PURPOSE OF THE POSITION:
The Senior Sales Enablement Specialist is responsible for the development and implementation of Sales Training Programs, working with the Director of Commercial, Global Sales and Marketing Management Teams and Organizational Development Teams. You will investigate the intricacies of the sales processes and design practical courses and learning programs to ensure the Sales Team are equipped with the tools and knowledge to be industry experts, refine their sales skills, and have the confidence to excel in their roles.
TASKS AND RESPONSIBILITIES:
Design development solutions
- Work closely with Sales Management, business stakeholders and the Organisational Development (OD) team to define the knowledge, experience, and training curriculum required for each role within the Sales Department to achieve and exceed the Sales targets.
- Partnering with Sales Management to identify and analyze knowledge and skills gaps to increase performance.
- Develop and maintain the best-practice sales training curriculum in alignment with the OD team including ongoing refresher courses to ensure knowledge and performance gaps are minimized and that the team perform at their peak.
- Work closely with Global Enablement teams including OD, Sales and Owner Services departments to develop globally led or cross-departmental initiatives and ensure their successful execution across the Sales function.
- Develop and deliver comprehensive train-the-trainer programs to equip internal Subject Matter Experts (SMEs) with the necessary knowledge, skills, and tools to effectively train and mentor employees, ensuring consistent and high-quality training delivery across the organisation.
Implement development solutions & budget management
- Partner with the OD team and external Sales Trainers in providing coaching to sales managers to empower them to strengthen their teams.
- Continuously develop and deliver specialist onboarding programs, working closely with Sales Managers to provide additional feedback and support to accelerate the growth and effectiveness of new hires.
- Plan and deliver ongoing specialist training according to the curriculum for each role, in partnership with the OD team as well as internal and external SMEs using diverse media channels (such as podcasts, videos, e-learning etc) and preparing training materials and hand-outs to maximize training effectiveness and knowledge retention.
- Work with the OD team to manage and optimize the Sales Training budget by leveraging, adapting, scaling, and facilitating industry expertise and best practice to ensure effective allocation of resources and maximize return on investment for training initiatives.
- Work with internal SMEs to ensure that information required by the sales team is well presented, easy to understand and effectively communicated. This includes but is not limited to processes and policies, product launch and update materials, industry, and competitor intel.
- Become an expert in Sales-related topics with credible experience and knowledge to influence Sales team members to prioritize learning, adopt policies and best practice processes and be more effective through greater self-sufficiency.
- Provide ongoing day-to-day support to the entire Sales team to ensure consistent pitch and understanding across all regions.
- Support the Sales related training requirements including facilitation of broader training.
- Continuous improvement
- Measure the effectiveness of training programs. This will include measuring individual participation in training programs as well as proficiency of skills obtained through the training.
- Focus on continuous improvement of business processes and communications by feeding back insights from training to relevant stakeholders and providing process redesign recommendations.
ESSENTIAL QUALIFICATION AND SKILLS:
- Experience with sales enablement, developing new material including video, audio, presentations, eLearning modules, documents, guidebooks, and interactive programs using different design and facilitation tools and software.
- Experience working with leadership to understand the needs of the teams and how to best remedy them
- Excellent verbal and written communication skills suited for all audiences.