If you are unable to complete this application due to a disability, contact this employer to ask for an accommodation or an alternative application process. Full Time Westwood, MA, US3 days ago Requisition ID: 1112
Salary Range: $130,000.00 To $150,000.00 Annually
About Chase Corporation
Founded in 1946 we have grown to become a global specialty chemicals company that is a leading manufacturer of protective materials for high-reliability applications across diverse market sectors. Today we employ nearly 800 people and continue to grow and strengthen our business by employing a related diversification strategy that combines organic growth initiatives with strategic acquisitions. Based in Westwood, Massachusetts, USA we operate manufacturing facilities in the United States, Europe, and Asia and continue to invest in our capabilities in order to meet the demands of our global customer base.
Role Overview:
The Americas Sales Enablement Director is a senior member of the commercial organization, accountable for equipping Chase Corporation's direct and distribution sales teams with the tools, training, content, and digital capabilities they need to sell faster and win more. The role owns the enablement agenda for the Americas: building sales tools and training programs, deploying digital and AI-enabled platforms, upskilling the direct sales team, training, and certifying the distribution sales force. It serves as the connective tissue between Sales, Distribution, and Marketing translating commercial strategy into field-ready execution, identifying and removing the obstacles that slow growth, and driving measurable improvement in seller productivity, ramp time, and win rate across the region.
Key Responsibilities:
Sales Tools & Content: Build and maintain the Americas sales toolkit value-selling playbooks, industry and application battlecards, objection-handling guides, ROI/TCO calculators, technical selling aids, and customer-facing presentations aligned to Chase brand standards.
Digital Platforms: Own the enablement technology stack, including CRM (Salesforce), learning management, and sales content management platforms, so sellers can find, use, and measure the right content at every stage of the funnel.
AI Tools: Identify, pilot, and scale AI-enabled sales tools for account research, call preparation, content and proposal generation, competitive intelligence, and coaching; define usage guidelines, training, and adoption metrics.
Content Governance: Maintain a single source of truth for commercial content, retire outdated material, and track content usage and its influence on pipeline and win rate.
Training & Upskilling:
Onboarding & Ramp: Design and deliver a structured onboarding program for new commercial hires, with defined competency milestones and time-to-productivity targets.
Continuous Development: Build an ongoing curriculum spanning value-based and solution selling, technical and application knowledge, negotiation, pricing discipline, and territory and account planning.
Certification & Coaching: Establish skills assessments and certification paths, and partner with sales managers to embed coaching cadences that reinforce methodology in the field.
Distributor Training: Create and deliver training and certification programs for distributor sales representatives covering Chase products, applications, positioning, and selling process.
Partner Onboarding & Coverage: Support recruitment, onboarding, and ramp of distribution partners; resolve coverage gaps and align partner capability with regional growth priorities.
Joint Execution: Equip partners with co-branded tools, campaigns, and demand-generation assets, and lead quarterly business reviews with regional sales leaders to assess performance and support needs.
Removing Obstacles to Growth
Process Friction: Diagnose friction across the commercial process, quoting, pricing approvals, sample and specification workflows, lead routing, and internal handoffs, and drive cross-functional fixes that return selling time to the field.
Funnel Management: Standardize funnel management, forecasting, and pipeline hygiene practices, using Salesforce and business intelligence tools to surface gaps and coach to leading indicators.
Cross-Functional BridgeSales, Distribution & Marketing: Serve as the primary link across the three functions, converting product launches, campaigns, and market strategy into field-ready messaging, tools, and training.
Marketing Alignment: Partner with Marketing on end-user and channel collateral, campaign enablement, and brand consistency across all customer- and partner-facing materials.
Product & Technical Alignment: Work with R&D and Product Management to align new product introductions and product lifecycle initiatives with commercial readiness.
Measurement, Budget & Performance:
Enablement Metrics: Define and report enablement KPIs, including ramp time, quota attainment, win rate, funnel velocity, training completion and certification rates, and tool and content adoption.
Budget Ownership: Manage the enablement and channel program budget, monitor spend against results, and recommend corrective action to meet financial and growth objectives.
Qualifications:- Minimum 8 years of progressive commercial experience across sales, sales enablement, channel or distribution management, or commercial training, including direct experience enabling an indirect/distribution sales force.
- Demonstrated success building sales tools, playbooks, and training curricula that measurably improved seller productivity, ramp time, or win rate.
- Strong proficiency with digital sales platforms Salesforce CRM, learning management, and sales content management plus practical experience applying AI tools to commercial workflows.
- Deep grounding in value-based and solution selling, with experience training and coaching sellers and partners on a defined methodology.
- Experience in industrial B2B, specialty chemicals, or engineered materials markets strongly preferred.
- Exceptional analytical, organizational, and program management skills, with a track record of running multiple initiatives to deadline.
- Excellent facilitation, interpersonal, and communication skills, with the ability to influence senior stakeholders, field sellers, and distribution partners without direct authority.
- Willingness to travel across the Americas, approximately 30–40%.Education
- Bachelor’s degree in Business, Engineering, or a Science-related field preferred.
- In lieu of a degree, 10+ years of relevant industry experience in commercial, channel, or technical sales roles will be considered.
