Sales Development and Enablement Manager

UltraSource LLC•Kansas City, MO

2d•Hybrid

About The Position

UltraSource has served the processing and packaging equipment needs of customers since 1883 across the meat and poultry, seafood, produce, dairy, and related industries. The Sales Development and Enablement Manager is responsible for improving the effectiveness, consistency, and scalability of the sales organization by leading CRM discipline, while also directly supporting lead generation and prospecting efforts through target account identification, outreach execution, follow-up discipline, performance reporting, training programs, and cross-functional enablement initiatives. This role partners closely with sales leadership, marketing, product management, customer service, and finance to help generate more qualified leads and pipeline, win more business, shorten sales cycles, and improve forecast accuracy.

Requirements

Bachelor's degree in business, marketing, operations, communications, or a related field; equivalent experience may be considered.
5+ years of experience in sales development, business development, sales enablement, sales operations, lead generation, commercial operations, or a related business support function.
Demonstrated experience managing CRM systems, lead generation and prospecting workflows, sales reporting, dashboards, and process improvement initiatives.
Hands-on experience identifying target accounts, researching contacts, conducting outreach, qualifying leads, and converting activity into meetings and pipeline in a B2B sales environment.
Experience creating and delivering training, onboarding, and sales support content for new and existing sellers.
Strong analytical skills with the ability to translate data into actionable recommendations for sales leaders and sellers.
Excellent communication, project management, and cross-functional collaboration skills.
High attention to detail, strong organizational discipline, and proficiency in Microsoft Excel, PowerPoint, and CRM/reporting tools.

Nice To Haves

Experience supporting capital equipment, industrial, manufacturing, food processing, packaging, or other technical sales organizations.
Knowledge of quoting workflows, ERP/CRM integration, and sales performance management.
Experience with Business Intelligence tools such as Power BI and with adoption programs for new commercial technologies.
Familiarity with distributor/dealer sales channels, direct sales models, and account-based prospecting.

Responsibilities

Own and improve core sales development, lead generation, and prospecting processes including lead management, target account planning, outbound activity standards, follow-up cadences, opportunity progression, pipeline reviews, forecasting, territory planning, and account coverage.
Personally support lead generation efforts by identifying target accounts, researching contacts, executing outreach campaigns, and initiating early-stage conversations that create qualified opportunities for the sales team.
Administer and optimize CRM and related sales tools to improve adoption, data quality, visibility, activity tracking, lead management, and reporting for field and inside sales teams.
Drive lead generation and prospecting behavior by establishing clear expectations for outreach activity, lead follow-up, account penetration, and opportunity creation within the CRM.
Qualify inbound and outbound leads, coordinate follow-up activity, and help ensure timely conversion of early-stage interest into meetings, opportunities, and pipeline.
Design and deliver onboarding, product knowledge, lead generation, prospecting, sales process, and systems training for new and existing sellers.
Create and maintain playbooks, talk tracks, call planning templates, target account strategies, competitive positioning, and other enablement resources that support consultative selling and outbound development efforts.
Develop dashboards and performance reporting for lead generation activity, outreach activity, meetings set, opportunity creation, bookings, revenue, margin, pipeline health, win rates, and sales cycle trends.
Partner with sales leadership to identify capability gaps, lead generation and prospecting bottlenecks, and coaching opportunities, then implement practical solutions that improve pipeline generation.
Support pricing, quoting, and commercial approvals by improving process flow, documentation standards, and internal alignment.
Coordinate with marketing and product teams to improve lead quality, target account coverage, campaign follow-up processes, lead handling expectations, and product launch materials.
Establish regular business reviews and training cadences that reinforce accountability, best practices, CRM discipline, and continuous improvement.
Drive change management for new systems, workflows, and programs to ensure successful rollout and measurable adoption.