Sr. Manager, Sales Enablement (Diagnostic Sales)
ResMed Inc, San Diego, CA, United States
This role is uniquely focused on digital sales workflows within Diagnostic Sales, supporting our Somnoware and VirtuOx businesses. This leader will design programs that optimize digitally driven sales motions, workflow automation, and data enabled customer engagement.
This role will work directly with sales and key partners cross-functionally to create scalable processes focused on increasing productivity and efficiency as well as building sales enablement best practices, driven sales motions, workflow automation, and data enabled customer engagement. Prior experience in healthcare or health tech is strongly preferred given the specialized clinical, workflow, and regulatory context of diagnostic solutions-driven sales motions, workflow automation, and dataenabled customer engagement. Prior experience in healthcare or healthtech is strongly preferred given the specialized clinical, workflow, and regulatory context of diagnostic solutions.Develop a deep understanding of the diagnostic sales model structure, processes, revenue recognition, compensation and management structure for direct sales channels, to inform and shape enablement strategiesLeverage sales enablement platforms and tools to equip sales reps with the necessary knowledge, skills and behaviors to have effective and high-quality customer conversations, resulting in increased win-rates and customer satisfaction.
Assess skills gaps for individual sellers or sales teams
sales cycles and functions and direct experience in B2B Experience in healthcare, diagnostics, digital health, or health tech environments strongly preferred due to domain complexitytech environments strongly preferred due to domain complexity5+ years of sales enablement experience with a strong preference for roles supporting SaaS, digital health, diagnostics, clinical workflows, or broader healthcare technology.Demonstrated ability to support or enable digital/SaaS based sales cycles, including workflow mapping, platform value articulation, and data driven sales processesbased sales cycles, including workflow mapping, platform value articulation, and datadriven sales processes.Strong communication skills, including having the ability to listen keenly to both validate existing hypotheses and uncover new insights, deliver clear, compelling and articulate written and verbal communication. Ability to establish and prioritize KPIs that can help determine the impact and effectiveness of enablement efforts. Ability to effectively and efficiently collaborate with cross-functional teams Effective time management skills, with the ability to prioritize and manage multiple projects, while ensuring that deadlines are met, and resources are allocated efficiently. Ability to effectively persuade and influence others, including sales leaders and cross-functional teams, to support enablement initiatives.
Ability to balance innovation against known and effective approaches to improve the productivity of the sales team. Ability to lead a team effectively and provide direction to other members of the team with a strong track record of leadership, coaching and mentoring abilities. Ability to quickly build consensus and take decisive actions. Ability to build enthusiasm and consensus for new plans and approaches.
Ability to lead and manage diverse global teams.
Ability to build relationships with functions outside of sales, including HR, L&D, corporate communications, product marketing, product management, customer success, services, and IT. Ability to mentor and develop resources who will recruit and professionally develop sales/revenue enablement team members. Experience in selecting and managing external resources. Ability to manage upward in the organization to influence executives as well as manage downward. Ability to develop knowledge of and competency in the products being sold. Ability to align and integrate the technology stack for the sales/revenue organization to drive productivity growth. Ability to identify impact measures that can be incorporated into KPIs and develop methodologies to track them. Knowledge or direct experience with relevant sales/revenue enablement technologies constitutive of an effective technology stack including, but not limited to, CRM, LMS, content management applications, cloud computing, AI and ML automation tools, product demo tools, outreach, communication and scheduling tools. Ability to guide the selection, purchase, implementation and support of sales/revenue enablement-specific technologies that can improve competitive advantage. We are shaping the future at ResMed, and we recognize the need to build on and broaden our existing skills and continue to attract and retain the world’s best talent. We work hard to offer holistic benefits packages, provide flexible work arrangements, cultivate a workforce culture that allows employees to grow personally and professionally, and deliver competitive salaries to our team members. Employees scheduled to work 30 or more hours per week are eligible for benefits. This position qualifies for the following benefits package: comprehensive medical, vision, dental, and life, AD&D, short-term and long-term disability insurance, sleep care management, Health Savings Account (HSA), Flexible Spending Account (FSA), commuter benefits, 401(k), Employee Stock Purchase Plan (ESPP), Employee Assistance Program (EAP), and tuition assistance. Employees have Flexible Time Off (FTO), receive 11 paid holidays plus 3 floating days and are eligible for 14 weeks of primary caregiver or two weeks of secondary caregiver leave when welcoming new family members.Individual pay decisions are based on a variety of factors, such as the candidate’s geographic work location, relevant qualifications, work experience, and skills.At ResMed, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case.
A reasonable estimate of the current range for this position is: $161,000.00 -$241,000.00 USD. #J-18808-Ljbffr
This role will work directly with sales and key partners cross-functionally to create scalable processes focused on increasing productivity and efficiency as well as building sales enablement best practices, driven sales motions, workflow automation, and data enabled customer engagement. Prior experience in healthcare or health tech is strongly preferred given the specialized clinical, workflow, and regulatory context of diagnostic solutions-driven sales motions, workflow automation, and dataenabled customer engagement. Prior experience in healthcare or healthtech is strongly preferred given the specialized clinical, workflow, and regulatory context of diagnostic solutions.Develop a deep understanding of the diagnostic sales model structure, processes, revenue recognition, compensation and management structure for direct sales channels, to inform and shape enablement strategiesLeverage sales enablement platforms and tools to equip sales reps with the necessary knowledge, skills and behaviors to have effective and high-quality customer conversations, resulting in increased win-rates and customer satisfaction.
Assess skills gaps for individual sellers or sales teams
sales cycles and functions and direct experience in B2B Experience in healthcare, diagnostics, digital health, or health tech environments strongly preferred due to domain complexitytech environments strongly preferred due to domain complexity5+ years of sales enablement experience with a strong preference for roles supporting SaaS, digital health, diagnostics, clinical workflows, or broader healthcare technology.Demonstrated ability to support or enable digital/SaaS based sales cycles, including workflow mapping, platform value articulation, and data driven sales processesbased sales cycles, including workflow mapping, platform value articulation, and datadriven sales processes.Strong communication skills, including having the ability to listen keenly to both validate existing hypotheses and uncover new insights, deliver clear, compelling and articulate written and verbal communication. Ability to establish and prioritize KPIs that can help determine the impact and effectiveness of enablement efforts. Ability to effectively and efficiently collaborate with cross-functional teams Effective time management skills, with the ability to prioritize and manage multiple projects, while ensuring that deadlines are met, and resources are allocated efficiently. Ability to effectively persuade and influence others, including sales leaders and cross-functional teams, to support enablement initiatives.
Ability to balance innovation against known and effective approaches to improve the productivity of the sales team. Ability to lead a team effectively and provide direction to other members of the team with a strong track record of leadership, coaching and mentoring abilities. Ability to quickly build consensus and take decisive actions. Ability to build enthusiasm and consensus for new plans and approaches.
Ability to lead and manage diverse global teams.
Ability to build relationships with functions outside of sales, including HR, L&D, corporate communications, product marketing, product management, customer success, services, and IT. Ability to mentor and develop resources who will recruit and professionally develop sales/revenue enablement team members. Experience in selecting and managing external resources. Ability to manage upward in the organization to influence executives as well as manage downward. Ability to develop knowledge of and competency in the products being sold. Ability to align and integrate the technology stack for the sales/revenue organization to drive productivity growth. Ability to identify impact measures that can be incorporated into KPIs and develop methodologies to track them. Knowledge or direct experience with relevant sales/revenue enablement technologies constitutive of an effective technology stack including, but not limited to, CRM, LMS, content management applications, cloud computing, AI and ML automation tools, product demo tools, outreach, communication and scheduling tools. Ability to guide the selection, purchase, implementation and support of sales/revenue enablement-specific technologies that can improve competitive advantage. We are shaping the future at ResMed, and we recognize the need to build on and broaden our existing skills and continue to attract and retain the world’s best talent. We work hard to offer holistic benefits packages, provide flexible work arrangements, cultivate a workforce culture that allows employees to grow personally and professionally, and deliver competitive salaries to our team members. Employees scheduled to work 30 or more hours per week are eligible for benefits. This position qualifies for the following benefits package: comprehensive medical, vision, dental, and life, AD&D, short-term and long-term disability insurance, sleep care management, Health Savings Account (HSA), Flexible Spending Account (FSA), commuter benefits, 401(k), Employee Stock Purchase Plan (ESPP), Employee Assistance Program (EAP), and tuition assistance. Employees have Flexible Time Off (FTO), receive 11 paid holidays plus 3 floating days and are eligible for 14 weeks of primary caregiver or two weeks of secondary caregiver leave when welcoming new family members.Individual pay decisions are based on a variety of factors, such as the candidate’s geographic work location, relevant qualifications, work experience, and skills.At ResMed, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case.
A reasonable estimate of the current range for this position is: $161,000.00 -$241,000.00 USD. #J-18808-Ljbffr