Job Description

D&T Lead – Sales Enablement / Director of Sales Technology

Role Purpose

The D&T Lead for Sales Enablement (Director of Sales Technology) is a senior orchestration role responsible for defining, building, and delivering the digital capabilities that enable Sales productivity, executional excellence, and data‑driven decision‑making across Heineken USA.

This role serves as the connector between Commercial teams, Sales Leadership, Category Development, RMG, National & Chain Accounts, Market Managers, Zone Directors, D&T data/architecture teams, and external partners. The leader ensures Sales has the modern tools, CRM capabilities, insights, and workflows needed to transform frontline execution.

Key Responsibilities

1. Strategic Leadership & Transformation

• Translate Sales and Commercial priorities into a clear, scalable technology and enablement roadmap.
• Lead cross‑functional transformation initiatives across all Sales channels.
• Bring structure, clarity, and forward momentum in complex, ambiguous, or slow‑to-change environments.
• Maintain a modern viewpoint on digital Sales Enablement, CRM, and data‑driven commercial execution.

2. Sales Enablement & Commercial Excellence

• Build and scale Sales Enablement programs including content, training, tools, and performance frameworks.
• Ensure technology and process design align directly to commercial effectiveness across on‑ and off‑premise channels.
• Embed digital capabilities into daily sales workflows with a clear link to revenue, distribution, and execution outcomes.
• Partner closely with Sales Enablement leadership to drive consistent ways of working across all teams.

3. CRM & Technology Implementation

• Lead end‑to‑end CRM strategy and deployment (evaluation → design → build → rollout → adoption).
• Translate Sales business needs into clear technical requirements.
• Partner with D&T Solution Architects, Data Engineering, and Analytics to ensure integration into Azure, the data warehouse, and related sales technologies.
• Ensure CRM serves the needs of Sales teams broadly

4. Data‑Driven Decisioning & Insights Enablement

• Utilize CRM, commercial data, and Azure‑based analytics to generate actionable insights for Sales leadership and field teams.
• Define success metrics, enablement KPIs, and measurement frameworks.
• Use data to drive prioritization, performance reviews, and continuous improvement of tools and processes.

5. Stakeholder Influence, Change Management & Adoption

• Influence senior leaders across Sales, Commercial Operations, D&T, and vendor partners.
• Align competing priorities and ensure cross‑functional clarity.
• Drive change management through structured communication, training programs, rollout plans, and ongoing adoption support.
• Represent D&T in discussions with field leadership (Market Managers, Zone Directors, Chain/National leads).

6. Delivery Excellence & Program Management

• Orchestrate multiple complex workstreams with disciplined governance and clear ownership.
• Drive delivery consistency across partner teams, vendors, and internal squads.
• Establish and track success metrics, risks, mitigation plans, and benefits realization.
• Ensure solutions are built for scale, sustainability, and future roadmap alignment.

Cross‑Functional Relationships

• Internal: Sales Leadership, Sales Enablement, Category Development, RMG (CRM stakeholder only), Marketing, Data & Analytics, D&T Architecture, D&T Engineering, Finance Business Partners.
• External: CRM vendors, implementation partners, field technology partners.

Qualifications & Experience

• 10+ years in Sales Enablement, Commercial Technology, Digital Transformation, or related fields (CPG/FMCG preferred).
• Proven leadership of CRM implementations and commercial tech ecosystems.
• Strong understanding of data architecture, integration patterns, and governance.
• Experience leading cross‑functional transformation with heavy stakeholder complexity.
• Excellent communication skills, able to simplify the complex and influence at all levels.
• Strong program management and rigor in execution.

Leadership Behaviors

• Own It – Takes accountability, solves cross‑team blockers, drives momentum.
• Act With Urgency – Moves with pace and pragmatism to drive outcomes.
• Connect – Builds trust and alignment across diverse stakeholder groups.
• Develop – Uplifts Sales teams through better tools, processes, and capabilities.

Compensation & Benefits:

• Base Salary Range: $180,000 - $205,000 + Annual Bonus
• Benefits - Medical/Dental/Vision + Matching 401k Plan
• Vacation – 20 Days Paid Vacation & Unlimited Wellness Days
• $200 Monthly Beverage Allowance

Heineken USA is an equal opportunity employer. We believe the diversity of our people makes us as strong and unique as our brands. We do not discriminate based on race, color, religion, age, or any other basis protected by law.

This position is not available for visa sponsorship.

This position is not eligible for relocation assistance.