Sales Training Manager
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Job Description
Sales Training Manager developing newer consultants’ sales skills for Teacher Created Materials’ PreK–12 instructional resources. Delivering field coaching, virtual training, and nationwide sales-readiness programs.
Responsibilities:
- Own the development and sales-readiness progression of newer Sales Consultants, primarily those within their first 0–2 years at TCM
- Travel approximately 50–75% nationwide to work alongside Sales Consultants in their territories and participate in customer-facing sales activity
- Observe real-world selling situations and provide immediate, actionable coaching
- Model effective selling behaviors during live customer interactions and gradually transfer ownership to Sales Consultants
- Drive improvement in meetings, customer-needs identification, opportunity creation, opportunity advancement, and closing
- Build consultant knowledge and confidence across TCM’s instructional-resource portfolio
- Reinforce TCM’s sales process, tools, expectations, and best practices
- Design and facilitate virtual sales and product training for newer Sales Consultants
- Create, own, and execute individualized development plans with goals, timelines, success measures, and follow-up actions
- Partner with Regional Vice Presidents to align development priorities and own coaching strategy and execution
- Provide documented feedback and follow-up commitments to Sales Consultants and RVPs
- Identify performance gaps, implement targeted interventions, measure improvement, and escalate persistent concerns
- Develop or coordinate training solutions for recurring skill, process, or product-knowledge gaps
- Partner with the SVP of Sales to align training with company sales strategy and field needs
- Lead TCM Rookie Camp in California twice annually, including development, facilitation, coaching, role-play evaluation, and follow-up
- Participate in Winter Sales Meeting and National Sales Meeting
- Maintain a scorecard tracking activity, meeting generation, pipeline creation, opportunity advancement, sales results, time to productivity, and goal attainment
- Use KPIs to adjust coaching plans and demonstrate training impact
- Support TCM Sales Consultants’ development and measurable sales performance improvement
Requirements:
- Demonstrated successful experience selling instructional resources or educational solutions to schools and districts
- Strong knowledge of consultative sales processes, territory development, CRM systems, and sales tools
- Knowledge of PreK–12 instructional resources and customer needs
- Demonstrated ability to secure customer meetings and create new sales opportunities
- Proven ability in discovery, solution presentation, objection handling, establishing next steps, opportunity advancement, and closing business
- Demonstrated strong sales results and successful territory development
- Ability to translate personal sales success into teachable, coachable behaviors
- Strong facilitation, presentation, and communication skills in virtual and in-person environments
- Ability to observe performance, identify skill or behavior gaps, and provide actionable feedback
- Demonstrated commitment to developing others
- Strong organizational skills and ability to manage multiple consultants, regions, development plans, and travel schedules
- Ability to evaluate performance using observation, activity metrics, pipeline data, and sales results
- Strong collaboration skills across Professional Learning, Sales leadership, Regional Vice Presidents, and internal teams
- Willingness and ability to travel approximately 50–75% nationally
- Ability to sit, stand, and walk for extended periods
- Ability to lift and carry up to 50 pounds
- Frequent use of computer keyboard, mouse, mobile phone, CRM, and virtual meeting technology
- 4 Year Degree
Benefits:
- Medical, dental, and vision insurance
- Paid vacation, sick time, and company holidays
- 401(k) with employer match
- Childcare reimbursement support
- Home office support
- Virtual work arrangement
- Company benefits
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