Overview
As the Sales Training Program Lead within the Group Sales Excellence team, you will be responsible for designing and overseeing the implementation of a structured, global, data-driven Sales Enablement Program. This program will equip the sales team with the necessary skills, knowledge, and best practices to drive performance. You will maintain and update a comprehensive sales playbook, establish governance structures, and facilitate training and coaching frameworks to support regional sales teams in their execution. Additionally, you will engage with key stakeholders, including technical teams, to shape and optimize the training program.
Key Responsibilities
Sales Enablement & Training Program: Develop and establish a structured, global, data-driven Sales Enablement & Training Program, including new hires onboarding program that provides a comprehensive learning framework covering CRM and sales analytics tools, technical product knowledge, market insights, sales negotiation strategies and effective selling techniques.
Coaching & Leadership Development: Develop coaching programs to be leveraged by sales management to drive high-performing sales teams.
Content Development & Knowledge Management: Develop and manage training content to support the Sales Enablement & Training Program. Create structured learning materials, resources, and toolkits tailored to different levels of sales proficiency. Implement knowledge management processes that ensure easy access to up-to-date, standardized, and relevant content across sales organization.
Training Delivery & Engagement: Engage directly with sales teams to assess training needs, and also deliver targeted training sessions. Ensure training is conducted in an interactive and effective manner, adapting delivery methods based on audience needs.
Stakeholder Collaboration: Partner with all relevant stakeholders to shape and optimize the sales training program. Act as a strategic partner by working closely with sales leadership to understand local needs and customize programs accordingly. Influence and align key stakeholders to drive adoption and success of training initiatives.
Training Performance & Governance: Establish metrics and KPIs to measure the effectiveness of the sales training program. Drive an annual Sales Skills Assessment to evaluate trainings and development effectiveness, identify skill gaps, and refine training strategies accordingly. Oversee program coverage and track training participation to ensure all relevant sales teams complete necessary training. Ensure consistency in sales training content and methodologies while allowing for local adaptation where necessary.
Qualifications
Bachelor’s degree in Business Administration, Sales & Marketing Management, Communication or a related field.
5 - 10 years of experience in a sales role as an individual contributor or manager, preferably within B2B chemicals and minerals distribution environments, with a strong track record as a successful seller across diverse products and customer segments.
Exceptional interpersonal skills, with the ability to engage and influence diverse audiences in the sales organization. Strong presentation and facilitation skills to effectively deliver training in a clear, engaging, and impactful manner.
Positive, resilient, and self-driven, with a proven ability to build credibility and strong relationships with both customers and sales teams.
Excellent communication skills in English, both verbal and written. Proficiency in German, French or Spanish is desirable. Any other language is a plus.
Strong understanding of sales performance KPIs, including pipeline metrics, conversion rates, net sales, and profit margins.
Knowledge of key sales methodologies, with practical experience in applying them.
Ability to design and deliver compelling presentations in PowerPoint, and experience with Salesforce. Experience with e-learning content creation, and facilitating sales training sessions is a plus.
Demonstrated expertise in managing complex, cross-functional programs.
Willingness to travel occasionally, as required.
Contact Person
Daniel Bolliger
