Sales Incentive & Enablement Manager

Step into the pivotal role of Sales Enablement Manager, where you'll spearhead the development and leadership of our sales enablement initiatives across the UK sales organisation. You'll craft and implement dynamic onboarding programs, design impactful sales playbooks and methodologies, create engaging sales content, and champion ongoing development—all aimed at boosting sales productivity, increasing win rates, and accelerating new hire ramp-up times.

We’re seeking a proactive leader who excels at designing innovative methodologies, producing compelling content, facilitating effective learning experiences, measuring outcomes, and driving the adoption of best practices within a diverse, multi-brand sales environment. In addition, you will take charge of leading the Incentive Plan and Commission processes, collaborating with senior Commercial leaders to provide insights on payout forecasts, targeting, and bespoke incentive and bonus structures. This role is integral to advancing a comprehensive and high-performing Commercial organization.

Sales Onboarding & Ramp Acceleration

• Design and deliver comprehensive onboarding program for new sales hires [30-60-90 day framework]
• Create role-specific onboarding tracks [Key Account Executives, Business Development Manager, Key Account Managers etc.]
• Develop certification programs to ensure knowledge mastery at key milestones
• Build and iterate mentorship programs to accelerate integration and development of a high performance culture
• Partner with Sales Operations on CRM training and sales tools onboarding

Sales Methodology & Playbook Development

• Design and implement sales methodology framework [i.e. MEDDIC] aligned to our sales motion
• Create sales playbooks by customer segment [residential, commercial, hospitality, industrial]
• Develop and maintain Mutual Action Plans [MAPs] and opportunity management frameworks
• Build qualification frameworks and deal review processes
• Document best practices from top-performing sales reps and codify into repeatable playbooks

Sales Content Creation & Management

• Develop competitive battle cards and win/loss analysis-informed positioning guides
• Build value proposition frameworks and messaging for different buyer personas
• Create demo scripts, presentation templates, and proposal frameworks
• Maintain sales content library with easy access and version control
• Partner with Marketing on ensuring brand consistency and message alignment

Commercial Sales Incentive Management

• Own end-to-end administration and communication of sales incentive programs [commissions, SPIFs, contests)
• Partner with Sales Operations, Finance and People Team on incentive scheme design and calculation accuracy
• Communicate incentive scheme rules, updates, and changes clearly to sales teams
• Monitor commission payouts and investigate discrepancies or questions from sales reps
• Create monthly/quarterly incentive performance reports and dashboards for sales team visibility
• Design and launch sales contests, competitions, and short-term incentive programs [SPIFs]

Ongoing Training & Skill Development

• Design and deliver ongoing sales training programs [monthly/quarterly skill-building sessions]
• Facilitate product knowledge training for new launches and updates
• Deliver skills training on objection handling, negotiation, discovery, closing techniques
• Create and deliver manager enablement programs [coaching, pipeline management, performance management]
• Build certification tracks for product knowledge, methodology mastery, and skill development
• Leverage external training resources and vendors where appropriate

Enablement Technology & Systems

• Own enablement technology stack (LMS, content management, training platforms)
• Evaluate, recommend, and implement enablement tools as needed
• Ensure content is accessible, searchable, and integrated into seller workflows
• Build analytics and reporting on training completion, content usage, and certification status
• Partner with IT and Sales Operations on technology integration

• 5+ years experience in sales enablement, revenue operations, or related experience in similar roles
• 3+ years building enablement programs: from scratch or significantly transforming existing programmes
• 3+ years experience with sales compensation administration: incentive programme management and oversight
• Proven track record designing and delivering onboarding programmes that measurably reduce ramp time
• Experience creating sales playbooks, methodologies, and content in complex sales environments
• Experience supporting sales teams of 30+ people across multiple segments or geographies
• Track record of measurable impact on sales productivity, win rates, or revenue growth
• Understanding of commission structures, incentive design, and compensation principles
• Knowledge of sales methodologies [MEDDIC, SPICED, Challenger, Sandler, SPIN, etc.]
• Expertise in content creation and proficient in Learning Management Systems [LMS] and enablement platforms

• 25 days holiday plus bank holidays
• Holiday purchase scheme available
• Pension – Salary exchange Scheme
• Life Assurance
• My Culligan benefits -Discount platform
• Culligan Product discounts
• Employee Assistance programme
• Ongoing Training and Development
• Enhanced maternity, paternity, and grandparent leave