Sales Applications Training Leader

Overview

Integra LifeSciences is a global leader in regenerative technologies and neurosurgical solutions dedicated to limiting uncertainty for clinicians, so they can focus on providing the best patient care.

Founded in 1989, Integra develops, manufactures, sells and supplies best-in-class products to regenerate tissue, remove brain tumors, prevent infection and much more. And over the last three decades, we've evolved into one of the world's leading global medical technology companies with more than 4,000 dedicated employees who deliver innovative medical technology solutions.

But that's just the beginning. Integra is growing at an unprecedented rate. We're at a moment in time where the experience you'll gain is more robust than the experience you bring. And we're out to invest in your future because it's the best way to maximize ours.

Responsibilities

This role provides an exciting opportunity for someone to combine a passion for learning & development with established sales skills. We are looking for a skilled Sales training manager to work very closely with Inside Sales, Sales Executives, and Account Managers to ensure all members achieve top performance. This position will focus first on building the expertise of our newly formed Inside Sales team and leverage the best practices of virtual selling to the field sales organization. S/he will have a strong background in delivering training, coaching and mentoring in a sales environment, with a track record of helping teams hit targets. S/he will optimize virtual selling techniques, leveraging digital tools and digital content to scale customer response and virtual engagement. This individual will collaborate with other CRM subject matter experts in the organization, in Sales Operations and IT as well as marketing and sales colleagues to achieve desired outcomes.

Responsibilities

• Design and development of a training curriculum including modules, sessions, materials, and assessments that build Salesforce knowledge and skills to maximize sales effectiveness and build best-in-class virtual selling protocols.

• Train Inside Sales team to accurately track all activities in Salesforce and capture customer information for ongoing engagement to progress the sale. Ensure that methods are aligned to the customer buying journey and provide highest level of customer responsiveness.

• Develop strategies to optimize operations and establish initiatives to improve the efficiency and effectiveness of the sales team

• Coach team in new and creative methods to virtually engage with customers using a multimedia approach. This could include video introductions or conducting compelling digital product demonstrations.

• Enable team to manage all activities related to the execution and deployment of new or updated business processes by gathering requirements, defining scope, creating business cases, and developing project plans and timelines by leveraging data and system platforms.

• Develop library of use cases as virtual selling playbook and foundation for automated sales enablement software application.

• Collaborate with Sales and Marketing leadership to provide reports that offer in-depth visibility and insight into the activity of the sales initiatives and lead management for the organization.

• Track key performance indicators on impact of sales training to the sales effectiveness of the team.

• Maintain frequent and regular contact with strategic industry experts and IT colleagues to continuously improve use of Salesforce.com as a platform for sales execution and improved competency.

• Develop and document protocols for prospecting (phone and email), leads management from all marketing activities (email campaign, trade shows, customer events, professional education events, webinars and digital marketing sources) to increase sales closure rates in a virtual setting.

• Help evaluate and edit existing learning programs working in conjunction with instructional designers and other Salesforce.com experts in the organization

• Measures and reports on business impact of learning programs

Qualifications

The requirements listed below are representative of the knowledge, skill, and/or ability required for this position.

• Bachelor's Degree or equivalent experience

• Highly proficient with Salesforce.com

• Knowledgeable of sales processes and methodology

• Demonstrated passion for helping others to learn with experience incorporating adult learning principles, learning styles and training delivery platforms

• Must have experience in developing and implementing training and adoption of Salesforce.com in a rapid deployment timeline through both in-person and remote conference methods

• Proven ability to build relationships with multiple stakeholders, work effectively in close collaboration with IT and sales teams.

• Good analytical and reporting skill set

• Strong communication skills in presentation, facilitation, feedback, listening, writing, and questioning

• Ability to work/pivot in a fluid, fast-paced environment is critical

• Ability to work independently, as well as part of a team.

• Proficient in Microsoft office suite.

PREFERRED QUALIFICATIONS

• Salesforce administrator certification

• Project Management experience

• Working knowledge of Oracle ERP