Gavin Horsfall
Midlands,Warwickshire
Summary
Experienced Learning & Development, Commercial Enablement Manager with a track record of leading high performing, best in class Enablement and Training Teams. Passionate about investing in people, building future leaders and strong cross functional relationships that build a competitive advantage in commercial and operationally focussed environments.
Overview
17
17
years of professional experience
Work History
Senior Sales Enablement Manager
Trustpilot
London
01.2023 - Current
- Enablement Strategy & Architecture: Lead with the end-to-end design and execution of multi-stage Enablement Programs that drive competence and capabilities in a Commercial SAAS function
- Drive a metric-driven system for reporting and tracking enablement impact, utilising a 5DMi framework to define, measure, and iterate on global commercial programmes.
- Orchestrate cross-functional alignment with senior leadership, commercial functions, and external partners.
- Leadership & Team Development: Manage and develop a team of enablement coaches, fostering a high-performance coaching culture that consistently delivers.
Enablement Manager
Trustpilot
LONDON
04.2022 - 12.2022
- Optimise Training and support for Commercial Teams that enables the consistent and effective articulation of Trustpilot solutions.
- Design and Deploy tech initiatives that support growth, drive adoption and create efficiencies throughout the sales cycle.
- Implement initiatives that assess why our top performers are successful, collecting and sharing best practices across teams
- Continuously Improve our Enablement offer with strong feedback loops
Sales Training Manager
Shell Energy (Previously First Utility)
02.2017 - 04.2022
- 2021 Finalist - Learning Team of the Year, The Learning and Performance Institute.
- The setting up of new outsource partners at home and abroad, providing training for agents, quality teams, managers and in-house trainers to help them successfully manage a range of outbound sales campaigns.
- Project managed large scale training events from inviting providers to tender, to effectively evaluate a learning process in line with strategic objectives.
- Working within budgets and managing a team in a fast paced retail environment.
- Worked collaboratively with key leaders across the business to ensure relevant training needs were met.
- Supporter and driver of change that focuses on enhancing customer experience.
- Driver of Commercial Team Engagement
Training Business Partner
First Utility
Field Based (Various)
06.2014 - 02.2017
- Scope, design, deliver and evaluate training solutions for outsource partners as well as Internal Sales Teams, this role requires the applicant to be confident in their delivery and adaptable at all times in a role that is fast-moving and often requires quick decision making. Accountable for both sales and compliance driven measures.
- Employee learning plan development
- Managed various training courses by developing curricula, instructions, documents and written tests.
- Developed complete training programs and led training using expert learning techniques.
Senior Trainer
RWE npower
04.2011 - 06.2014
- Coordination/implementation of all stages of the training cycle within the industrial and commercial sector of one of the UK's largest energy suppliers.
- Conduct training needs analysis, thorough identification and providing support in line with strategic objectives.
- Identify measurements of success linked to productivity, quality and return on investment.
- Manage/support the design and delivery of training projects/ solutions across various business areas.
Training and Development Officer
Royal Shakespeare Company, Stratford upon Avon
09.2009 - 04.2011
- Design and Delivery of internal learning programme ‘Ensemble Learning', a programme of events designed around sharing skills within the workplace.
- Working with external providers to supply large scale training events for 750+ staff, including the effective evaluation and debrief of those events.
- Coordination of RSC Apprenticeship scheme, working with educators and learning providers to influence learning frameworks.
- Working within National frameworks to promote opportunities for all in the creative industry.
Education
BA (Hons) - Leisure Management Tourism and Creative Studies
Birmingham University
Birmingahm06-2001
CIPD Certificate in Training Practice -
City College
04-2009
Accredited FIERCE Conversations Facilitator (2016) -
Fierce Conversations
01-2016
Level 2 Award in Health and Safety in the Workplace -
01-2008
Sports Coaching Award (National Coaching Foundation) -
01-2001
Skills
- Resource planning and prioritising workstreams
- Aligning Enablement impact with global business OKRs
- Collaboration with Product Marketing, Revenue Operations, and Commercial Leadership
- Metric-Driven Enablement
- Engaging facilitator
Accomplishments
- Enablement Leader for the "GrowthPilot" Commercial Academy: Designed and executed a global multi-stage enablement program (Run & Operate, Renew & Expand) to transform customer success teams into "Trusted Advisors". Currently achieving high certification rates and delivering interactive e-learning and live workshops across US, UK, and EU markets
- Developed and launched the Auto-Renewal Guidance program, incorporating approvals and reinforcement playbooks. This initiative is projected to recover $250k ACV by EOY 2025 by increasing auto-payment rates to a target of 96.65%
- Architected a comprehensive Vendor Quality Assurance Framework with External Partners, establishing a graduated monitoring process that reduced call monitoring from 35% in nesting to 10% for high-performers, ensuring brand integrity across all interactions
- Led the "Commercial Launchpad" Onboarding transformation. Accelerated new hire ramp-up time by implementing role-specific pathways (ADR, CSM, CEM) and standardised manager-led book release checkpoints.
- Authored the global strategy for Zoom Revenue Accelerator (RA) to address low manager adoption. Launched high-efficiency tools including AI Scorecards, Keyword Indicators, and Deal Risk Triggers to drive manager coaching productivity.
- Drove Consistent Team Engagement: Successfully delivered an improved team Peakon score quarter by quarter as a Team Manager, demonstrating a commitment to fostering a high-performance culture and investing in the growth and well-being of direct reports.
References
References Available on request
Interests
When not spending time with my family I enjoy all aspects of Horse Racing including running a number of syndicates involved in racehorse ownership.
Timeline
Senior Sales Enablement Manager
Trustpilot
01.2023 - Current
Enablement Manager
Trustpilot
04.2022 - 12.2022
Sales Training Manager
Shell Energy (Previously First Utility)
02.2017 - 04.2022
Training Business Partner
First Utility
06.2014 - 02.2017
Senior Trainer
RWE npower
04.2011 - 06.2014
Training and Development Officer
Royal Shakespeare Company, Stratford upon Avon
09.2009 - 04.2011
Sports Coaching Award (National Coaching Foundation) -
Level 2 Award in Health and Safety in the Workplace -
Accredited FIERCE Conversations Facilitator (2016) -
Fierce Conversations
CIPD Certificate in Training Practice -
City College
BA (Hons) - Leisure Management Tourism and Creative Studies
Birmingham University