National Manager, Sales Excellence & Enablement

Position Summary

Reporting to the Head of Sales, the National Manager, Sales Excellence & Enablement is responsible for driving sales effectiveness, business performance, and execution excellence across the national sales organization. This role serves as a strategic partner to sales leadership and business stakeholders, leading initiatives that enhance sales productivity, strengthen sales discipline, optimize business processes, and support the achievement of growth and inflow objectives.

The National Manager works closely with Regional Sales Managers, business partners, CRM and analytics teams to develop and implement sales strategies, market segmentation and territory planning frameworks, reporting capabilities, performance management routines, onboarding programs, and continuous improvement initiatives. Through a combination of strategic planning, market analysis, data-driven decision making, and field engagement, this role helps foster a high-performing sales culture focused on accountability, collaboration, exceptional client experiences, and sustainable business growth.

This position serves as a key partner to the Head of Sales in establishing a culture of continuous improvement, operational excellence, and sales leadership effectiveness while ensuring alignment with organizational priorities and growth strategies.

Key Responsibilities

Sales Excellence & Enablement

• Develop, implement, and continuously enhance a National Sales Playbook that establishes sales processes, operating routines, best practices, performance expectations, and high-impact sales activities.
• Drive adoption and consistency of sales management disciplines across the national sales organization.
• Identify opportunities to improve sales productivity, sales effectiveness, and client engagement through targeted enablement initiatives.
• Establish frameworks and tools that support superior sales execution and business results.
• Ensure compliance and adherence to sales processes, operating routines, and performance standards across all regions.

Strategic Planning & Business Management

• Partner with the Head of Sales to develop and execute strategic business plans aligned with organizational priorities and growth objectives.
• Support the development of annual inflow objectives, sales targets, territory strategies, and business plans.
• Lead business reviews focused on sales performance, growth opportunities, and operational effectiveness.
• Translate strategic priorities into measurable actions and performance outcomes.
• Develop and implement initiatives that support sustainable business growth and enhanced market penetration.

Market Strategy, Territory Planning & Resource Optimization

• Lead the development and maintenance of market tiering and segmentation frameworks to identify growth opportunities, optimize resource allocation, and maximize market coverage.
• Analyze market potential, business opportunity, advisor demographics, client demand, referral sources, and sales performance data to determine market attractiveness and prioritization.
• Partner with the Head of Sales and National Sales Leadership Team to establish market tiers and strategic coverage models aligned with business objectives and growth opportunities.
• Develop and recommend territory assignments and alignment strategies that optimize sales capacity, market penetration, client acquisition, and business development outcomes.
• Design and maintain territory plans that clearly define priorities, target segments, growth opportunities, and performance expectations for Regional Sales Managers.
• Conduct ongoing assessments of territory effectiveness and recommend adjustments based on market changes, business performance, organizational priorities, and growth potential.
• Develop tools, reporting, and analytics that support territory planning, market opportunity assessment, and sales resource optimization.
• Ensure sales coverage strategies align with annual business plans, inflow targets, and long-term growth objectives.

Performance Analytics & Business Insights

• Analyze business performance, market trends, and key performance indicators (KPIs) to identify growth opportunities, business risks, and areas requiring focus.
• Develop actionable recommendations and business strategies to improve productivity, sales growth, and overall performance.
• Monitor the effectiveness of sales initiatives and measure business impact through reporting and analytics.
• Present insights and recommendations to sales leadership and senior management.
• Support decision-making through data-driven analysis and business intelligence.

Reporting, Technology & Business Intelligence

• Partner with Salesforce, Power BI, and technology teams to develop and maintain dashboards, scorecards, and reporting solutions aligned with business priorities.
• Identify gaps in reporting, analytics, and business processes and develop requirements to address them.
• Lead the creation and enhancement of reporting capabilities that improve visibility into sales performance, pipeline activity, advisor engagement, market opportunities, and business results.
• Ensure reporting aligns with strategic objectives and performance measurement requirements.
• Promote CRM adoption, data integrity, and reporting consistency across the sales organization.

Sales Leadership Partnership

• Work closely with National and Regional Sales Managers to drive execution of business priorities and sales initiatives.
• Ensure adherence to sales processes, operating routines, and performance management disciplines.
• Facilitate regular business reviews and sales performance discussions.
• Share best practices, market insights, and business intelligence across regions.
• Promote accountability, consistency, and execution excellence throughout the organization.

Market Engagement & Business Partner Development

• Own the agenda, objectives, and strategic focus of regional market visits with key business partners.
• Build and maintain strong partnerships across Personal Banking, Commercial Banking, Private Banking, and Financial Planning channels.
• Identify opportunities to improve collaboration, referral generation, market penetration, and client acquisition.
• Gather market intelligence and stakeholder feedback to inform future sales strategies, territory planning, and business priorities.
• Advocate for initiatives that enhance client outcomes and support distribution channel growth.

Onboarding & Capability Development

• Lead and coordinate onboarding programs for new Regional Sales Managers.
• Ensure new leaders gain the knowledge, skills, tools, and resources required for success.
• Support ongoing capability development and professional growth initiatives across the sales organization.
• Develop frameworks and resources that reinforce sales excellence and leadership effectiveness.
• Promote a culture of learning, coaching, and continuous development.

Pipeline Management & Forecasting

• Develop and enhance pipeline management methodologies, tools, and forecasting processes.
• Assess future sales opportunities and growth potential through data-driven pipeline analysis.
• Improve visibility into business opportunities and forecasting accuracy.
• Partner with Regional Sales Managers to strengthen opportunity planning and conversion effectiveness.
• Support strategic resource allocation through proactive market and pipeline analysis.

Continuous Improvement & Operational Excellence

• Partner with the Head of Sales and National Sales Leadership Team to build and sustain a high-performance, continuous improvement culture.
• Identify process inefficiencies, operational risks, reporting gaps, and improvement opportunities.
• Gather, prioritize, and develop business requirements related to sales processes, technology, analytics, and reporting.
• Lead initiatives focused on operational excellence, process simplification, and business effectiveness.
• Create solutions that enable the organization to consistently exceed sales objectives while delivering exceptional client experiences.

Qualifications

Required Qualifications

• 8+ years of progressive experience in Sales Excellence, Sales Enablement, Sales Effectiveness, Sales Operations, Business Management, Strategy, or related leadership roles.
• Demonstrated experience supporting large, geographically dispersed sales organizations.
• Strong analytical and financial acumen with experience leveraging insights to drive performance improvements.
• Experience working with CRM systems, business intelligence tools, and sales reporting platforms.
• Strong project management, communication, and stakeholder management skills.
• Proven ability to influence senior leaders and drive organizational change.

Preferred Qualifications

• Bachelor's Degree in Business, Finance, Marketing, Economics, or a related field.
• Experience within Wealth Management, Brokerage, Asset Management, Banking, Financial Services, or a related distribution business.
• Expertise in Salesforce, Power BI, Tableau, or similar business intelligence platforms.
• Experience developing market segmentation, market tiering, sales coverage models, territory alignment strategies, and sales capacity planning frameworks.
• Experience leveraging business analytics and market opportunity data to support growth planning and resource allocation.
• Experience leading strategic business initiatives and cross-functional transformation projects.
• Lean Six Sigma, PMP, Continuous Improvement, or Change Management certifications are considered assets.
• Advanced proficiency with Microsoft Excel, PowerPoint, Salesforce, and Power BI.