Position DescriptionBase pay is influenced by several factors including a candidate’s qualifications, relevant experience, and anticipated contributions to meet the needs of the business, along with internal pay equity and external market-driven rates. The salary range displayed has not been adjusted for geographical location. This range has been created in good faith based on information known to Capital Blue Cross at the time of posting and may be modified in the future. Capital Blue Cross offers a comprehensive benefits packaging including Medical, Dental & Vision coverage, a Retirement Plan, generous time off including Paid Time Off, Holidays, and Volunteer time off, an Incentive Plan, Tuition Reimbursement, and more.
The Senior Sales Enablement Specialist supports the success of Capital’s Commercial Group Sales team by equipping it to effectively present, position, and differentiate the company’s value in market. This position is responsible for developing and executing strategic sales engagement initiatives that align Sales’ skill development with Capital’s growth and business goals, value proposition, and evolving market dynamics.This position facilitates collaboration with other business areas to ensure the Sales team can deliver a clear, consistent story in market; is equipped with relevant and timely materials to help tell the story; and has meaningful learning experiences that strengthen readiness across the sales lifecycle. The specialist helps translate complex business priorities, competitive developments, customer and market insights, and industry trends into practical tools, communications, and training that support confidence, message consistency, and market effectiveness. The central purpose of this role is to drive alignment across product development, marketing and brand initiatives, and other strategic initiatives happening across the business so that Capital’s salesforce is prepared to engage the market with clarity, consistency, and confidence.
Responsibilities and Qualifications
Lead sales communications and enablement planning
- Develop and manage a cohesive sales enablement program that aligns Sales with Capital’s growth goals and revenue targets.
- Translate business initiatives, product updates, market positioning campaigns, cost-of-care efforts, and regulatory changes into clear, sales-ready messaging and tools.
- Ensure alignment of how the Sales team receives, engages in, and translates our business priorities, value proposition, and market positioning initiatives.
- Partner with Sales leadership to define enablement priorities and success metrics.
- Collaborate with the Market Positioning team to extend Capital’s brand into the field by enabling sales team members to serve as credible, consistent voices in market, including guidance on social media presence, thought leadership, and personal brand development aligned with corporate messaging.
Drive sales readiness and market engagement through training programs and high-impact events
- Develop and maintain an annual sales enablement calendar aligned to business priorities, product launches, and market needs.
- Lead planning and execution of Sales meetings (e.g., Insights meetings, Sales Summits, Sales Symposium, Sales Conference).
- Collaborate with Sales and other stakeholders to plan and execute customer meetings (e.g., producer webinars, producer symposium, producer golf outing, Consumer Advisory Council).
- Design meeting themes, agendas, content, and timelines strategically align with business priorities.
- Conduct post-event evaluations and translate insights into continuous improvement opportunities.
- Support onboarding and ongoing development in partnership with HR Learning & Development and Sales leadership.
Enhance sales-facing content, tools, and CRM-enabled resources
- Oversee development, refinement, and governance of sales toolkits and materials, including presentations, sell sheets, talking points, training content, and executive-ready communications.
- Partner with business owners to standardize and elevate content quality across high-visibility meetings and communications.
- Expand adoption and use of Salesforce and related CRM tools as a core enablement channel, ensuring sales resources, messaging, and market positioning content are integrated into workflows.
- Partner with Sales, IT, and Marketing to explore opportunities to better connect content, campaign activity, and case tracking within Salesforce to improve visibility, coordination, and seller effectiveness.
Integrate market intelligence, competitive insights, and emerging capabilities
- Monitor market trends, competitor activity, and customer dynamics to inform enablement strategy and strengthen differentiation in market.
- Partner closely with Producer Relations to align sales enablement efforts with producer engagement strategies, ensuring consistent messaging, coordinated touchpoints, and a unified experience across sales and producer-facing interactions.
- Identify opportunities to better synchronize producer communications, events, and enablement materials so Sales is equipped to reinforce Capital’s value proposition within the broker and consultant community.
- Evaluate emerging tools and technologies, and provide actionable recommendations to enhance sales effectiveness and efficiency.
Measure effectiveness and continuously improve enablement impact
- Gather feedback from Sales leadership, participants, and stakeholders to establish enablement KPIs and assess the effectiveness of engagement, content, and events.
- Identify gaps and opportunities to improve messaging, training, and resource utilization.
- Use insights and performance indicators to refine strategy and elevate overall sales readiness.
Location:
Skills
- Strategic thinking and ability to connect business priorities to sales messaging and readiness.
- Strong ability to interpret customer and market needs and translate insights into actionable sales enablement recommendations.
- Exceptional written and verbal communication skills, including experience presenting to and influencing executive audiences.
- Strong project management and organizational skills; ability to manage multiple complex initiatives with overlapping deadlines.
- Self-directed, accountable, and forward-thinking with ownership mentality.
- Proven collaborator able to navigate ambiguity and drive results across multiple business areas.
- Familiarity with CRM platforms (e.g., Salesforce), market intelligence, and healthcare industry dynamics preferred
Knowledge
- Sales enablement best practices and communication methods (verbal, written, digital).
- Competitive intelligence and market research techniques (preferred).
- Health insurance industry and healthcare delivery systems (preferred).
- Advanced proficiency with PC-based tools (Word, Excel, PowerPoint).
Experience
- Preferred: 5-7+ years’ experience in sales enablement, communications, marketing, competitive intelligence, or the health insurance industry.
- Experience supporting B2B sales teams and cross-functional initiatives.
- Experience leading large-scale meetings, training programs, or events preferred.
Education, Certification, and Licenses
- Bachelor’s degree in marketing, communications, English, business administration, or other related field or 4 years of relevant experience in lieu of degree.
Work Environment
- This role requires on-site attendance at Capital’s headquarters at least twice a week.
- Must be willing and able to attend offsite meetings, events, and functions as necessary to support business objectives.
Physical Demands
- While performing the duties of the job, the employee is frequently required to sit, use hands and fingers, talk, hear, and see.
- The employee must be able to work over 40 hours per week.
- The employee must occasionally lift and/or move up to 5 pounds.
Travel Requirements:
- 10-20% of the time - Annual Sales Conference, Sales Summits, other events and onsite meetings that require in-person collaboration.
