Director of Sales Training

Director of Sales Training

Ryan Fireprotection is building a best-in-class Service Sales team, and this role sits at the center of that mission. The Director of Sales Training is responsible for designing, delivering, and continuously improving a structured sales training program that prepares new service sales professionals to perform at a high level. This is not a passive classroom role. The right candidate will own the outcomes of every person who comes through the program, holding trainees accountable to clear performance standards and making objective recommendations on advancement or separation. This position works closely with the Director of Learning & Development and all Service Sales Managers across the organization. While the program is headquartered in Indianapolis, where company-wide sales staff will travel for in-person sessions, a significant portion of training will be delivered remotely. As one of the founding contributors to Ryan's Learning & Development department, this person will also help shape the infrastructure, tools, and standards that the program is built on.

Key Responsibilities

Curriculum Delivery & Management

• Deliver and manage a structured Service Sales training curriculum aligned to Ryan Fireprotection's standards and culture
• Facilitate both in-person and remote training sessions via Microsoft Teams with equal effectiveness
• Adapt delivery to the needs of adult learners across varying experience levels
• Collaborate with Service Sales Managers to ensure curriculum reflects real-world field expectations
• Contribute to the ongoing build-out of Ryan's Learning & Development infrastructure and documentation

Performance Management & Accountability

• Establish and monitor trainee progress against defined KPIs, quote activity targets, and sales goals
• Develop and administer assessments, tests, and skills evaluations to measure comprehension and readiness
• Maintain performance records and provide regular progress reports to the Director of L&D and Service Sales Managers
• Make clear, objective recommendations regarding trainee advancement, remediation, or separation based on performance data
• Ensure the program functions as a performance filter - protecting the team's standards by moving on those who are not meeting the bar

Technical & Sales Certification

• Guide trainees toward recognized Sales Training Certifications as part of their professional development path
• Prepare trainees to pursue and obtain NICET certifications relevant to the fire protection service side of the business
• Stay current on NICET program requirements and integrate exam preparation into the training curriculum
• Track and report on certification progress and attainment for each trainee

Program & L&D Development

• Refine and expand the existing training program using adult learning principles and sales effectiveness best practices
• Create and maintain training materials, assessments, scorecards, and performance tracking tools
• Build out metrics and testing frameworks that objectively measure trainee achievement at each stage
• Collaborate with leadership to scale the program in step with the organization's 20% annual growth trajectory
• Serve as a foundational contributor to Ryan's Learning & Development department as it matures

Who We Are Looking For

The ideal candidate brings a rare combination of fire protection field credibility and the ability to teach, coach, and hold people accountable. This is a high-standards environment, and the Trainer must model the expectations they set for the team.

The Sales Professionals You'll Develop:

• You will be recruiting and developing sales people who are:
• Assertive - they pursue opportunities with confidence and don't wait to be told what to do
• Competitive - they want to win, track their numbers, and hold themselves accountable
• Personable - they build real relationships with customers and colleagues
• Results-driven - they measure success in outcomes, not activity

Required Qualifications

• Minimum 5 years of experience in the fire protection industry, with direct exposure to the service side of the business
• Demonstrated experience in adult education, sales training, or professional development delivery
• Proven ability to manage and coach individuals toward measurable performance outcomes
• Strong working knowledge of NICET certification programs and requirements
• Comfortable delivering training via Microsoft Teams and other digital platforms
• Experience developing or contributing to training curricula, assessments, or onboarding programs
• Ability to make and communicate objective performance decisions - including separation recommendations
• Strong organizational and documentation skills; able to build and maintain structured performance tracking systems

Preferred Qualifications

• Prior experience in a dedicated Learning & Development, Training, or Organizational Development role
• Familiarity with adult learning theory and instructional design principles
• NICET certification (any level) in fire protection systems
• Sales Training certification (e.g., Sandler, SPIN, Challenger, or equivalent)
• Experience building out a training program from early stages
• Background in service sales, specifically inspection, testing, and maintenance (ITM) or service contract sales