Sr Sales Trainer
Date: Mar 3, 2021
Location:Columbus, OH, US, 43202
Company: American Chemical Society
CAS uses intuitive technology, unparalleled scientific content and unmatched human expertise to help companies create groundbreaking innovations that benefit the world. As the scientific information solutions division of the American Chemical Society, CAS manages the largest curated reservoir of scientific knowledge, and for 111 years, has helped innovators mine, assess and apply that information to keep businesses thriving. The CAS team is global, diverse, endlessly curious and strives to make scientific insights accessible to innovators worldwide.
CAS is currently seeking a Sr. Sales Trainer. This position will be based in our headquarters in Columbus, OH.
Accountable for the development, delivery, and measurement of sales-specific training for CAS enterprise solutions enabling increased revenue generation by each sales professional, delivery of an exceptional customer experience, and mastery of sales skills required to sell enterprise solutions and strengthen and grow customer relationships.
This position will create and lead sales enablement programs across a global field sales force of over 120 individuals. This role will also partner significantly with Sales leadership, Sales Operations, Product Management and Marketing to support the execution the role.
This role will ensure sales processes are driving success, and that sales team members are delivering a clear, consistent, compelling story about CAS’s unique value delivery.
Manages the strategic development and tactical delivery of the sales enablement training program for CAS’s enterprise solutions to enable increased revenue generation across a global sales force. Material will cover CAS’s leading information solutions in the scientific discovery and IP protection markets, customer profiling, and overall sales skill enhancement for the customer success and business development teams.
Design measureable training programs utilizing contemporary best practices in support of CAS sales optimization. Program includes: CAS foundational knowledge; customer profiling / strategy; enterprise solutions offering understanding; messaging and positioning delivery understanding and practice; campaign / outreach awareness; post-sale onboarding. Programs will include multiple formats and pre-training material as well as post-training mastery skill checks.
Develop content in support of designed training programs. Requires effective cross-divisional collaboration with subject matter experts within the Product Development, Content Operations, Marketing, Sales and Sales Enablement teams.
Deliver training content to global sales organization via multiple training channels. Oversee the training content submission to CAS’s internal reference system.
Content and Knowledge Gap Identification: Identify key gaps throughout all sales channels (field sales, inside sales, and lead generation team) in our messaging, content, and communication. Identification should also address future initiatives such as: new product launch, new role/staff knowledge requirements, persona messaging development, and potential sales content audit to identify largest gaps.
Execute training programs within planned time constraints and budgets.
Measure, monitor, and evaluate the effectiveness of product / service solutions, messaging, onboarding and technical training for global sales staff. Role would consider: Systems to track potential certification and incentives for learning.
Support the broader Sales Enablement programs and projects as needed as a member of the CAS Sales Enablement team.
Interact with and present to management regarding strategic training program performance as measured by revenue impacts (e.g., improved revenue per head by region, segment, and role).
Minimum Education/Experience/Technological Knowledge
Bachelor’s Degree in Science related fields, Business or equivalent experience.
5+ Years in Sales, Sales Training, Enablement, or Continuing Education Role with a Corporation or 10+ Years in Business Teaching / Learning Environment
Ability to develop and design customized training materials and communications to a global audience
Sales experience preferred.
Experience with science related solutions and/or information/intellectual property industries.
Understanding and capacity to articulate industry-specific value proposition to address customer pain points.
Strong technical skill and demonstrated experience in managing disparate enablement systems (e.g. LMS, CRM, prospecting and opportunity management tools/systems, Salesforce.com, gamification, testing)
Demonstrated experience with virtual tools such as GoToMeeting, Web-Ex and other comparable tools.
Strong skills in proactive planning, attention to detail, and project management.
Demonstrated adult learning/experience developing technical training materials, strong presentation, time management and facilitation skills
CAS offers a competitive salary and comprehensive benefits package, including a generous vacation plan, medical, dental, vision insurance plans, and employee savings and retirement plans. Candidates for this position must be authorized to work in the United States and not require work authorization sponsorship by our company for this position now or in the future.
Nearest Major Market: Columbus
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