Sales Learning and Enablement Consultant (Remote)

Title: Sales Learning and Enablement Consultant                                                Department: Client OperationsPosition Purpose:The Sales Learning and Enablement Consultant (Instructional Designer) is responsible for performing needs analysis and creating customized multi-year sales training and sales coaching learning journeys, featuring a blended approach of instructor-led and eLearning training materials, supported by an effective measurement and sustainment strategy.  The Instructional Designer is expected to partner with internal and external stakeholders and customers to determine needs, gather data, analyze audiences, create multi-year, role-specific learning journeys, and select delivery methods that meet the determined objectives and goals.  The Instructional Designer must be confident, curious, and authentic and truly uncover the needs of customers and ensure that solutions create a lasting, measurable impact. Key Responsibilities:

• Manage Customer-facing Design Projects from Kickoff to Conclusion
  • Timeliness: Collaborate with project team and customer stakeholders to set and meet project deadlines and milestones.
  • Resource Management: Efficiently use resources for customization, such as templates, customizing guides, track changes functionality, and SharePoint.
  • Time Tracking: Effectively track and manage hourly design budget while achieving customer goals.
  • Customer Relationship: Build and maintain positive relationships with stakeholders at multiple levels within the customer organization (i.e; Learning and Development, salespeople, managers, directors, vice presidents, c-suite).
  • Collaboration: Work effectively with internal team members and functions (Customer Success, Editorial, Sales, Product Development, Solution Lead).
    • Participate in facilitator preparation as the representative and owner of the design of the solution
  • Analytical Thinking: Demonstrate problem-solving skills in addressing customer challenges in an independent manner, while adhering to critical processes and strategies
  • Learner Mindset: Openness to new ways of working, leveraging technology to enhance learning outputs
  • Confidentiality: Adhere to confidentiality and ethical standards in all customer interactions.
• Conduct thorough Customer Needs Analysis and Discovery
  • Customer Needs Assessment: Capability to identify and prioritize customer organization's full range of needs through in-depth consultative conversations with strategic customer stakeholders
  • Gap Analysis: Skill in analyzing the gaps between existing skills and behaviors, and the desired state within the customer organization, often across multiple customer-facing roles and business units.
  • Effectiveness Metrics: Demonstrating how the customized training materials contribute to achieving customer goals and KPIs
• Create Customer-specific Customized Sales Training and Sales Coaching Materials
  • Content Customization: Ability to take what was learned from internal team members, customer interviews, and customer resources, and tailor training materials to suit the specific needs that have been identified.
  • Relevance: Ensure that the customized materials align with the identified priorities and challenges and will achieve the customer’s desired outcomes.
  • Feedback Incorporation: Demonstrate the ability to incorporate customer feedback into the design through validation of customized materials and blueprints, and manage project to remain in scope and within budget.
  • Iterative Improvement: Continuously improving training materials based on feedback and results.
• Adhere to and Demonstrate Effective Communication using Emotionally Intelligent Dialogue Skills
  • EQ Communication Skills: Clarity, professionalism, and effectiveness in verbal and written communication.
    • Questioning Techniques: Use of open-ended questions to uncover customer priorities and challenges.
    • Listening Skills: Ability to actively listen and understand customer needs.
    • Presence/Relating - Ability to "show up": be professional, demonstrate confidence in tone, words, body language
    • Connecting words/tasks to value through effective positioning and checking skills (i.e,; what is the goal/benefit to a discovery interview, and how do you articulate this to a customer)
• Facilitate Customer Meetings, Focus Groups and Working Sessions, and Present Solution Components
  • Facilitate productive, goal-driven customer working sessions with strategic stakeholders to achieve the desired outcomes.
  • Presentation Ability:  Demonstrate executive presence and effectively position Richardson solutions, leaner journeys, ideas, and strategies by linking features to customer benefits.
• Leverage Technology
  • Stay informed about Richardson’s/industry-leading instructional design technologies and tools, exploring opportunities to integrate innovative solutions that enhance the efficiency and effectiveness of content development.
  • Understand and leverage technology and how customers use their own sales enablement tools to create and support effective training solutions for Richardson customers:
    • Accelerate Prism
    • Workflow tools
    • CRM (Salesforce, Dynamics)
    • Sales Enablement Tools (Gong, Highspot, etc.)/Tech Stack
  • Embrace AI as a way of thinking and designing to drive efficiency and learning effectiveness

Role Requirements/Desired Qualifications

• Bachelor’s degree in Instructional Design, Education, or related field.
• Proven experience in instructional design and content development, professional services consulting, preferably in the sales training domain.
• Strong leadership and team management skills.
• Excellent project management and organizational abilities.
• Effective communication and collaboration skills.
• Familiarity with e-learning platforms, CRMs, digital workflow tools, sales enablement tools, AI-supported learning strategies, and instructional design software.
• Understanding of sales processes and the ability to align training materials with sales strategies.
• Detail-oriented with a focus on quality assurance and continuous improvement.

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