Sales Training Specialist

Overview

The Sales Training and Development team is an emerging function at Thomson Reuters Tax & Accounting, located in Hoboken, NJ, focused on supporting our sales managers, account managers, and client service managers.

The Sales Training Specialist will be responsible for working directly with sales management to develop, enhance and deliver a wide variety of training with the goal to professionalize the sales force and improve sales effectiveness and productivity. The Sales Training Specialist will build strong relationships with Sales Management and provide on-going training and coaching delivery support and consultation.

The Sales Training specialist US will report directly to the Sales Training and Development Manager and will need to work effectively in a matrix environment. Location for this job is remote.

Key responsibilities:

• Partner with sales leadership to identify and establish innovative and ongoing methods to deliver professional product, sales skills training and coaching with a primary focus on sales skills such as objection handling, initiating a sales call, closing, qualifying, discovery, establishing rapport, account planning, time management, presentation skills, negotiation skills, selling value and return on investment etc.
• Deliver onsite and remote training including various components of new hire training which includes delivery of product, process, and sales skills
• Develop content via Power Point, Excel, Camtasia, Articulate
• Collaborate with subject matter experts and update existing training content related to selling value, selling against competing marketing methods, sales skills exercises and simulations and other related topics.
• Monitor metrics to deal with issues around low activity or close rates
• Conduct individual and/or group role-plays by side coaching to evaluate call quality with respect to maximizing sales performance
• Work with sales managers to conduct coaching and remediation sessions (individual, small classroom, or large group)
• Drive sales skills program development
• Support Quality Assurance initiatives to evaluate adherence to a various sales process to ensure consistency with customer engagement, sales messaging, and process (call monitoring facilitation & reporting, time studies)

Thomson Reuters is the leading source of intelligent information for the world’s businesses and professionals. We combine industry expertise with innovative technology to deliver critical information to leading decision makers in the financial and risk, legal, tax and accounting, intellectual property and science and media markets, powered by the world’s most trusted news organization.

Qualifications:

• Minimum of 3 -5 years in B2B sales (B2C sales a plus)
• Minimum of 3 -5 years in sales skills coaching and training delivery in a B2B sales environment
• Experience in a B2B sales position then moved to a sales training and coaching role
• Passion and talent for selling and coaching account managers to improve their selling skills
• The ideal candidate is comfortable selling value and return on investment
• Demonstrated experience in applying the principles of instructional design, adult learning theories and sales methodologies (Miller Heiman, SPIN Selling, CCV, Straight Line, etc.)
• Ability to work under pressure and adapt to rapidly changing products, deadlines, and requirements.
• Must be a life-long learner
• Strong verbal/written communication skills
• Must be a self-starter, creative, clever, brilliant and improvise well on the fly
• Understand how to utilize corporate resources effectively, have a strong bias for action and be able to drive for sales results.
• Coaching or sales certification a plus
• Outstanding presentation skills, must be able to engage an audience effectively and simplify complicated topics