Sales Enablement Lead

About the role

The Sales Enablement Lead will drive sales performance by coaching frontline teams, observing customer interactions, and providing strategic support to both junior and senior sales representatives.

Key responsibilities

• Conduct regular field ride‑alongs and customer visit observations to assess sales behaviours, engagement quality, and opportunity progression.
• Provide real‑time coaching and structured feedback on lead incubation, objection handling, value communication, opportunity follow‑up and closing discipline.
• Coach senior account sales on advanced solution selling, strategic account planning, stakeholder mapping, C‑suite engagement and complex tender strategy.
• Support new sales hires during their first 3–6 months by coaching key customer visits, first deals and complex tender management.
• Deliver deal coaching for strategic accounts, complex service solutions, competitive replacement projects and high‑value portfolio selling.
• Identify capability gaps across sales segments and design targeted coaching plans for new hires, low performers and senior account sales.
• Support low performers through structured improvement plans, regular coaching reviews and clear performance expectations.
• Capture field insights, customer objections, competitive intelligence and capability gaps, feeding feedback to improve training content and sales tools.
• Partner with regional sales leaders to align coaching priorities with business targets, funnel health and execution cadence.

Required profile

• 10+ years of sales, field training, sales management or commercial coaching experience in healthcare, medical device, pharmaceutical, diagnostics or consumables industries.
• Proven track record as a high‑performing sales professional or field sales leader.
• Strong capability in field coaching, opportunity management, account strategy, value selling and performance improvement.
• Ability to travel frequently and spend significant time in the field with frontline sales teams.
• Strong interpersonal, influencing and structured feedback skills, with the ability to coach without direct line authority.