ProDealer Sales Training Specialist

Sales Training Specialist

Role Summary: The Sales Training Specialist operates cross-functionally with Sales Leadership, Strategic Account Teams, Field Sales, Marketing, Product Teams, Customer Care, IT, and outside vendors. This individual is responsible for the development of highly effective selling stories, sales tools, training content, and use of technology, as well as the delivery of training, to improve efficiency and success of the field sales team. This position will also have ownership of development and execution of a comprehensive sales learning program that begins early sales skill development extending to coaching to mastery.

Responsibilities

Sales Training Programs

• Coordinate and lead a comprehensive onboarding program for new sales team members.
• Coordinate and lead strategic ongoing training programs for existing and tenured sales team members.
• Lead training needs assessment for the assigned channel or segment and partner with both Strategic Accounts and Field Sales leaders on sales trainings across a myriad of topics to improve sales success. Areas of focus could include areas such as, but not limited to, product, systems, coaching, sales process, competitive landscape, etc.
• Develop learning objectives for programs that result in desired performance improvements, identify learning styles and needs of training participants and implement into the instructional design of training programs, both internally and externally.
• Formulates teaching outlines/facilitator guides as needed and determines instructional methods such as individual training, group instruction, lectures, demonstrations, conferences, tours, meetings and/or workshops designed to improve the delivery and retention of course materials provided during training.
• Apply continuous improvement principles to both virtual and in-person training opportunities to meet the evolving needs of field sales.

Sales Tools/Technologies

• Develop and manage tools, content, and resources that enable the sales teams to be more efficient and effective. Leveraging subject matter expert knowledge, develop sales training content focused on driving effective, differentiated sales conversations. Tools that are EASY to find and EASY to apply.
• Select and implement technology to support the field sales force, create efficiency, and increase time spent selling and support effectiveness.
• Assist in managing Pella's sales enablement platform to ensure that all information is easily and readily accessible at point of need.

Sales Training Performance Measurements

• Selects and/or develops testing and evaluation procedures to assess retention of training material used. Working with key Pella Corporation managers to document desired skills and behavior changes prior to training and collect performance observation data from personnel. These performance results will be used to improve training program effectiveness. Relevant measures should be quantifiable as well as qualitative.
• Drive a consistent approach to obtaining and consolidating field sales feedback to regularly identify areas of improvement in training and sales messaging, while working cross-functionally to develop a plan to rapidly close any gaps.
• Analyze sales performance including areas that improve sales productivity, creating and driving programs specifically designed to increase sales productivity, along with determining the usage rate and success of the tools being provided.

Role-Specific Responsibilities

B2C Replacement Responsibilities include approximately 30 percent of the time designing curriculum and 70 percent delivering face-to-face and web-based training/facilitating. Areas of training may include, but are not limited to product, sales, and systems training for new/experienced PDSN Sales Reps and Sales Managers, field sales training for all sales personnel, and the creation and execution of web-based training on Allego. Requires approximately 25 percent travel.

B2B Trade Responsibilities include approximately 30 percent of the time designing curriculum and 70 percent delivering face-to-face and web-based training/facilitating. Areas of training may include, but are not limited to product, sales, and systems training for new/experienced PDSN Sales Reps and Sales Managers, field sales training for all sales personnel, and the creation and execution of web-based training via MyPella.com. Requires approximately 25 percent travel.

Commercial Responsibilities include approximately 30 percent of the time designing curriculum and 70 percent delivering face-to-face and web-based training/facilitating. Areas of training may include, but are not limited to product, sales, and systems training for new/experienced PDSN Sales Reps and Sales Managers, field sales training for all sales personnel, and the creation and execution of web-based training via MyPella.com. Requires approximately 25 percent travel.

National Accounts Responsibilities include approximately 70 percent of the time designing curriculum and 30 percent delivering face-to-face and web-based training/facilitating. Areas of training may include, but are not limited to product, sales, and systems training for National Account sales reps and channel partners (Lowe's and Pro-dealer accounts). Requires approximately 25 percent travel.

Field Install Training Responsibilities include approximately 30 percent of the time designing curriculum and 70 percent of the time delivering face-to-face training/facilitation. Areas of training may include, but are not limited to installation, product, sales, systems, and service training for PDSN and channel partners (Lowe's and Pro-dealer accounts). Requires approximately 60 percent traveling.

Areas of Knowledge, Skill, and Ability:

• Knowledge of sales enablement technologies, processes, and best practices.
• Extensive knowledge of sales training best practices (analysis, instructional design, delivery implementation, and evaluation).
• Extensive knowledge of modern sales methodologies, sales process, and buyer's journey alignment.
• Knowledge of sales management best practices, including pipeline management and developmental sales coaching.
• Expert ability to manage projects from concept to completion.
• Expert ability to plan and facilitate meetings.
• Strong strategic, conceptual, and analytical thinking, and decision-making skills.
• High adaptability and flexibility, including the ability to manage deadline pressure, ambiguity, and change.
• Strong negotiating skills.
• Highly developed training, presentation, and written communication skills.
• Expert ability to consult or provide guidance on complex matters to non-specialists; ability to communicate effectively with senior management.
• Expert ability to collaborate and generate a spirit of cooperation while coordinating diverse activities and groups within a team environment.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience Bachelor's degree (B.A.) from four-year college or university; or three to five years related experience and/or training; or equivalent combination of education and experience.

Language Skills Ability to read, analyze and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public. Must have strong written and oral communication skills as well as experience in sales.

Mathematical Skills Ability to calculate figures and amounts such as discounts, fractions, interest, ratios, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra such as probability, statistical inference, and plane and solid geometry.

Reasoning Ability Ability to define problems, collect data, establish facts, and draw valid conclusions, Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables. Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram or schedule form.

Computer Skills Word, Excel and Power Point.

Physical Demands The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is required to stand, walk, and talk or hear. The employee is occasionally required to sit; use hands to finger, handle or feel; reach with hands and arms; climb or balance; and stoop, kneel, crouch or crawl. The employee must occasionally lift and/or move up to 100 pounds. Specific vision abilities required by this job include close vision, color vision, and ability to adjust focus.

Work Environment The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The noise level in the work environment is usually moderate.