Commercial Training Lead

Position Overview

The Commercial Trainer is responsible for developing and delivering comprehensive sales training programs to equip the sales team with the necessary knowledge and skills to effectively sell company services and solutions, meeting sales targets and exceeding customer expectations. This position requires extensive experience in the commercial sales field, strong instructional design skills, and the ability to mentor and coach sales representatives to elevate their performance.

Essential Duties and Responsibilities:

• Needs Analysis:
  • Conduct regular assessments of sales team performance to identify skill gaps and training needs.
  • Collaborate with sales leadership to understand business objectives and prioritize training priorities.
• Curriculum & Skill Development:
  • Design, develop, and maintain comprehensive sales training curriculum aligned with company sales strategy, product offerings, and market trends.
  • Lead the development and roll-out of a comprehensive commercial new hire training program. This program should ensure that new employees understand company systems, processes, culture, and expectations.
  • Ensure that employees develop necessary skills in using company tools, processes, and systems. This may involve identifying training needs, sourcing relevant materials, and engaging external partners or vendors for specialized training/programs.
  • Develop and deliver specific training content for the sales team on the use of various tools and systems essential to their roles, such as Tableau and Salesforce, so that the sales team understands the processes and workflows required for successful engagement with customers and tracking sales metrics.
  • Incorporate best practices in sales training methodologies.
  • Regularly update training materials to reflect changes in products, sales processes, and industry regulations.
• Training Delivery:
  • Facilitate engaging and effective sales training sessions for new and existing sales representatives across various delivery methods (in-person, virtual, blended learning). Travel is required as necessary to conduct in-person training.
  • Conduct customized training programs for specific sales teams or individuals based on identified performance gaps.
  • Deliver impactful presentations, utilizing visual aids and technology to enhance learning experiences.
  • Create/manage roster of SMEs for specific training topics as necessary.
• Performance Coaching and Mentorship:
  • Provide ongoing coaching and feedback to sales representatives on their sales skills, customer interactions, and performance metrics.
  • Identify areas for improvement and develop personalized development plans for individual sales reps.
  • Monitor sales performance data to identify trends and address training needs proactively.
• Evaluation and Measurement:
  • Develop and implement evaluation metrics to measure the effectiveness of sales training programs, including pre/post-training assessments, knowledge checks, and sales performance metrics.
  • Track key performance indicators (KPIs) to be developed with your manager.
  • Make necessary adjustments to training programs based on evaluation results.
• Knowledge Management:
  • Stay updated on industry trends, competitor analysis, and product developments to incorporate relevant information into training programs.
  • Maintain a comprehensive knowledge base of sales training materials and resources.
• Stakeholder Management:
  • Collaborate with sales leadership to align training initiatives with overall sales objectives and business strategy.
  • Partner with subject matter experts across the organization to ensure training content accuracy and relevance.
  • Communicate training updates and progress to key stakeholders regularly.

Qualifications:

• Education Requirements:
  • Bachelor's degree in Business Administration, Sales, or a related field preferred.
  • Sales training certifications (e.g., Certified Sales Professional, Certified Professional Salesperson) are a plus.
• Experience Requirements:
  • Minimum of 8+ years of successful experience in a commercial sales role, with a proven track record of exceeding sales targets.
  • Proven experience designing and delivering sales training programs in a corporate environment.
  • Strong understanding of sales methodologies, customer relationship management, and negotiation techniques.
• Skills:
  • Excellent communication, presentation, and interpersonal skills with the ability to engage diverse audiences.
  • Strong instructional design skills, including the development of effective training materials and assessments.
  • Strong analytical skills to assess training effectiveness and identify areas for improvement.
  • Proficiency in using training delivery platforms and in utilizing technology for training delivery and performance tracking.

Work Environment:

• Physical & Social Setting:
  • Hybrid: A mix of office and remote work.
• Work Conditions: choose from one of the following options:
  • Physical Demands: Heavy lifting, standing for long periods, or repetitive movements.
  • Work Hours: Standard business hours, shift work, or on-call schedules.
  • Travel Requirements: Willingness to travel up to 25% (or as needed) for client meetings, industry events, or team gatherings.