Director Sales Enablement

At Rite-Hite, your work makes an impact. As the global leader in loading dock and door equipment, we design and deliver solutions that keep our customers safe, secure, and productive. Here, you’ll find innovation, stability, and the chance to grow your career as part of a team that’s always looking ahead. Primary Purpose & Scope : The Director of Sales Enablement is responsible for designing, delivering, and continuously advancing Arbon's enterprise sales enablement strategy. This role ensures that frontline sellers have the skills, knowledge, tools, playbooks, and support required to ramp to productivity quickly and execute consistently across Rite-Hite, Service, and Allied product lines. Beyond program delivery, the Director actively shapes the future of sales capability at Arbon by identifying , piloting, and scaling emerging enablement practices, AI-enabled technologies, and learning innovations that keep the sales organization at the lead ing edge of B2B commercial execution. Reporting to the Vice President, Commercial Enablement, the Director leads the enterprise Sales Enablement team while partnering closely with Regional Sales Leaders, District Sales Leaders (DSLs), the Customer Excellence Leader, the Director of Service Enablement, the Director of Change & Communications Lead, Human Resources, Information Technology, Marketing, Product Management, and Business Units. The role is accountable for improving frontline seller effectiveness, accelerating time-to-productivity, and ensuring consistent, high-quality execution of commercial priorities across the global Distribution organization. This role also partners actively with the MTZ and ISG Business Units, Distribution Organizations, and functional support teams to identify capability needs, share best practices, and co-develop ideation and innovation approaches that keep Arbon's sales enablement practice at the cutting edge . Values and Culture Expectations: All employees are expected to consistently demonstrate Rite-Hite’s Values in Action. These values shape the way we work together and how we serve our customers . This includes modeling company values in daily interactions, decision-making, and how work is accomplished. Employees are expected to contribute to a culture of accountability, collaboration, and respect . Essential Duties & Responsibilities Safety Responsibilities:

• Support and promote a culture of safety.
• Follow all Company and OSHA safety policies and procedures.
• Proper use of required personal protective equipment (PPE)
• Report hazards, near misses and incidents promptly Job Responsibilities:
• Design, deliver, and continuously modernize the enterprise sales enablement strategy including onboarding, role-based training, playbooks, tool adoption, and role readiness for the Arbon sales organization.
• Own Rite Hite University's sales curricula for onboarding and continuing education, ensuring content is current, high-quality, and delivered effectively across in-person, virtual, and self-paced formats.
• Own the enterprise sales playbook library covering prospecting, discovery, solution selling, negotiation, and the expanded multi-line selling motion across Rite-Hite, Service, and Allied products.
• Drive Salesforce and sales tool adoption by embedding tools into daily seller workflows through training, reinforcement, and adoption measurement — ensuring adoption is sustained, not just achieved at launch.
• Build and deliver ongoing skill development programs covering product knowledge, industry acumen, customer insight, and selling skills for all sales roles from Territory Rep to Key Account Manager.
• Assess and track sales capability through readiness frameworks, skill assessments, and performance analytics to identify gaps and guide targeted development investments.
• Partner with Regional Sales Leaders and District Sales Leaders to translate coaching observations and field performance data into structured training responses.
• Continuously scan the external market for emerging sales enablement practices, technologies, and vendor solutions; pilot, evaluate, and scale those that fit Arbon's business model and drive measurable seller impact.
• Lead the modernization of sales enablement through AI-enabled content generation, adaptive learning platforms, digital coaching tools, conversation intelligence, and analytics-driven insights.
• Establish external benchmarks against best-in-class B2B sales enablement organizations and drive year-over-year improvement of programs, tools, and business outcomes.
• Champion structured experimentation — design pilots with clear success criteria, measure impact rigorously, and scale what works while sunsetting what does not.
• Partner with the MTZ and ISG Business Units, Distribution Organizations, and functional support teams to understand evolving sales capability needs, share best practices, and jointly develop ideation and innovation approaches that keep Arbon at the cutting edge of B2B sales enablement.
• Partner with the Change & Communications Lead to ensure new tools, processes, and initiatives are supported with integrated enablement and adoption plans.
• Partner with the Service Enablement Lead to align integrated sales-service enablement priorities and customer experience outcomes.
• Partner with Information Technology on Salesforce roadmap priorities to ensure tool changes are informed by seller workflow realities.
• Partner with Human Resources on new hire onboarding coordination, role readiness standards, and career pathing for sales roles.
• Lead, develop, and grow a high-performing Sales Enablement team; build succession depth and future leadership capability within the function. Minimum Job Requirements Education & Experience
• Bachelor's degree in Business, Marketing, Education, Communications, Organizational Development, or a related discipline, or an equivalent combination of education and experience.
• Minimum of 8 years of progressive leadership experience in sales enablement, sales training, sales operations, learning and development, or a related commercial function.
• Minimum of 3 years leading teams or leading enterprise sales capability programs within a complex, matrixed organization.
• Demonstrated success designing and implementing sales enablement programs that measurably improved seller ramp time, tool adoption, and sales productivity.
• Demonstrated success owning CRM adoption programs (Salesforce or comparable) at enterprise scale. Knowledge/Skills/Abilities
• Sales enablement strategy and operating model design.
• Adult learning theory and instructional design.
• Modern sales methodologies (e.g. Challenger, MEDDIC/MEDDPICC, Sandler, Miller Heiman) and the ability to select and deploy fit-for-purpose approaches.
• Salesforce (or comparable CRM) adoption program design.
• Learning technologies, digital enablement platforms, and AI applications in sales enablement.
• Data analytics, program measurement, and performance analytics.
• Facilitation, executive communication, and stakeholder influence.
• Cross-functional collaboration in a matrixed environment.
• Vendor selection and partner management.
• Change management fluency and adoption program design. Preferred Job Requirements Education & Experience
• Master's degree in Business, Organizational Development, Education, or a related discipline.
• Experience leading sales enablement in industrial manufacturing, industrial distribution, construction products, capital equipment, or related B2B industries.
• Experience with modern sales enablement platforms (e.g. Highspot, Seismic, Showpad, Mindtickle, Gong, Chorus).
• Experience deploying AI-enabled tools for content creation, coaching, or seller productivity.
• Experience leading an internal training academy or sales university. Knowledge/Skills/Abilities
• Expertise in sales enablement measurement frameworks and revenue impact analysis.
• Demonstrated ability to influence enterprise co