Sales Training Manager

Location : Remote - US only

Basic Function

The Sales Training Manager (Field Coach) is responsible for developing and enhancing the skills of the sales team to drive revenue and achieve business objectives for the Professional Software suite, in particular our Tax & Audit solutions.

The primary goal is to help new hires and existing sales representatives achieve / exceed quota and close business. They accomplish this by engaging with the sales team via 1 : 1 coaching, group trainings, and live customer meetings with new hires, existing sellers and Leaders.

Training, coaching and development is provided to sales teams responsible for selling into the following markets : accounting and firms, professional CPA practitioners, financial institutions, and other professional services organizations.

The Sales Training Manager should be well versed in the Accounting Industry and up to date with market trends. This position will interface with VPs, Directors, Managers, and other Learning & Development partners.

Essential Duties and responsibilities

Achieves Specific Sales Goals

• Supports sales reps in ability to perform and achieve / exceed sales quotas for the Medium / Large Software Division
• Drives performance and behavior based on established Key Performance Indicators
• Partners with VP, Divisional Sales Managers and Learning & Development Partners to identify and execute on strategies that close skill and knowledge gaps for new hires, existing team members and front-line managers
• Consistently assesses and re-aligns priorities and strategies to ensure decreased ramp time and increased productivity
• Demonstrates ability to identify, analyze and provide solutions to problems / issues.
• Partners with sales management as required in competitive analysis, business development reviews, product launches, and ongoing sales training
• Communicate KPI data to Learning and Development team and Sales Leadership for continuous improvement of onboarding programs and sales representative effectiveness.

Recommend areas of opportunity for sales representative improvement, help build training to address gaps.

Coaches & Develops

Scales expertise via 1 : 1 and small group coaching, along with workshops, on the following for the Professional segment : Gains knowledge by building relationships and soliciting feedback from key personas on what our solutions do and what they mean for our customersCoaches sales representatives on identifying customer needs, (Recognize Needs) demo preparation, and evaluating the best solution based on customer requirements.

Effectively communicating the key value points of our solutions, why they matter and presenting value / ROI to the customerCreates strategies to help reps maximize dealsRecommends best practices to reps for how to effectively position our solutions in competitive situationsAttends Sales calls as needed based upon specific prospect needs as well as to provide ongoing feedback and coaching

• Leverages best practices in adult learning to ensure transfer of skill and knowledge
• Maintains a high level of knowledge regarding all WK / CCH solutions in order to effectively coach & develop
• Maintains a strong knowledge of competitive solutions and services, changing marketplace, and client needs.
• Demonstrates exceptional time management and organization skills.

Other Duties

Performs other duties as assigned by supervisor

Job Qualifications

Education :

Bachelor’s degree or equivalent OR, if no degree, 9 years in a sales, pre-sales, or post-sales environment. Master’s preferred.

Experience

Minimum

Requires 7-10 years of relevant experience including :

• Minimum of 5-7 years’ experience working in or supporting sales organizations (i.e., a broad-based and business-oriented understanding of sales issues)
• Must have strong tax and accounting background , preferably with audit experience
• Knowledge of CCH Products and Services
• Proven track record of providing direct guidance, coaching & mentoring to organizational stakeholders (e.g., leaders and employees) seeking expert advice. Commercially minded.
• Experience in public accounting or working with public accounting firms preferred.
• Experience working in a remote / matrixed environment
• Proficiency with Microsoft Office Suite (Word, Excel, PowerPoint, Outlook, Teams)
• Experience working in a CRM (Salesforce.com preferred, and proficiency in reporting preferred)

Other Knowledge, Skills, Abilities or Certifications :

• Strong understanding of the business and the tax and accounting industry.
• Depth of experience in CCH Audit, Tax and / or Firm Management solutions
• Effective written and verbal communication skills, interacting with all levels of employees and management
• Self-starter that takes initiative; seeks out and has ability to drive change through persuasion and leadership
• Good analytical and critical thinking skills
• Knowledge of territory planning and sales skills (software and database sales knowledge is preferred)
• Ability to be agile and adapt to a changing environment
• Creative and innovative
• Ability to work independently and multitask
• Demonstrated ability to work effectively in a team environment
• Proficient in the use and maintenance of sales information and information databases. Experience with CRM software a plus
• Excellent computer and software skills.
• Project manages with a highly collaborative style, deadline sensitive high priority programs and deliverables with a team-focused attitude.

Travel requirements

20% - ability to travel independently for client and internal meetings.

Physical Demands

Normal office environment. May be a remote, home-based position.

The above statements are intended to describe the general nature and level of work being performed by most people assigned to this job.

They re not intended to be an exhaustive list of all duties and responsibilities and requirements.