Sales Trainer

Relx Group Philadelphia , PA 19107

Posted 2 months ago

Sales Training Manager

Position Description: The Sales Training Manager will help empower the Elsevier Clinical Solutions Sales Force by participating in the design, development, and implementation of sales performance enablement and coaching programs for sales leaders and individual contributors for continuous performance improvement and ongoing skills development. Responsibilities include management of the Learning Management System (Brainshark) and integration with our CRM platform (Salesforce), development of New Hire Sales Curriculum and Certification Programs, advanced sales skills, product and system skills facilitation and assist with the planning and execution of the National Sales Meeting. The position will assist the Director of Sales Training toward achievement of sales result, client retention and increased market share.

Job Responsibilities:
Specific responsibilities associated with the position are as follows:

  • Implement, manage and maintain Sales Enablement Tool and Learning Management System (Brainshark). Leverage the LMS to support New Hire Onboarding and Web-Based Training

  • Review, improve, expand and manage the successful implementation and delivery of a robust performance-based onboarding program for sales representatives and new hires, in partnership with sales and other cross-functional leadership and the larger Global Sales Effectiveness team, to ensure high standards are met right from the start. The program may include quarterly 'Bootcamp' for New Hires, Online and Classroom training and assessment and Sales Rep live demo and presentations sessions to achieve levels of certification

  • Design and implement a sales certification program on defined Elsevier Clinical Solutions (CS).

  • Review, improve, expand the existing training curriculum to meet high quality standards and certification and competency expectations. Use CS Competency Framework, gap assessments and eLearning platform to build a sustainable and measurable environment of training and development of all Sales Staff. Partner with cross functional teams for a successful strategy and execution of programs, events, materials, and interventions to improve performance

  • Actively track sales team progress and monitor the effectiveness of existing programs; evaluate projected new tools, curricula and programs to determine overall effectiveness

  • Understand how Elsevier Clinical Solutions are used in the industry to better train, present and position products to meet the customers' needs

  • Evaluate and assess needs of the sales organization to recommend and customize appropriate performance improvement strategies, programs, interactions, and coaching for sales teams

  • Develop effective communication vehicles to ensure programs are fully understood and appropriately valued by the sales channel and other stakeholders

  • Identify and find solutions to potential performance problems which may be systemic to the organization

  • Facilitate learning and performance enablement programs in partnership with management and cross-functional leaders

  • Continuously work with management to refine strategy to optimize efficiency and results

  • Structure, design, and develop learning experiences in partnership with subject matter experts and sales leadership. These include onboarding, certification, skills development, and manager coaching programs

Accountabilities and Performance Measures:

  • Achievement of strategic objectives including robust implementation and use by Sales of Learning Management System (Brainshark) and integration with CRM (Salesforce)

  • Measured against the number of new hires and sales enablement tools usage

  • Accountable for development of sales certification and cross-functional training programs

  • Achievement of strategic objectives defined by Director Sales Training, Executive Management and Sales leadership

  • Strong work ethic and commitment to overall success of Elsevier


Organizational Alignment:

  • Reports to the Director, Sales Training of Elsevier Clinical Solutions

  • No Direct reports

  • Foster close, cooperative relationships with sales teams and leaders, product and marketing personnel and global sales effectiveness resources

We Offer:

  • Competitive Salary commensurate with experience + annual bonus

  • Excellent Medical, dental, and 401K benefits

  • Assistance and training to support you

  • Numerous online resources to assist with your self-development and career progression

  • An opportunity to grow within a truly global organization

  • Elsevier is an Equal Opportunity Employer

Elsevier is a global information analytics business that helps institutions and professionals progress science, advance healthcare and improve performance for the benefit of humanity. We help researchers make new discoveries, collaborate with their colleagues, and give them the knowledge they need to find funding. We help governments and universities evaluate and improve their research strategies. We help doctors save lives, providing insight for physicians to find the right clinical answers, and we support nurses and other healthcare professionals throughout their careers. Elsevier provides digital solutions and tools in the areas of strategic research management, R&D performance, clinical decision support, and professional education; including ScienceDirect, Scopus, SciVal, ClinicalKey and Sherpath. Elsevier publishes over 2,500 digitized journals, including The Lancetand Cell, more than 35,000 e-book titles and many iconic reference works, including Gray?s Anatomy. Elsevier is part of RELX Group, a global provider of information and analytics for professionals and business customers across industries. Elsevier employs over 7,000 people in more than 70 offices worldwide. We are an employer of choice, attracting and developing talented and creative people who thrive in a challenging and fast-paced environment. We offer an excellent compensation and benefits package as well as a real opportunity for career growth in a growing organization. Elsevier is an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law. If a qualified individual with a disability or disabled veteran needs a reasonable accommodation to use or access our online system, that individual should please contact 1.877.734.1938 or accommodations@relx.com.

Qualifications:

  • A bachelor's degree is required

  • Minimum 5 years of experience preferred in sales and/or sales training

  • Excellent communication and presentation skills

  • Experience with Learning Management Systems, Brainshark experience is preferred

  • Healthcare industry experience is preferred but not required

  • Demonstrated ability to create and implement effective sales training strategies in complex selling environments

  • Proven ability to lead, a self-starter, goal oriented, and comfortable with a changing environment

  • Demonstrated performance consulting, project management, learning experience design, and facilitation skills

  • Leadership development and coaching experience

  • Demonstrated business acumen, strategic thinking, and confidence

  • Demonstrated ability to originate a creative and innovative approach to address performance gaps

  • Experience structuring and implementing sales development programs (ongoing and continuation training)

  • Experience partnering with sales leadership to drive sales performance initiatives

  • Travel requirements approximately 35%

Company Overview:
The Clinical Solutions Division of Elsevier uses its industry-leading intellectual property and content to create Clinical and Drug Reference, Patient Engagement, Performance Management, Workflow and Decision Support products for healthcare professionals across a range of practice settings and commercial organizations. These products and tools aid in disease management, medication error reductions, workflow improvements, effective patient management and economic analysis and cost control.

The Clinical Solutions Division serves a variety of customer markets, including:

The Clinical Solutions Sales Team sells a suite of enterprise solutions to healthcare providers, including:

Reference & Decision Support

Clinical Reference Suite

Clinical Practice

Learning and Competency Management

Patient Engagement


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Sales Trainer

Relx Group