Sales Enablement & Account-Based Marketing (ABM) Specialist

Job Description

<p><strong>Who We Are</strong></p><p>We love seeing businesses reach their full potential, and most importantly, we love knowing that our clients enjoy working with us every day.</p><p>We claim we’re the only true Digital Solutions Lab in the entire region because we believe we are the furthest possible from a typical marketing agency. We are focused on in-taking clients’ problems, pain/friction points, and loopholes in order to output a scalable solution centered around attending to the actual issues or tasks at hand and attempting to activate the full potential of the organization we are working with, while using the world most renowned tools and techniques in the spectrum of digital sales and marketing.</p><p>And that goes way beyond social media reputation management or a website build.</p><p>It’s an entire suite of actionable strategies attending to the entire digital marketing and sales lifecycle.</p><p><br></p><p><strong>Why We Do It</strong></p><p>At Hovi, we believe that people are the most important asset in any business.</p><p>Building a team of really successful people, free of politics, and focused on growth and personal development is in our opinion the secret recipe to building a company that can be competitive on a global scale.</p><p>We take this value to heart and very seriously, whether on the internal level by being the first real Lebanese/Middle Eastern company that offers a 4-day working week for the team to maintain their work-life balance, with a personal development plan and a coach throughout their entire journey with us; or on the external corporate-social level by bringing a new methodology of business practices and concepts that we believe our region is lacking at the moment.</p><p><br></p><p><strong>What you’ll do:</strong></p><p>We are seeking a highly motivated and experienced Sales Enablement and ABM Specialist to join our Customer Success team. This role will be responsible for developing and executing training programs for the sales team, creating and maintaining sales collateral, and implementing ABM strategies to generate leads and appointments through outbound prospecting and warm-calling efforts.</p><p><br></p><p><strong>Sales Enablement Responsibilities:</strong></p><ul><li>Develop and deliver comprehensive training programs for the sales team, focusing on sales techniques, objection handling, and best practices.</li><li>Create and maintain sales collateral, including presentations, case studies, proposals, and sales scripts, to support the sales process and drive conversions.</li><li>Collaborate with acquisition teams to ensure consistent sales messaging and branding across all channels and materials.</li><li>Implement and train the sales team on Hubspot CRM, while continuously auditing and improving the sales process for enhanced efficiency and productivity.</li><li>Analyze sales data and performance metrics to identify areas for improvement, adjusting sales strategies, playbooks, and scripts accordingly.</li><li>Work with cross-functional teams to identify and address barriers to sales success, such as product development or pricing issues.</li><li>Provide support and guidance to sales teams throughout the sales cycle, including proposal development, contract negotiation, and deal closure.</li><li>Stay up-to-date with industry trends and the competitive landscape to ensure competitiveness in the market.</li></ul><p>&nbsp;</p><p><strong>ABM Specialist – Outbound Prospecting and Warm Calling Responsibilities:</strong></p><ul><li>Develop and execute targeted outbound prospecting strategies for key accounts, utilizing various channels such as LinkedIn, email, phone calls, SMS, and retargeting ads.</li><li>Research and identify key decision-makers within target accounts, personalizing outreach efforts to establish meaningful connections.</li><li>Conduct warm calls to prospects, referencing previous touchpoints and shared content to build rapport and gauge interest in the company’s services.</li><li>Refine call scripts to effectively communicate the value of the company’s services, address prospect concerns, and schedule consultations or demos.</li><li>Monitor and track prospect engagement, adjusting communication frequency and messaging based on prospect behavior and feedback.</li><li>Collaborate with the sales and marketing teams to refine ABM strategies, share insights, and ensure a seamless handoff of qualified leads to the sales team.</li><li>Maintain detailed records of prospect interactions and engagement in the CRM system.</li><li>Stay up-to-date with industry trends, best practices, and emerging technologies to continuously improve ABM efforts and increase prospect engagement.</li></ul><p>&nbsp;</p><p><strong>What you’ll need:</strong></p><ul><li>Bachelor’s degree in business, marketing, communications, or a related field.</li><li>Minimum of 3 years of experience in sales, marketing, or sales enablement.</li><li>Excellent communication and interpersonal skills.</li><li>Strong project management skills.</li><li>In-depth understanding of the sales process and best practices.</li><li>Familiarity with sales technology tools, such as CRM systems and sales automation software.</li><li>Strong analytical and problem-solving skills.</li><li>Proven success in generating leads and appointments through multi-channel prospecting efforts.</li><li>Experience with ABM strategies, tactics, and KPIs is desirable.</li><li>Proficiency in using LinkedIn for prospecting and relationship-building.</li><li>Ability to work independently and manage multiple projects simultaneously.</li></ul><p>&nbsp;</p><p><strong>This combined position requires a unique blend of sales enablement expertise and ABM proficiency, contributing to the overall success of our lead generation and sales conversion endeavors.</strong></p>