Sales Trainer

Waste Pro USA, Inc.900 Longwood-LONG

The Sales Trainer provides sales training, mentoring, and support services to educate sales staff from the point of their initial hire and on a continuous, ongoing basis. Develops and implements training and professional development programs. Creates, selects, and develops curriculum and other resources for sales training programs. The Sales Trainer manages all sales training-related activities including content development and delivery, and measures training effectiveness.

Through developed internal partnerships and a high degree of interaction with Corporate Sales and Operational Teams, the Field Sales Training Manager will build foundational skill trainings into our sales processes to ensure sales opportunities are professionally responded to that enable Waste Pro to meet the needs of their current and prospective clients.

ESSENTIAL JOB FUNCTIONS:

• Establish group and individual training needs by collaborating with sales leadership, analysis of sales KPI's, and performance results. Identify skills and training needed to enhance sales productivity, maximize potential sales volume, and profitability.

• Build and sustain relationships with Sales and Management Teams.

• Work in partnership with corporate sales, marketing, and RVP/DVP's to create, select, and develop sales training content that aligns with the overall business and division goals.

• Facilitate one-on-one and group sales training.

• Provide leadership and mentoring to coach sales staff, as needed.

• Lead the development, coordination and presentation of sales training and development programs for sales employees (P/V, CSA's, SFDC, Presentations)

• Oversee the design and implementation of all activity supporting new sales rep on-boarding, field sales training programs and ongoing learning plan.

• Effectively decide on modes of training delivery (Teams, Videos, Self-Guide, In-Person).

• Establish performance matrix and tracking that validate the effectiveness of training programs.

• Effectively track local division-based training encounters to ensure consistent and timely delivery of required training and milestones.

• Oversee logistics required to coordinate training including hotels, transportation, and food required.

• Work with corporate administrator training schedules and on commission incentive training document/content.

• Partner with the Corporate Training Manager to ensure training materials align with the development and execution of the overall learning and development strategy, available technology, and record keeping.

• Maintain sales training records in ADP LMS.

• Maintain awareness of competition and trends affecting the industry.

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OTHER JOB RESPONSIBILITIES:

• Responsible for keeping up to date on current technology used by both Waste Pro USA and other managed service businesses, as job appropriate.

• Attend and participate in corporate sponsored courses and events, as assigned.

QUALIFICATIONS:

• Education: Prefer BA/BS degree in business, marketing, or equivalent experience. Related work experience can be substituted for educational requirements.

• 5+ years of sales/marketing/business development experience within the Waste Services Industry or business to business (contract based) experience.

• Teaching or sales training experience preferred.

• Proficient in Salesforce and must demonstrate a basic understanding of applied use of sales automation technology used in support of the sales process.

• Strong command of English language and good verbal and written communication skills.

• Demonstrated use of consultative and solutions based selling skills.

• Outstanding skills in negotiation, contract management, forecasting and strategic planning.

• Broad base of expertise across sales processes i.e. sales generation, customer interaction, presentation, client interaction, negotiation, account management, forecasting, pricing, and sales closure.

• Above average organization, interpersonal, listening, presentation and problem-solving skills.

• Professional demeanor and adaptability required to change as dictated by situation(s).

• Proficiency in using array of software packages, including MS Outlook, Word, PPT and Excel.

• Well versed in problem solving, market research, financial/profitability analysis, pricing, and client relationship management.

• Must be prepared for extensive travel within a defined regional territory.

• High degree of autonomy, yet team oriented with ability to work cross functionally within dynamic environment.

Special Considerations/Physical Work Requirements:

Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of the job.

• Required to use motor coordination with finger dexterity (such as keyboarding, machine operation, driving, etc.) most of the workday.

• Properly licensed with ability to drive a motor vehicle.

• Must be prepared for extensive travel within a defined regional territory.

WORK ENVIRONMENT:

• Normal setting for this job is: Office Setting/Outside Sales.

Waste Pro supports a diverse workforce and is an Equal Opportunity Employer. Waste Pro does not discriminate against individuals based on race, creed, color, gender, religion, national origin, age, disability, veteran status, pregnancy, marital status, citizenship status, sexual orientation, gender identity, genetic information, or any other classification protected by applicable laws.