Director of Commercial Training and Education - DACH
To drive consistent, reliable growth and success for the sales organization through effective delivery and measurement of learning programs that build and develop a high performing sales team.
This position reports to the Americas Lead / International Lead and is responsible for all elements of Sales Training at a Priority Cluster Level.
The role is a member of the Global Commercial Training and Education Leadership Team. It is expected that these roles will play a part in shaping global training strategy as well as ensuring that all training interventions are appropriate and impactful at the business cluster level.
The Cluster Director of Commercial Training and Education acts as the link between global strategy and local delivery. They are accountable for the delivery of the agreed cluster-
level training plan and they should work closely with local leaders to agree an annual Service Level Agreement (SLA) with clear metrics and deliverables.
It is expected that the role will be a part of the Cluster Leadership Team, working closely with the Cluster Leader / MD and with his / her team of BUDs.
They are responsible for leading a team of Commercial Training Managers and the Commercial Leadership Coach at a local level.
They should set the direction and standards for the team as well as overseeing the ongoing professional development of all global commercial training colleagues locally.
The role is focused on creating a performance culture, where every training intervention is measured and the value reported to the business on a regular basis.
The Director of Commercial Training is accountable for ensuring the ongoing certification of ALL S&N sales force colleagues in the cluster, assessing sales readiness and preparedness, and aligning certifications to cluster business imperatives.
They should ensure ongoing dialogue with the global content delivery team in order to ensure that all cluster programs are fit for purpose.
While not directly responsible for the success of Navigate at a cluster level, the role should nonetheless play a key part in ensuring the change leadership that will be needed for the successful deployment and ongoing benefit of Navigate.
They are also ultimately accountable for the appropriate deployment of all training resources in the cluster, and for the successful execution of local Field Sales Trainer and Train the Trainer programs.
Finally, it is expected that all Directors of Commercial Training and Education will continue to deliver training content relevant to their professional expertise either product related or leadership focused.
Team Leadership - 60%
Facilitates monthly 1 : 1 meetings with senior business partners, direct reports on goal creation & attainment, mentorship, and general performance managemen
Provides regular feedback to global content development team and to CT&E Leadership
Maintain engagement of team members and overall positive work environment.
Works with global content development and with other global leaders on wider regional / global vendor discussions
Deployment / Budget Management and Metrics
Be accountable for driving appropriate time split between classroom training and field coaching
Ruthlessly inspect cluster sales performance and look for ways to improve execution, efficiency and effectiveness in all parts of the training offering
Deliver Training - 30%
It is likely that Directors, Commercial Training and Education will continue the deliver training in all three business franchises, or in some cases that they will also act as the Commercial Leadership Coach for a Cluster
Global Sales Training - 10%
Each team member is expected to act as an ambassador for the global commercial training team professionalism, pride and performance culture.
Experience interpreting and translating complex data sets to summarize and present to senior management
Desirable Skills / Experiences
The role will require extensive Internal (Cluster) travel plus other international travel for Global Leadership Team Meetings (In total - up to 40%)