Horace Mann is a purpose-driven company that is passionate about educators.
Position Summary
The Sales Enablement Manager is responsible for driving the effectiveness, productivity, quality, and professional development of sales professionals across the National Market Development (NMD) and Life & Retirement Consultation Center (LRCC) distribution teams. This role leads the design, implementation, and continuous improvement of onboarding, training, coaching, quality assurance, and sales enablement programs that support sales performance and business growth.
Serving as the subject matter expert for sales processes, lead management, marketing distribution platforms, technology adoption, and performance improvement initiatives, the Sales Enablement Manager ensures sales professionals are equipped with the knowledge, skills, tools, and resources necessary to maximize production, improve customer engagement, increase retention, and drive long-term organizational success.
The position reports to the National Market Development Sales Executive.
What You'll Do
- Lead onboarding, training, coaching, and professional development programs for NMD and LRCC sales professionals.
- Drive sales performance through quality assurance, call monitoring, coaching, and performance improvement initiatives.
- Serve as the subject matter expert for sales enablement tools, lead management processes, marketing distribution platforms, and related technologies.
- Develop best practices that improve prospecting, pipeline management, client retention, cross-selling, and sales conversion outcomes.
- Create and maintain training materials, playbooks, coaching guides, and sales enablement resources.
- Partner with leaders across Sales, Marketing, and Operations to align enablement strategies with business objectives.
- Analyze performance trends, training effectiveness, and quality results to identify opportunities and recommend solutions.
- Champion a culture of continuous learning, accountability, collaboration, and sales excellence.
Sales Training, Coaching & Professional Development
- Design and deliver onboarding, training, coaching, and professional development programs for sales professionals across NMD and LRCC.
- Provide individual and group coaching to enhance sales effectiveness, product knowledge, client engagement, retention, and overall performance.
- Evaluate training effectiveness and implement continuous improvement initiatives based on performance metrics, feedback, and business needs.
Quality Assurance & Performance Improvement
- Develop and maintain quality assurance standards, performance benchmarks, and coaching frameworks that support sales excellence.
- Monitor sales interactions, applications, lead management practices, and workflows to ensure quality, consistency, compliance, and effectiveness.
- Provide actionable feedback, coaching, and performance improvement recommendations to drive individual and team results.
Sales Enablement, Marketing Distribution & Lead Management
- Serve as the subject matter expert for sales enablement tools, marketing distribution platforms, lead management systems, and related technologies.
- Develop and implement best practices that improve lead utilization, pipeline management, customer retention, and sales conversion outcomes.
- Partner with leadership to enhance marketing effectiveness, sales performance, and overall distribution results.
Systems Training & Process Optimization
- Lead training and adoption efforts for new technologies, systems, workflows, and process improvements.
- Create and maintain training materials, playbooks, job aids, and sales enablement resources that support consistent execution.
- Identify and implement opportunities to improve efficiency, user adoption, and operational effectiveness.
Leadership, Collaboration & Strategic Support
- Partner with leaders across Sales, Marketing, Operations, and other business areas to align enablement strategies with organizational objectives.
- Provide reporting, insights, and recommendations related to training effectiveness, quality assurance results, and sales performance trends.
- Champion a culture of continuous learning, accountability, collaboration, and sales excellence.
Qualifications
Required
- Bachelor's degree or equivalent professional experience.
- 5-7 years of experience in sales training, sales enablement, coaching, insurance distribution, business development, sales leadership, or a related field.
- Demonstrated success developing and delivering training programs for field and inside sales professionals.
- Property & Casualty, Life & Health, and Series 6 licenses.
Preferred
- Strong understanding of insurance sales, lead management, customer acquisition, retention strategies, and relationship management.
- Experience with CRM systems, sales technology platforms, marketing automation tools, and virtual training environments.
- Proven ability to influence performance, drive adoption of new processes and technologies, and support organizational change.
Additional Information
- Remote home office environment.
- Approximately 25-35% travel
Salary Range: $76,600 - $106,450 annually based on experience and location.
This position is also eligible for a 10% annual incentive compensation opportunity based on company performance and applicable plan provisions.
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Horace Mann was founded in 1945 by two Springfield, Illinois, teachers who saw a need for quality, affordable auto insurance for teachers. Since then, we’ve broadened our mission to helping all educators protect what they have today and prepare for a successful tomorrow. And with our broadened mission has come corporate growth: We serve more than 4,100 school districts nationwide, we’re publicly traded on the New York Stock Exchange (symbol: HMN) and we have more than $12 billion in assets.
We’re motivated by the fact that educators take care of our children’s future, and we believe they deserve someone to look after theirs. We help educators identify their financial goals and develop plans to achieve them. This includes insurance to protect what they have today and financial products to help them prepare for their future. Our tailored offerings include special rates and benefits for educators.
EOE/Minorities/Females/Veterans/Disabled. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status
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