Sales Training Manager

This is a fully remote position, open to applicants in California.

📋 Description

• Take charge of the development and sales-readiness journey for new Sales Consultants, mainly those in their first 0–2 years at TCM.

• Travel nationally about 50–75% of the time to collaborate with Sales Consultants in their territories and engage in customer-facing sales activities.

• Observe real-world selling scenarios and provide immediate, actionable coaching.

• Demonstrate effective selling techniques during live customer interactions and gradually transfer responsibility to Sales Consultants.

• Enhance performance in meetings, customer-needs identification, opportunity creation, opportunity advancement, and closing sales.

• Cultivate consultant knowledge and confidence regarding TCM’s instructional-resource offerings.

• Reinforce TCM’s sales protocols, tools, expectations, and best practices.

• Design and conduct virtual sales and product training for new Sales Consultants.

• Develop, manage, and implement personalized development plans with objectives, timelines, success metrics, and follow-up actions.

• Collaborate with Regional Vice Presidents to synchronize development objectives and oversee coaching strategy and execution.

• Provide documented feedback and follow-up commitments to Sales Consultants and RVPs.

• Identify performance gaps, implement targeted interventions, assess improvements, and escalate ongoing issues.

• Create or coordinate training solutions to address recurring skill, process, or product-knowledge deficiencies.

• Partner with the SVP of Sales to ensure training aligns with the company's sales strategy and field requirements.

• Lead TCM Rookie Camp in California biannually, encompassing development, facilitation, coaching, role-play evaluation, and follow-up.

• Participate in the Winter Sales Meeting and National Sales Meeting.

• Maintain a scorecard that tracks activity, meeting generation, pipeline creation, opportunity advancement, sales outcomes, time to productivity, and goal achievement.

• Utilize KPIs to refine coaching plans and demonstrate training effectiveness.

• Support the development of TCM Sales Consultants and enhance measurable sales performance improvements.

⛳️ Requirements

• Proven successful experience in selling instructional resources or educational solutions to schools and districts.

• Strong understanding of consultative sales processes, territory development, CRM systems, and sales tools.

• Familiarity with PreK–12 instructional resources and customer requirements.

• Demonstrated ability to secure customer meetings and generate new sales opportunities.

• Proven skills in discovery, solution presentation, objection handling, establishing next steps, opportunity advancement, and closing deals.

• Demonstrated strong sales outcomes and effective territory development.

• Ability to translate personal sales achievements into teachable and coachable behaviors.

• Strong facilitation, presentation, and communication skills in both virtual and in-person settings.

• Capability to observe performance, identify skill or behavior gaps, and provide actionable feedback.

• Demonstrated commitment to the development of others.

• Strong organizational abilities to manage multiple consultants, regions, development plans, and travel schedules.

• Ability to assess performance using observation, activity metrics, pipeline data, and sales results.

• Excellent collaboration skills with Professional Learning, Sales leadership, Regional Vice Presidents, and internal teams.

• Willingness and capability 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.

• Bachelor's Degree.

🏝️ Benefits

• Medical, dental, and vision insurance.

• Paid vacation, sick leave, and company holidays.

• 401(k) plan with employer matching.

• Childcare reimbursement assistance.

• Home office support.

• Virtual work arrangement.

• Comprehensive company benefits.