strong analytical capabilities and excellent numeracy skills

• Ability to correlate results from data analysis to stakeholders and to suggest improvements

• Demonstrated initiative & problem-solving skills with a service focus

The REA experience

The physical, mental, emotional and financial health of our people is something we’ll never stop caring about. This is a place to learn and grow. We’re committed to your development – both professionally and personally. Your experience with us is something we take seriously.

We offer:

• A hybrid and flexible approach to working – https://rea.to/hybrid-working

• Flexible parental leave offering for primary and secondary carers

• Programs to support mental, emotional, financial and physical health & wellbeing

• Our Because We Care program offers employees volunteering leave, community grants, matched payroll giving and our Community Café donates 100% of revenue to charity.

• Hack Days so you can bring your big ideas to life

• Performance recognition programs because hard work should never go unnoticed

Our commitment to Diversity, Equity, and Inclusion

We are committed to providing a working environment that embraces and values diversity, equity and inclusion. We believe teams with diverse ideas and experiences are more creative, more effective and fuel disruptive thinking – be it cultural and ethnic backgrounds, gender identity, disability, age, sexual orientation, or any other identity or lived experience. We know diverse teams are critical to maintaining our success and driving new business opportunities. If you’ve got the skills, dedication and enthusiasm to learn but don’t necessarily meet every single point on the job description, please still get in touch.

If you like the sound of us, then we think you should apply today. We’re proud to be Circle Back Initiative Employer and we commit to respond to every applicant. While we’re looking at your application, and preparing to come back to you with an update, why not get to know us a bit more through our various social channels?