Regional Head of sales Training Europe

Regional Head of sales Training Europe

Job Purpose:

Develop and administer sales training plans and processes to develop the capabilities, performance and potential of sales function in line with overall business and sales strategy, current and future business needs, Group guidelines and policies

Differentiator:

• Subject matter expert who applies advanced knowledge of job area typically obtained through advanced education and work experience
• Manage projects / processes, working independently with limited supervision. Problems faced are difficult and sometimes complex

Key Tasks:

• Execute sales training plans and processes to design and deliver training courses/ programs specific to the sales function
• Conduct research and identify sales training needs for a product, customer segment, geography or industry sector
• Contribute to design of training courses/ programs specific to the sales function
• Understand sales processes and objectives and apply the same to effectively design curriculum/ content
• Prepare training calendars, seek and track participation of targeted teams, arrange administrative requirements, etc. for smooth delivery of training as per schedule
• Deliver internal training courses/ programs for new hire orientation, product training, sales process, consultative selling, sales effectiveness, presentation skills, phone selling skills, etc.
• Deploy appropriate delivery mechanisms such as classroom, webcast, e-learning, etc. to achieve desired learning outcomes
• Collect and analyze feedback and performance for evaluating training effectiveness
• Suggest enhancements in training processes, tools and standards to achieve best in class standards
• Identify problems that may not be clear in own area of authority and modify work methods accordingly
• Often explain facts and policies to external parties, sometimes use influence to convince external parties that have a desire to reach agreement to accept new proposals and approaches

Stakeholders:

• Connect with and influence other specialist departments and 3rd parties e.g. external service providers
• May convince others to accept new concepts, practices, and approaches
• Build strong, trusting cross-functional relationships with DHL managers
• Understand customer and key stakeholder’s interests and concerns and advise direct reports, customers and key stakeholders
• Provide technical guidance to line managers and employees

Management Responsibility

• Individual contributor who may manage two or fewer employees
• May direct the work of other lower-level professionals or manage processes and programs
• Coach and review the work of lower-level professionals

Skills:

Sales Process, Sales Effectiveness, Selling, Sales Targets, Negotiation Management, Sales Trainings, Training Needs Analysis, Performance Improvement, On the Job Training, Training Conceptualization, Digital Content Development, Design Thinking, Content Curation, DHL Business Knowledge, Business Processes, Business Strategy, Market Research, Project Management, Stakeholder Management, Influencing, Feedback, Presentation & Storytelling, Facilitation

Qualifications & Key Requirements:

Education Level

Bachelor’s Degree or equivalent experience/qualification

Experience Level

More than 4 years