JOB TITLE: Manager, Sales Optimization, Sales Accelerator Office
REPORTS TO (POSITION): Director, SAO
DIVISION: Sales LOCATION: Nashville
DEPARTMENT: Sales Accelerator Office
FLSA CLASSIFICATION: Exempt
POSITION SUMMARY: The Manager, Sales Enablement, will serve as a key member of the
SAO team, ensuring the successful configuration and deployment of sales tools, infrastructure,
and technologies for optimal effectiveness and scalability. Responsibilities will include the
optimization of: renewal processes and regular reporting of renewal results; technology utilization
and reporting; sales analysis; contract management processes; leads dissemination; and
Salesforce tools and integrations, including Apttus contract management, compensation
management tools, FunnelSource, and client data improvement.
ESSENTIAL DUTIES OR RESPONSIBILITIES – (The below listed duties are not all inclusive.
This position must also perform other duties as assigned.):
Essential Duties % of Total Job
Oversee and execute strategies for maximizing contract renewals 15%
including regular meetings with sales teams, tracking in SalesForce, GSA
management, SalesForce-specific reports, and regular communication of
renewal results to key HealthStream stakeholders (e.g., Weekly Revenue
Meeting team, Accounting, etc.)
Support SAO’s efforts to set up pre-configured demo sites for HLC, 15%
HCC, and future solutions. In addition, support efforts to ensure
standardized, categorized product demonstration materials, including
demo scripts, demo sites and best practice examples are available for
sales team members.
Support the design and management of the weekly sales meetings and 10%
Manage sales data reporting, including lead dissemination, Apttus 20%
contract management processing, compensation tools, quota attainment
tool FunnelSource, and executive reporting dashboards.
Evaluate new sales technologies in alignment with HealthStream’s 20%
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Maintain and update the competitor module in SalesForce, boost its 5%
usefulness to the sales team, and track “take out” success stories.
Work closely with the SalesForce team to help modify SalesForce to 15%
meet sales teams’ evolving needs.
JOB SPECIFICATIONS: What specialized, technical, or practical knowledge, skills, experience or
abilities are needed to perform the job. (Include degrees, certificates, licenses, or other bona fide job
A. KNOWLEDGE/EDUCATION AND EXPERIENCE REQUIRED:
Bachelor’s degree in related area, BA or BS; Master’s degree a plus.
5-7 years relevant work experience, with at least 2 years in B2B direct sales, sales management,
sales operations, product management, or marketing
Extensive experience with all aspects of B2B sales processes, including sales training, forecasting,
lead generation/management, RFP response, customer relationship management (CRM), product
demonstrations, proposal generation, contract management, and sales analytics
Deep experience in CRM principles, practices, and applications along with the ability to lead the
launch of a contract management system.
Experience using Web 2.0 tools to communicate with, foster collaboration, and share best practices
with sales professionals a plus.
Proven expertise in implementing and integrating SalesForce.com applications. Experience
implementing a web-based contract management system a major plus.
Extensive experience in educating business audiences on the value and use of new tools.
Experience working with cross-functional teams including sales, marketing, and product
B. SKILLS REQUIRED (manual, verbal or mental manipulation of data or things):
Solid computer skills – Office Suite
Advanced use of SalesForce (required)
Excellent written and verbal communication skills
C. ABILITIES REQUIRED (work characteristics, behaviors, leadership abilities, etc.):
Ability to solve practical problems and deal with a variety of concrete variables in situations where only
limited standardization exists.
Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
Supervise four staff, two part-time contractors, and periodic temporary staff, interns, and consultants.
Ability to communicate well with all levels of personnel
WORKING ENVIRONMENT: Describe the normal or usual conditions where work is performed.
Normal office working conditions
Moderate level of office noise
Standard office machines – computer – printer – fax – scanner – copier - phone
I have received and read this job description and understand the requirements of the job. I
understand this job description is not intended to be all-inclusive; other duties as assigned may
be required. Further, I acknowledge that HealthStream reserves the right to revise or change
job duties as the need arises.
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Employee’s Signature Date
Human Resources Representative Date
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