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Sales Training Manager

Company: Beko US
Location: Bolingbrook
Posted on: September 21, 2022

Job Description:

Reporting to the Director of Learning & Development, the Sales Training Manager is responsible for in-market planning and training of Beko retail dealer sales staff and other identified dealer/channel stakeholders, resulting in the application of skills and knowledge to drive sales.

Responsible for the effective delivery of a consistent and aligned learning experience to Beko Area Sales Managers (ASM) through "Train the Trainer" sessions to ensure a consistent and aligned message is delivered by ASM's to the market. A consistent message, ensuring all are delivering the same information using identical words and phrases and are aligned with marketing messaging for delivery across all market channels is key.

Participates in testing and collecting results of learning-based metrics, creating a reflexive loop to analyze the effectiveness of training sessions delivered.

Responsible for building the capability and knowledge base of internal Beko staff to support consistent and successful outcomes.

Contributes to the establishment and ongoing improvement of Training systems and structures. Actively participates through engagement with various Beko departments (Product Management, Marketing, After Sales/Service) in the development of product knowledge-based training and updates.

Duties and Responsibilities:

  • In conjunction with sales leadership and Director of L&D, delivers visible systems & structures for effective training planning (annual and ongoing) which encompass engagement with key stakeholders for analysis of vital inputs.
    • Delivers robust Annual Training Plans aligned to key priorities.
    • Translates annual plan into detailed activity plans by region/area, product category and retailer/dealer (where applicable), providing a single view of all planned training activity.
    • In conjunction with Director of L&D, implements systems for building delivery capability within Sales team.
    • Delivers "Train the Trainer" programs to address organizational and individual needs.
    • Partners with Beko Sales teams to ensure development plans encompass development of training delivery capability and encourage personal responsibility for learning.
    • Assembles relevant data and information into PowerPoint decks for review and refinement.
    • Acts as a conduit between product management, marketing, and sales, ensuring information cascades to training document deliverables.
    • Responsible for training documents production, design, updates, and delivery including New Product Introduction (NPI) launch, product transitions, super-session, obsolete run-outs and of and in the continuous improvement of systems and processes.
    • Participates in project work relating to continuous improvement of Learning and Development metrics in Sales.
    • Conducts market and function specific Training Needs Analysis activity & develops learning and development solutions aligned to company standards, as required.
    • Participates in the gathering of information for the execution of documents.
    • Speaks both Beko Staff Language and direct to market Language specific to dealers and retail consumers and knows the difference.
    • Delivers effective and consistent Sales training/learning experiences based on sound understanding of adult learning principles, group dynamics and individual learning styles.
    • Delivers market and function specific needs driving Learning and Development solutions.
    • Maintains training records and reports on training activity.
    • Implements and champions systems for capturing business feedback and insights.
    • Consistently manages training information storage & version control systems.
    • Monitors and reports on competitor training, industry trends and opportunities.
    • Acts as a brand ambassador in interactions with customers, ensuring the Beko Home Appliance brand image is always upheld.
    • Becomes expert on the product, providing reliable subject matter expertise to Beko Area Sales Managers, retail sales staff and retail management.
    • Actively participates in Beko product releases, strategic road shows and trade shows and other key sales/marketing activity.
    • Contributes positively to team environment and to the continuous improvement of the function both formally and informally.
    • Attend conventions, conferences, and trade shows as needed; prepares post-event reports and analysis.
    • Develop customer relations including but not limited to sales leads, research, cold calls, qualifying leads, developing leads, and customer service.
    • Understand prospective client's culture, product portfolio, competitive position, financial state, investment plan, organization structure and key decision makers.
    • Develop and implement a sales action plan with objectives and strategies to increase revenue and aggressively acquire new accounts.
    • Build relationships with designers/specifiers/architects.
    • Deliver marketing and communication support to the key accounts.
    • Collaborate with sales team to develop sales strategies for the business.
    • Help to achieve company strategic objectives, including, but not limited to, achieving budgeted sales and performing administrative duties.
    • Other duties, as assigned by management.
      • Delivers learning experiences in a way that supports adult learning.
      • Facilitates group discussion effectively, ensuring individual participation and achievement of desired outcomes.
      • Effectively applies adult learning principles to training delivery.
      • Proficient in the design of documents to convey meaning
      • Demonstrated understanding of the elements and phases of the sales process.
      • Intermediate level of skill in using Microsoft Excel, Word, and PowerPoint.
      • Can effectively utilize technology to support learning delivery, e.g. PowerPoint, video files, data projectors, A/V equipment.
      • Demonstrates basic understanding of privacy legislation.
      • Takes personal responsibility for own work and deliverables.
      • Manages own time effectively.
      • Prioritizes activities and resources in line with business unit activity.
      • Develops plans that consider potential changes/difficulties.
      • Identifies and organizes resources needed to accomplish tasks.
      • Establishes positive and productive relationships with internal and external Beko stakeholders.
      • Uses effective questioning to seek to understand others' points of view.
      • Seeks out, and responds to the feedback and concerns of customers, team, and colleagues.
      • Able to clearly communicate key facts and information in a concise and confident manner.
      • Actively listens to others and checks that messages have been understood.
      • Responds to the needs of an audience and adapts style where required.
      • Provides information in a usable form and on a timely basis to others who need to use it.
      • Effectively communicates specialist knowledge, ensuring technical information is tailored to the needs of the audience.
      • Utilizes specialist knowledge to deliver high quality solutions.
      • Provides reliable subject matter expertise into wider business activity.
      • Keeps up to date with new products, services, and developments in own professional field.
      • Being able to multi-task and work under tight deadlines is important
      • Ability to build/maintain effective relationships in a team-oriented, high demand environment is a necessity
      • Ability to work in a matrixed environment; this role is one of influencing and partnering with internal and external stakeholders.
        • Bachelor's degree in business management, marketing, finance, sales, or related degree required.
        • Minimum of five years' experience in a corporate training role with proven ability to deliver effective training within a Sales environment.
        • Experienced in the production of PowerPoint decks and other MS Office (Word, Excel, and Project)
        • Previous sales, sales management, or sales training within the major home appliances industry a must.
        • Domestic travel up to 50%, with some opportunity for international travel.
          • Qualified applicants must be a U.S. Citizen or Legal Permanent Resident card holder. Sponsorship is not available for this role.

Keywords: Beko US, Bolingbrook , Sales Training Manager, Executive , Bolingbrook, Illinois

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