Global Head, Sales Enablement

Client: Armstrong Fluid Technology

Position: Global Head, Regional Sales Enablement Centres

Reports to: Global Commercial Head

Location: Greater Toronto Area / regular travel to other global locations

THE COMPANY

Armstrong Fluid Technology is a global leader and innovator in the design, engineering, and manufacturing of sustainable, energy efficient systems in support of demand-based control, digitalization, fluid flow, and heat transfer for customers in a wide variety of industries. Their reputation and brand are synonymous with innovation, collaboration, and exceptional customer experiences. The organization has created a sustainable business model which produces innovative energy saving solutions to offer optimum lifetime building performance and enable customers' scope 3 targets. Their connected fluid flow solutions provide optimal efficiency and complete system transparency through real-time HVAC performance data and unrivaled intelligence. Building on their proud history they are on an exciting trajectory of transformation, expansion and growth and seeking to realize their full potential in the marketplace and make a significant impact on the world by reducing carbon emissions and energy costs.

THE OPPORTUNITY

As the Global Head of Regional Sales Enablement Centres this role will be at the helm of a transformative journey – leading the strategy, structure, and operations of enablement centres across a global footprint: Canada, the U.S., UK, Middle East & Africa, Continental Europe, Latin America, India, China, and Asia Pacific.

This is more than a leadership role – it's an opportunity to architect and embed a world-class sales process that elevates performance and delivers measurable impact. The successful candidate will have the opportunity to bring the full value proposition to life for customers, transforming sales capability through immersive coaching, hands-on customer engagement, and high-impact technical/product sales training programs. The leader will work in close partnership with regional leaders, sales directors, product managers, HR, finance, and marketing to drive commercial excellence. This role blends strategic vision with operational execution and ideal for a leader who thrives on shaping global standards while staying close to the field.

KEY DELIVERABLES

Global Strategy and Leadership

• Lead the global vision and operational model for all centres; set direction for sales enablement excellence across all geographies and channels.
• Establish KPIs and governance for global consistency, with a core focus on basis of design wins, sales capability maturity, and adoption of the sales process.
• Optimize the global sales enablement team structure to align with business goals and future growth plans.

Customer-Facing Enablement & Coaching

• Serve as a high-visibility, hands-on sales coach by directly supporting the field and engaging in customer meetings to shape project wins and channel effectiveness.
• Bridge the gap between the sales team and customers, translating complex technical details into business value.
• Demonstrate how the solutions works and how it addresses customer's needs.
• Partner with sales reps to explain complex solutions to customers.
• Provide product customization guidance to advise how solutions can be tailored or configured to meet customer's needs.
• Lead complex quotation development for both inbound and outbound sales opportunities, partnering with sales and offering management teams.
• Drive adoption and skilled use of value-selling tools and project pursuit strategies.
• Partner with regional teams to practice strategic selling, co-develop offers, and directly influence customer decision-making in high-impact pursuits.

Sales Enablement Operations & CRM Integration

• Triage all qualified leads, based on framework, determining which group handles the query (sales person, sales support or the centres)
• Champion CRM adoption and lead initiatives to extract insights and measure enablement ROI (e.g., basis of design wins, book to quote ratio, ramp time, win/loss data).
• Use CRM data to inform strategic learning interventions and field coaching priorities.

Learning, Training & Content Leadership

• Lead the creation, modernization, and delivery of global technical/product sales training content, incorporating feedback from the field and new product launches.
• Own the global onboarding experience for sales and partner teams, with clear benchmarks and progression milestones.
• Guide internal teams and partners through organizational certifications, ensuring retention and application through practical selling scenarios.

New Product Launch Enablement

• Collaborate with product management and marketing to roll out compelling, practice-oriented training and toolkits for new solutions and system upgrades.
• Facilitate cross-region sharing of learnings and sales wins related to new products.

Partner & Channel Capability Building

• Oversee onboarding and capability development for external sales representatives, distributors, and consulting engineers.
• Ensure consistency of messaging, tools, and processes across sales partners globally while building trust and shared practice excellence.

Cross-Functional Collaboration & Influence

• Build strong partnerships with sales directors, product managers, marketing, HR, and finance to align sales enablement with broader business goals.
• Influence organizational change through coaching, structured feedback loops, and enablement interventions.

REQUIRED EXPERIENCE and CAPABILITIES

The ideal candidate will possess the following experience, knowledge, skills, and attributes:

• Bachelor's degree in Engineering, Business, or a related field; P. Eng. &/or Master's degree preferred.
• 15+ years of progressive sales and/or sales enablement experience, with a strong focus on configured and engineered-to-order systems.
• Experience in SaaS and digital transformations in engineered product environments an asset.
• Track record of hands-on customer interaction, supporting project pursuits, and developing sales teams.
• Proven experience managing distributed, multicultural teams and leading through influence in matrixed environments.
• Deep familiarity with sales processes and related tools ie/ CRM, product configurator and quoting systems.
• Strong analytical and communication skills; ability to turn data into insight and insight into action.
• High cultural fluency, ability to work across global time zones and norms.
• Frequent global travel required

CONTACT INFORMATION

Stephen Hime, Partner

Tara Veysey, Partner

Melanie Barbieri, Senior

Consultant

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