Sales Trainer

6 days ago

San Antonio, Texas, United States Holt CAT Full time

Job Summary:

The Sales Trainer is responsible for developing, delivering, and refining all Machine Sales-specific technical, financial, and influence training. This includes creating structured training schedules and delivering training sessions across the sales team. The ideal candidate will have expert knowledge of the heavy equipment industry, including market trends, customer needs, and competitive landscape.

Key Responsibilities:

  • Co-designs, develops and delivers detailed sales-related curriculum and industry-specific workshops in a manner consistent with our company's Vision, Mission, and Core Business Values.
  • Collaborates with key stakeholders to incorporate key technical and dealership selling features into sales training programs.
  • Creates and delivers training sessions across the sales team, using various instructional techniques to engage participants, such as role-playing, hands-on demonstrations, and interactive workshops.
  • Develops and trains Sales Representatives on effective sales techniques, including prospecting, qualifying leads, presenting solutions, and closing deals.
  • Facilitates evaluative sales ride-along sessions to assess salesperson effectiveness, documents and distributes descriptive and prescriptive reports to salesperson and sales leadership, and measures pre- and post-ride-along metrics.
  • Assesses the effectiveness of training programs through feedback, performance metrics, and evaluations, and monitors and reports on sales metrics to determine the effectiveness of training programs.
  • Documents and communicates competitive sales behavior, provides alternative sales strategies/support if applicable, and reports findings to sales leadership.
  • Coaches, promotes and reinforces tools, lessons, and processes taught in HDSI classes to ensure customer integration of critical job skills and competencies.
  • Participates in the interviewing process to assess candidates' skills and suitability for the sales team and provides recommendations and insights on candidate selection.
  • Continually acquires new sales, developmental, and instructional skills essential for sustained, productive, and professional organizational growth.
  • Responds to employee development requests by recommending appropriate tools/classes or by redirecting to another HDSI representative.
  • Communicates sales learning event details, pre-work assignments, and material.
  • Maintains confidentiality in alignment with values culture and organizational guidelines.
  • Models, promotes, reinforces, and rewards the consistent use of HOLT's Values Based Leadership (VBL) tools, models, and processes to ensure alignment with our Vision, Values, and Mission.
  • Works safely at all times and adheres to all applicable safety policies; complies with all company policies, procedures, and standards.
  • Performs other duties as assigned.

Requirements:

  • Bachelor's degree, or equivalent experience, Master's degree preferred.
  • Eight years of related experience required, 10 years preferred.
  • Expert knowledge of the heavy equipment industry, including market trends, customer needs, and competitive landscape.
  • Comprehensive understanding of sales processes, techniques, and best practices.
  • Sound knowledge of adult learning principles and effective training methodologies.
  • Consistently demonstrates excellent verbal, written, and communication skills.
  • Excellent interpersonal skills are needed to establish working relationships with multiple departments and various levels of the organization.
  • Consistently applies influencing skills in emotionally charged situations.
  • Ability to accurately articulate and develop various sales training materials including manuals, presentations, videos, and e-learning modules.
  • Demonstrates ability to work on multiple projects and deal effectively with employees and management.
  • Excellent oral and written communication skills to include formal presentation skills before small and large groups.
  • Consistently demonstrates excellent planning and coordination skills.
  • Knowledge of Microsoft Office products; Excel, Outlook, Word, etc.
  • Exceptional organizational, time management, and multi-tasking skills.
  • Ability to work independently as well as a part of a diversified team.

Travel:

Up to 40% of travel, including overnight stays, is to be expected.

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