Manager, Sales Enablement | Gagen MacDonald

Manager, Sales Enablement

ABOUT GAGEN MACDONALD

Founded in 1998 and headquartered in Chicago, Gagen MacDonald is a wholly owned subsidiary of APCO, a global advisory and advocacy communications consultancy. 

Gagen MacDonald is a woman-owned, people-focused transformation consulting firm and trusted partner to the C-suite. We are dedicated to accelerating human-centered transformation and enhancing business performance by connecting strategy, structure and culture to purpose, brand and reputation.

For more than 25 years, we have been working with organizations to navigate the human struggle of change. By changing the employee experience through culture, communication, leadership and design, we unite employees across all levels of an organization around a single vision, working from the inside out.

At Gagen, we are committed to delivering on our firm’s core value, “Our cause is our clients’ success,” to help organizations build a healthier business for a better world. 

To do that, we need highly talented people for whom client service and high-quality change communication is a priority. 

CORE RESPONSIBILITIES

The role is responsible for managing and delivering against core initiatives designed to support the new business team and help achieve the firm’s strategic growth and revenue targets, with a particular focus on:

Driving successful activation of sales team strategy and action plan 

  • Ensure forward progress against priority initiatives outlined in the sales team strategy and action plan

  • Set and manage against quarterly metrics aligned to action plan and report out progress to sales team

Creating opportunities for customized sales outreach 

  • Continuously monitor market to identify companies planning or in the process of significant change or transformation; identify “hooks” and help sales team proactively reach out to offer support

  • Ensure the right people are invited to and develop compelling materials to engage with attendees of firm-sponsored events (e.g., webinars, roundtables)

  • Work with sales team to ensure thought leadership and other marketing materials are customized and personally sent out to priority sales targets 

  • Vet and respond to in-bound inquiries coming through the web site, with special attention to inquiries from companies aligned to our growth strategy

  • Manage registration and relationships through supplier diversity initiative 

Managing and strengthening use of sales resources 

  • Responsible for end-to-end management of effective sales functions in the firm’s CRM (HubSpot), including data accuracy of our Deal pipeline, and strategic use of fields, dashboards and other CRM features to better engage with target buyers

  • Deepen sales team understanding and utilization of Sales Navigator to more effectively leverage this critical resource 

  • Curate and continue to evolve our library of tools and resources for sales outreach; collaborate with consultant and business teams to ensure information is useful and easy to use

  • Orient and train new sales team members on sales methodology and resources

  • Serve as system administrator for Hubspot Sales, LinkedIn Sales Navigator and Seamless AI (getting seats, managing billing, team training) to ensure the sales team is using and proficient in the various resources

Providing real-time analytics and reporting 

  • Utilize HubSpot and partner with Business Team to track progress against priority sales metrics (e.g., proposals won versus lost, most successful referral channels for proposal leads, win rate within various revenue ranges)

  • Continuously assess metric analytics to identify trends and/or areas to revise or improve our sales processes; ensure insights are integrated into sales training and leveraged to help inform annual strategic planning

  • Manage sales credit attribution workflows in HubSpot; manage and update monthly spreadsheet to ensure sales credit is being properly split and attributed to people with individual sales targets

  • Drive continuous improvement by leading post-mortem evaluations for opportunities (won/lost/faded) and manage client survey process after every proposal and pitch that did not close as a win; incorporate lessons into go-forward sales processes 

  • Regularly report progress and insights to sales team; provide monthly sales updates during all staff meetings 

KEY QUALIFICATIONS 

  • Approximately 6-8 years of experience, ideally with some consulting firm experience. 

  • 2-3 years supporting a sales function.

  • Excellent communication, presentation, and facilitation skills.

  • Bachelor's degree in Sales & marketing, advertising, or a related field; advanced degree a plus

  • Experience navigating large, complex organizations.

  • Strong writing skills, especially the ability to articulate complex situations or topics simply and in an engaging style.

COMPENSATION 

The US base salary for this position ranges from $90,000/year to $110,000/year. Our compensation range for this role is inclusive of several US geographic markets. APCO targets an employee's pay within this range to be based on several factors, which include but are not limited to relevant education, skills, job-related knowledge, qualifications, work experience, credentials, internal equity and/or geographic location.

KEY COMPETENCIES 

It's not only what we do, it's how we do it.

Building and maintaining the firm’s reputation and contributing to business success depends on each and every one of us. It requires us to approach everything we do with the core skills and competencies that our firm has become known for in the industry. As a member of the Gagen MacDonald team, you are expected to demonstrate our six core leadership competencies. 

Intellectual Horsepower
Thinks things through carefully and critically before defining issues. Analyzes opportunities and problems from a broad perspective. Anticipates consequences, objections and impacts before arriving at solutions. Shows curiosity and drive to uncover new data, root causes, new perspectives and solutions. 

Dealing with Ambiguity
Sees a path forward in dynamic situations and is able to push ahead despite 'unknowns.’ Makes progress and is productive in situations that are not clearly defined and/or may change frequently. Is able to act thoughtfully and productively even when 'things are up in the air.' 

Strategic/Conceptual Agility
Takes the initiative to learn/educate themselves quickly when confronted with first-time or unusual problems or concepts. Pulls together varying elements into coherent concepts or strategic view. Simplifies complex initiatives into manageable, actionable steps. Articulately paints credible pictures and visions of likelihoods, possibilities and end states that get clients and co-workers on board. 

Driving for Growth
Continuously drives to identify and build knowledge and skills that can benefit the firm and our clients. Puts new skills and capabilities into practice. Pushes to find and do work outside of the comfort zone. Identifies opportunities to do something extraordinary, and does it. 

Interpersonal Chemistry
Instills confidence in his/her abilities immediately with clients and colleagues. Shows empathy toward clients and colleagues, and considers the thoughts, feelings, and perspectives of others. Works collaboratively to enhance work quality. Seeks variation in thought, ideas and experience. 

Relationship Building
Establishes and maintains productive relationships with clients and Gagen colleagues built upon inclusivity and collaboration. Demonstrates respect and accountability to colleagues and clients. Manages through differences by direct feedback, effective coaching and mentoring. 

APPLY HERE

OUR VALUES

As a woman-owned business, we believe strongly in creating a diverse and inclusive work environment. Gagen MacDonald’s company culture exemplifies our Beliefs and Values.

Our cause is our clients' success.

  • We act with integrity, humility and kindness in everything we do. 
  • We are inspired by courage, passion and a sense of fun. 
  • We celebrate individuals and their contributions to the vitality of our firm. 

  • We build our community upon inclusive and collaborative teams, sustained through individual accountability.

    For more information on Gagen MacDonald, visit https://www.gagenmacdonald.com.

CAREERS AT GAGEN MACDONALD AND APCO

With our commitment to recruit, hire, promote and retain people who reflect the diverse communities in which we operate, APCO ensures our teams bring the best possible expertise and diverse perspectives to our clients. We embrace diversity of identity, experience and thought, starting with our values and extending to our behaviors, policies and practices. We aim to create a positive work experience and welcoming environment where everyone feels they belong and can thrive.

We are proud to be an Equal Opportunity Employer and encourage applications from all qualified candidates regardless of race, national origin, citizenship, native language, sex, gender identity or expression, sexual orientation, marital or parental status, religion, age, veteran status, neurodivergence, mental or physical disability, medical history, pregnancy, political belief or affiliation or any other characteristic protected by law. 

EOE M/F/V/D 

ABOUT APCO

APCO is a global advisory and advocacy firm helping leading corporations, foundations and governments navigate a complex world and create lasting impact.  

Founded in 1984, with one woman’s vision and bold action, APCO has grown into an independent, majority women-owned firm of more than 1,200 employees with work spanning 80 markets around the world. 

Headquartered in Washington, D.C., APCO is comprised of strategic advisers, consultants and creators, working together across borders and functions, to provide services and expertise on financial, competitive, political and societal issues.  

APCO is a trusted partner to bold purpose-led leaders, lawmakers, government officials, NGOs, the media and other stakeholders in the health, energy, technology, transportation & infrastructure and food & consumer products sectors. For 40 years, the firm has provided public affairs, crisis & reputation, impact, corporate reputation and global solutions services.  

APCO is renowned for its ability to champion clients’ interests and permission to operate, build their reputation and strengthen their standing. APCO’s integrated approach and team of tenacious and empathic talent create connections and winning strategies that accelerate progress and deepen impact. 

By bringing diverse people and ideas together, and working beyond traditional boundaries, APCO builds the un/common ground upon which progress is made.