Role Purpose
The Go-To-Market (GTM) & Sales Enablement Manager owns the development and delivery of a scalable, high-quality sales enablement systems that drives Exclusive Brand growth across Bunzl UK & Ireland.
The role acts as the critical bridge between Brand Managers, product development and frontline sales teams, translating product strategy, technical detail, sustainability metrics and category propositions into practical, compelling and commercially effective sales tools. Operating across multiple Bunzl Op-Co’s and customer sectors, the role ensures that Exclusive Brands are:
- Easy to understand and sell
- Supported by clear, relevant and engaging tools
- Consistently presented across Bunzl UK and Ireland in different markets and sectors
- Positioned to win in both simple and complex customer opportunities
This role does not own brands or commercial pricing, but plays a central role in how well Exclusive Brands are sold, adopted and scaled across Bunzl UK & Ireland.
Key responsibilities
1. Sales enablement system & capability building
- Own and develop a scalable sales enablement framework for Exclusive Brands
- Design and embed a repeatable enablement system (training, sales tools, onboarding)
- Build structured learning pathways (new starters, experienced and category specialists)
- Develop engaging, practical content suited to different levels of product and market knowledge
- Ensure tools are simple, accessible and usable in real sales environments
- Continuously improve enablement based on adoption, feedback and performance insight
2. Proposition development & sector enablement
- Work with Brand Managers to convert product strategy into saleable propositions and tools
- Develop sector-specific enablement (Healthcare, Catering, FM, Education, etc.)
- Build solution bundles, use cases and objection handling aligned to customer needs
- Work with Bunzl Op-Co’s to identify priority sectors, target customers and EB growth opportunities
- Adapt propositions and tools to reflect local market needs and Op-Co strategies
- Ensure consistency of core messaging while allowing flexibility for sector and regional differences
3. Complex opportunities & solution selling
- Translate product, sustainability, technical and operational detail into clear, outcome-based value propositions
- Support cost-in-use modelling, product mapping and value-based selling tools
- Enable structured approaches to switching, multi-product and system-based solutions
- Support trial-based selling approaches where required (e.g. laundry, chemical performance)
- Translate systems (dispensing, dosing, controlled usage) into clear customer value (efficiency, compliance, cost)
- Focus on priority opportunities agreed with Op-Co’s and Sales Leadership
4. Presentation & content excellence
- Own a centre-of-excellence approach for all EB sales content
- Develop and maintain high-quality templates, content libraries and response frameworks
- Improve consistency, quality and speed of tender responses
- Ensure content is accurate, compelling and aligned to brand positioning
- Support OpCo teams in delivering strong, credible and differentiated presentations
- Support development of event, exhibition and presentation content to ensure consistent, high-quality representation of EB propositions
5. Go-to-market execution & launch enablement
- Lead enablement for product launches and range development
- Plan and coordinate GTM enablement for new products, innovations and updates
- Ensure sales teams understand what’s launching, why it matters and how to sell it
- Deliver launch training, webinars and supporting materials
- Align with Technical Support & Mobilisation teams to confirm delivery readiness
- Build GTM plans that reflect operational requirements (trials, installs, servicing where relevant)
6. Commercial value & technical alignment
- Build tools demonstrating cost-in-use, total cost of ownership and consumption control
- Enable sales teams to sell customer outcomes (efficiency, safety, compliance, waste reduction)
- Translate system-based offers into clear commercial benefits
- Work with Technical Support & Mobilisation teams to ensure sales propositions are deliverable
- Provide clear guidance on when to involve technical teams in the sales process
7. Internal engagement & adoption
- Act as an internal advocate, building confidence across sales teams
- Support Op-Cos and local marketing teams in adopting tools and frameworks
- Encourage consistent use of approved messaging and enablement tools
- Align Sales, Brand and Technical teams to ensure consistent execution
- Support delivery of Bunzl conferences, trade shows, exhibitions and customer-facing events, ensuring Exclusive Brands are clearly and confidently represented
- Develop engaging content, demonstrations and messaging that build long-term confidence in selling Exclusive Brands
- Use events as a platform to reinforce EB value, drive engagement and support adoption across Op-Co’s
8. Insight, opportunity alignment & continuous improvement
- Ensure enablement is driven by real commercial impact
- Partner with Sales Leadership to identify and prioritise key EB growth opportunities
- Align enablement activity to highest-impact opportunities across OpCos
- Track adoption, training completion and effectiveness of tools
- Gather feedback from sales teams and customer interactions
- Identify gaps in propositions, tools or product understanding
- Feed insight back to shape product development, innovation and propositions
Key interfaces
- Brand Managers (Cleanline, CleanWorks, Pristine, re:mind and future brands)
- Senior Brand Manager (strategy & commercial alignment)
- OpCo Sales Directors, local, regional and national sales teams
- OpCo marketing & communications teams
- Sustainability, Compliance & Technical Support functions
- Suppliers (input for technical and product detail)
What success looks like
- Sales teams have clear, engaging and practical tools to sell EB confidently
- Enablement is consistent across Bunzl Op-Co’s, but flexible to local needs
- EB propositions are easy to understand, differentiate and communicate
- Improved quality, consistency and success rate of tenders and presentations
- Strong adoption of tools, training and frameworks across all sales teams
- EB is positioned as a credible, competitive and preferred choice
- Sales teams proactively use EB and do not rely on supplier-led selling
Why this role matters in Bunzl
Exclusive Brand selling today can vary significantly across Bunzl Op-Co’s and is often dependent on individual experience or supplier support. This role builds the systems, capability and consistency needed to scale EB growth, while supporting Bunzl’s decentralised model.
- Bridges the gap between product strategy and frontline execution
- Improves sales confidence, consistency and capability
- Enables stronger customer outcomes and higher-quality selling
- Supports growth by making Exclusive Brands easier to sell and scale
- Clarifies roles: Brand Manager defines what to sell, Sales Enablement defines how to sell it, Op-Co’s define where to win with EB
Essential: Previous experience within the cleaning and hygiene industry, including chemicals, hygiene systems, dosing/dispensing or related categories. You will have a proven track record of supporting and training sales teams across the UK and Ireland, developing practical enablement tools, learning programmes and sales frameworks that improve sales capability and drive growth. This role requires strong expertise in translating technical, operational and sustainability messages into compelling customer value propositions, with particular emphasis on cost-in-use, total cost of ownership, compliance, waste reduction and solution-based selling.
Please note: This is a sales enablement and growth delivery role, not a traditional marketing or brand management position. It is best suited to candidates with commercial cleaning and hygiene experience who have successfully enabled sales teams to sell more effectively.
Pay: £40,000.00-£60,000.00 per year
Application question(s):
- Please describe your experience creating sales enablement tools, training programmes or sales content that improved commercial performance.
- Tell us about a time you translated technical, product or sustainability information into a sales proposition or customer-facing solution.
Work Location: In person
