Vice President, Sales Enablement

Compensation Data

NA

Company Overview

With $5 billion in revenue and 3,500+ employees in the U.S. and Mexico, TBC Corporation is a leader in the mobility industry and one of North America’s largest marketers of automotive replacement tires through wholesale and franchise operations. TBC serves wholesale customers in the United States, Canada and Mexico through TBC Brands, NTW, TBC International, and TBC de Mexico. Additionally, TBC responds to the needs of consumers in search of total car care at more than 465 franchised tire and automotive service centers under Big O Tires®. TBC is headquartered in Palm Beach Gardens, Florida.

TBC markets on a wholesale basis to regional tire chains and distributors serving independent tire dealers throughout the US, Canada, and Mexico. TBC has 20 proprietary brands of tires specializing in passenger, commercial, farm and specialty tires. In 2005, TBC Corp. was purchased by Sumitomo Corporation of America (SCOA). SCOA is the largest subsidiary of Sumitomo Corporation, one of Japan’s major integrated trading and investment business enterprises. In 2018 Michelin, the largest tire manufacturer in Europe, invested in the company which is now a 50:50, privately held joint venture between Sumitomo and Michelin.

Our values are the foundation of our work, how we interact with each other, and the strategies we employ to fulfill our purpose. These are the practices we use every day – in everything we do:

• Integrity - We act honestly because nothing is more important than our reputation.

• Teamwork - We are better together.
• People-Focused - We put people first – our Associates, customers, franchisees, and partners – and cultivate a respectful, collaborative, and inclusive culture, top to bottom, inside and out.
• Accountability - We own our actions and decisions; we do what we say we are going to do.
• Leave Everything Better - We innovate to improve everything we touch, and we take actions now to protect the future.       

Job Responsibilities

Overall Strategy Development & Execution

• Develop, support, and execute sales strategies to drive revenue growth and market share across all TBC Wholesale Channels, Segments, & Brands
• Collaborate with the TBC Wholesale Leadership team to develop and prioritize strategic business initiatives, to ensure alignment across organizations and departments.
• Support the budget planning process and management in conjunction with sales channel leaders

Sales Enablement

• Develop, implement, and continuously improve a marketing & sales enablement strategy that aligns with the TBC Wholesale targets and sales objectives. This includes assessing needs, plan implementation and establishing metrics to measure success.
• Develop and execute an enablement strategy that equips our sales team with the knowledge, skills, and tools they need to drive revenue growth and meet aggressive sales targets.
• Lead department onboarding and continuous training of new and existing sales team members across all sales levels and channels to ensure firm understanding of product suite, sales methodologies, and industry trends.
• Collaborate with Organizational Development to create and learning paths tailored to different sales roles and experience levels, ensuring high-quality knowledge transfer. 
• Work closely with sales leadership to identify gaps in the sales process, recommend improvements, and support the adoption of new tools and technologies. Optimize workflows and methodologies to increase productivity and efficiency across the sales team.
• Provide guidance and mentorship to key and emerging TBC Wholesale team members fostering a culture of development and collaboration within TBC Wholesale.

Additional Responsibilities

Marketing Content & Collateral Development

• Collaborate with marketing, product, and sales teams to create, curate, and organize effective sales content, including pitch decks, CVP/DVP, and competitive analysis. Ensure that content is easily accessible, up-to-date, and relevant to each stage of the sales cycle.

Sales Tools & Technology Management

• Manage and optimize the sales enablement technology stack (e.g., CRM, LMS, and other enablement tools). Ensure that sales teams are trained on tools and fully leverage them to improve productivity, reporting, and performance tracking.  Align and coordinate with HR Training and Development to ensure consistency across plans and actions driven to improve sales leadership competencies.

Performance Analysis & Reporting

• Develop KPIs and success metrics to measure the impact of enablement programs on sales performance. Regularly report on program effectiveness, areas for improvement, and insights gained to guide future initiatives and drive continuous improvement.
• Establishes KPIs to drive TBC Wholesale performance, productivity, and execution and provide insights for improvement.  Gather and analyze data to support decision-making processes and providing insights that help prioritize initiatives and boost overall TBC

Continued Responsabilities

Cross-functional Collaboration

• Serve as a liaison between sales, marketing, product, and customer success teams to ensure alignment on messaging, positioning, and customer insights.
• Act as a strategic advisor to the TBC Wholesale sales leadership team by providing insights on market trends, customer needs, and competitive dynamics.

Sales Communication Liaison

• Serves as a bridge between executives, sales teams and cross-functional teams to ensure key sales information, projects, plans, etc are shared across the organization. 
• Partners with Wholesale Marketing on all sales related items to ensure consistent messaging to sales team members

Added Responsabilities

Meeting Management

• Coordinates TBC Wholesale Leadership team meeting structure and cadence
• Manage preparation for TBC Wholesale content for Executive Committee or Board of Director meetings. 
• Leads the TBC Wholesale Leader meeting agenda and facilitation of meetings and required per-work and follow-up

Project Management

• Oversee key strategic and operational projects (non-transformational) ensuring expected ROI is met and completed within budgetary guidelines. This includes driving collaboration and communication across departments.

Stakeholder Management

• Develop and maintain relationships with key stakeholders, acting as a bridge between TBC Wholesale Leadership / VP of Sales Operations & Customer Service and other TBC departments to foster communication & collaboration.
• They need to collaborate with various teams and departments, such as marketing, product, customer success, and operations, to ensure a consistent and effective sales enablement approach. They need to build trust and rapport with their peers, managers, and direct reports, and foster a culture of feedback and learning. They also need to be able to manage expectations, resolve conflicts, and negotiate priorities and resources.

Qualifications

• They need to be able to communicate this vision to the senior leadership, the sales teams, and other stakeholders, and get their buy-in and support. They also need to be able to translate this vision into actionable plans, objectives, and metrics, and monitor and adjust them as needed.
• They need to collaborate with various teams and departments, such as marketing, product, customer success, and operations, to ensure a consistent and effective sales enablement approach. They need to build trust and rapport with their peers, managers, and direct reports, and foster a culture of feedback and learning. They also need to be able to manage expectations, resolve conflicts, and negotiate priorities and resources.
• Convey complex ideas clearly and diplomatically across all organizational levels. They serve as translators between the executive and various stakeholders, requiring exceptional listening skills and situational awareness.
• Ability to demonstrate deep understanding of the content that sales teams need to engage and educate their prospects and customers. Ability to assess the content gaps, quality, and usage, and partner with Organizational Development team to develop and update the relevant and impactful content. 
• Demonstrated ability to identify the training needs, goals, and outcomes, to measure and evaluate the impact training content and delivery on sales performance and behavior
• Ability to master tools and platforms that can support and enhance the sales enablement process. Able to be able to select, implement, and integrate the best solutions for the sales teams, such as CRM, LMS, CMS, and analytics tools. Able to train and coach the sales teams on how to use these tools effectively and efficiently
• Demonstrates leadership skills that inspire and motivate the sales teams.
• Set clear expectations, provide guidance and direction, and empower their teams to take ownership and accountability while recognizing and rewarding achievements
• Bachelor's degree (B.A.) from a four-year accredited college or university with a concentration in business, accounting, economics, or a related field. 
• MBA preferred

Benefits

• Market competitive compensation
• 401(k) and Roth with company match. Immediate 100% vesting
• Comprehensive benefits including medical, dental and vision
• Company paid short term disability and employer subsidized long term disability
• Company paid life insurance
• Discounted tire purchasing
• Tuition reimbursement
• Employee assistance program
• Generous paid vacation and paid time off
• Customizable voluntary benefits
• and More!!!

Mission Critical Competencies

TBC seeks team members who excel in demonstrating our critical competencies to drive organizational capability. In this spirit we view the following as mission critical for this role:

• Strategic Mindset: seeing ahead to future possibilities and translating them into breakthrough strategies.
• Action Oriented: Taking on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm.
• Cultivates Innovation: Creating new and better ways for the organization to be successful.
• Collaborates: Building partnerships and working collaboratively with others to meet shared objectives
• Customer Focus: Building strong customer relationships and delivering customer-centric solutions.
• Develops Talent: Developing people to meet both their career goals and the organization's goals.
• Ensures Accountability: Holding self and others accountable to meet commitments.
• Drives Engagement: Creating a climate where people are motivated to do their best to help the organization achieve its objectives.
• Communicates Effectively: Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
• Instills Trust: Gaining the confidence and trust of others through honesty, integrity, and authenticity.
• Change Management: effective Sponsorship, Change Agent and influencing skills. Adaptive, agile, flexible, open minded. Proven ability to build cross-functional commitment, lead, simplify and scale complex dynamic organizations through transformational change.