Job Description - Senior Manager, Dealer Training and Development
Senior Manager, Dealer Training and Development
This position will lead a team of field-based associates with a core mission to reach Dealers and Distributors and provide training and information related to the Clients connected products, subscription services and ecosystem partnership programs and initiatives. The role will work collaboratively with business stakeholders to define the methods and skills required to ensure adoption of our connected products and subscription services. This position will play a key role in defining the program success metrics and their measurement and will partner with Sales Enablement to develop the necessary training tools and playbooks for success.
Duties and Responsibilities:
Act as the company's expert on selling subscription services & connected products
Work with insights and Marketing team to define target markets ( "where to hunt ")
Build robust scaling plan for channels as it relates to connected products and subscription services with initial key focus on Delivery.
Build "Beta " group of service dealers and define profiles for each.
Work with product owners as additional connected products and subscription services are launched to develop plans for identifying the channels, customer profiles, and cross selling opportunities that will lead to success for these new launches. This would include the training plans and execution for participating Partners.
Benchmark sales methods against Partner's (customer) adoption process to understand and define what skills, knowledge, process and tools are required by the sales force to drive increased sales effectiveness for subscription services and connected products, share insights with Sales Enablement, Channel Marketing, and Delivery team stakeholders.
Create and maintain an analysis of Partner's (customer) current skills, processes, and knowledge to identify strengths and areas for development, and draw assistance from the Clients Sales Enablement team to deliver programs to support Partner development in order to achieve the Clients strategic initiatives.
Provide input to Sales Enablement team to create and update sales playbooks based on business strategy, seller feedback and shifting market demands in order to better enable Sales team to sell subscription services and connected products
Measure and provide feedback to Channel & Sales Enablement teams as to the effectiveness and efficiency of Sales materials across all sales stages related to Connected Products and Delivery.
Manage the Sales Enablement content library for Delivery and ensure all information is easy to find and readily accessible.
10 years of experience in Sales, Sales Enablement, Sales Operations or Sales Training roles.
A strong understanding of Sales life cycles and the impact of effective Sales Enablement on those life cycles; exceptional analytical and conceptual thinking skills with the ability to proactively identify issues and implement mitigation plans; ability to effectively assess and overcome customer concerns and create a win-win outcome.
Strong technical background for engaging with connected products & services and affinity for consumer home automation and related products and services.
Experience in field product sales or account management.
Prior experience managing individuals in a Sales, Sales Training, or Sales Enablement role.