Sales Trainer

Summary

The Sales Trainer position has overall responsibility of continuously developing Sales skills for all territory and national account teams. The position will work in cooperation with the VP of Sales and Marketing, the Regional Directors, and individual Sales team members to ensure that each member of the team has a clear individual education plan and that they are progressing along the agreed upon path.


Essential Job Duties

• Assess training needs with sales leadership, using performance data, ride-alongs and representative feedback.
• Design onboarding, product, and sales-skills curricula using instructional design models such as ADDIE or SAM.
• Build learning content for multiple formats: instructor-led, virtual, e-learning, microlearning, job aids, and role-play scenarios.
• Translate technical product information into clear, customer-focused selling content.
• Develop vertical-specific training on customer needs in markets such as agriculture, mining and aggregates, waste and recycling, chemical and energy, and transportation and logistics.
• Facilitate engaging in-person and virtual sessions for groups of all sizes.
• Apply adult learning principles - experiential learning, spaced practice, scenario-based learning, and immediate application on the job.
• Coach representative one-on-one and equip sales managers to reinforce training in the field.
• Lead training programs for products, sales methodology, and CRM use.
• Administer the learning management system (LMS): enrollments, learning paths, completions, and reporting.
• Create content with authoring tools (e.g., Articulate 360, Adobe Captivate, Camtasia) and run virtual sessions on Teams or Zoom.
• Partner with sales operations to integrate training with CRM workflows and sales enablement platforms.
• Other duties as assigned.

Required Qualifications - Required qualifications to effectively perform the job. An equivalent combination of education, training, and experience will be considered. (Additional requirements may be designated by position.)

• Bachelor's degree in business, education, communications, or a related field, or equivalent experience.
• Minimum of three (3) years in sales training, sales enablement, or corporate training, including designing and delivering programs for B2B sales teams.
• Proficient in Microsoft Office products - specifically Excel, Word, Outlook, and PowerPoint.
• Hands-on proficiency with:
  • An LMS (e.g., Cornerstone, Docebo, TalentLMS, SAP SuccessFactors Learning)
  • E-learning authoring tools (e.g., Articulate Storyline/Rise, Adobe Captivate)
  • Video and screen-capture tools (e.g., Camtasia, Vyond)
  • Virtual classroom platforms (Microsoft Teams, Zoom, Webex

Knowledge, Skills, and Abilities - May be representative, but not all-inclusive, of the knowledge, skills, and abilities commonly associated with this position.

• Proven use of ADDIE, SAM, or similar models to take a program from needs analysis through evaluation.
• Working command of adult learning theory (Knowles' andragogy, Kolb's experiential learning cycle, the 70-20-10 model) and how to apply it to adults with real quotas and limited time.
• Experience training sellers of industrial equipment, capital goods, or technical products.
• Experience with Salesforce or another CRM.
• Experience building training for a vertical or national accounts sales team.
• Solid understanding of the B2B sales cycle, consultative selling, and pipeline management.
• Confident, engaging presenter who can read a room and adjust in real time, in person and virtually.

Work Environment - Environmental or atmospheric conditions commonly associated with the performance of the functions of this job.

• General office conditions. Exposed to moderate noise levels.
• Work is performed in a busy, open area with cubicles.

Physical Abilities - Activities that are commonly associated with the performance of the functions of this job. The physical demands described below are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

• Physical demands are light, consisting of sitting and using office equipment and computers.
• Required to use close vision and be able to focus.
• Regularly required to talk and hear; frequently required to sit, stand and bend at the knee and waist, and walk.
• Must be able to have repetitive wrist, hand, and/or finger movement to type and work on a computer.
• Must have finger dexterity and hand-eye coordination to work on a computer, telephone, and related office equipment.
• Some travel is required, up to 10% of annual hours worked to field locations, branches, and sales meetings.
• Regular attendance is a necessary and an essential function.
• FLSA Status: Salary, Exempt.

Fairbanks Scales Inc. is an Equal Opportunity Employer including Disability/Vets

DISCLOSURE REGARDING BACKGROUND INVESTIGATION

Fairbanks Scales Inc. may obtain information about you from a third-party consumer reporting agency for employment purposes. Thus, you may be the subject of a "consumer report" and/or "investigative consumer report" which may include information about your character, general reputation, personal characteristics, and/or mode of living, and which can involve personal interviews with sources such as neighbors, friends, or associates, The reports may contain information regarding your credit history, criminal history, social security verification, motor vehicle records ("driving records"), verification of your education or employment history, or other background checks. Credit history will only be requested where such information is substantially related to the duties and responsibilities of the position for which you are applying.

NOTIFICATION OF PRE-EMPLOYMENT DRUG SCREENING

Fairbanks Scales Inc. performs post-offer, pre-employment drug testing for all roles prior to being hired into any role as part of our Drug Free Workplace Policy. In addition, Fairbanks Scales Inc. performs post-offer, pre-employment drug testing under the authority of the U.S. Department of Transportation prior to being hired for any role or transferred into a safety-sensitive role.