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National Training Specialist more...
Location:Philadelphia, PA
Company:Macmillan Learning
First posted:April 08, 2017
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Macmillan Learning is a division of the family-owned Holtzbrinck group of companies and is one of the leading educational technology companies. Through deep partnership with the world's best researchers, educators, administrators, and developers, we facilitate teaching and learning opportunities that spark student engagement and improve outcomes. We provide educators with tailored solutions designed to inspire student curiosity and measure progress. Macmillan Learning is comprised of renowned brands including Bedford/St. Martins, W.H. Freeman, Worth Publishers, Sapling Learning, Late Nite Labs, Hayden-McNeil, and Dynamic Books. We are an Equal Opportunity Employer. The successful candidate for this position will become an employee of Bedford Freeman & Worth Publishing Group, LLC, d/b/a Macmillan Learning.

Requirements
The National Training Specialist (NTS) is responsible for developing, coordinating and executing training that includes New Rep Training 1, 2, and on-going training of all Macmillan Learning sales representatives. S/he will collaborate closely with the Director of Training to coordinate training efforts to create and implement new training across the entire sales organization. The position will work with the divisions within Macmillan Learning to train on print and digital products, sales skills, and define both sales and product competencies for reps and specialists. NTS will train on CRM usage within the confines of the sales representative, specialist, and management positions and will be a strong advocate for the necessity of using data to drive business. The NTS will help design and implement all sales-relevant ML meetings. Deep collaboration across many different parts of the organization is required. This position is also responsible for meeting and exceeding financial and unit goals for Macmillan Learning.

Responsibilities:

Training Program:

  • Develop and implement training program for all members of Sales Organization on five main areas: orientation, sales, daily call planning, product knowledge, and CRM ((please use the apply button below)).
  • Maintain training materials and improve current training processes and tools.
  • Develop new training materials including sales tools, training videos, demo scripts, certification materials, etc. with enthusiasm and innovation.
  • Develop methods for assessing progress of sales representatives in their first 12-18 months.
  • Implement new and better ways to train on ML products and overall sales process.
  • Collaborate closely with Dir. of Training and NTS on implementation of best practice training for both new hires, current sales reps, and management training.
  • Collaborate with and assist Dir. of Training in gathering data on best sales practices, designing, and implementing data-focused training programs.
  • Work with reps and RMs off campus to improve efficiencies

    Travel Responsibilities:

  • Work with reps and RMs on campus making sales calls in North America.
  • Collaborate with RM, Specialists, and Rep to plan travel and trip to visit new rep
  • Book travel - flights, rental cars, hotel within budgetary constraints of training team
  • Work two full days with each rep assigned, working on all aspects of the sales rep position, including preparatory campus work, working with Cognos and SFDC data, systems training, organization, prioritization, and efficiency training, sales call training and coaching, sales and customer communication training, professional etiquette training, product training, and sales strategy.
  • Use Training Plan to write a training report after each trip within one week of end of trip, communicate trip summary via written report and phone call to sales manager and potentially director.

    Meeting Planning/Training Presentations:

  • Work with Director of Training and NTS to create and implement training materials and live training for 6+ training meetings/year. Lead up to 50% of training meetings and assist training team to implement others.
  • Writing and re-working agendas to meet the needs of new hires as determined by feedback from new reps, specialists, managers, trainers, and in-house colleagues.
  • Collaboration with Training Team, Sales Leaders, and Marketing to account for the goals and priorities of all parts of the organization.
  • Work and re-work schedules, book appropriate facilitators well in advance of meetings.
  • Logistical organization of booking conference rooms, hotel blocks, and social entertainment (dinners, etc.)

    Coordinating with Marketing and Sales Leaders:

  • Work with LSS, SCS groups to determine their best practices and how their skills/knowledge can be incorporated into the sales representatives' day to day activities.
  • Work with the Specialists and Specialist Managers in coordinating training sales reps to create individual training plans for sales representatives as needed.
  • Communicate issues, opportunities, observations and market trends to all Macmillan Learning groups.
  • Work with discipline product teams to help develop strategies and tools to successfully launch new products.
  • Assist ML Editorial & Marketing Groups at National Sales Meetings as requested by appropriate personnel.
  • Respond to requests from marketing and editorial to participate in the creation of materials needed for in-service, training and professional development.
  • Collaborate with Sales Executives on organizing and creating training opportunities for Sales Managers and Specialists.
  • Collaborate with marketing to plan and create product training resources and schedule live trainings for new rep groups.
  • Work with marketing leaders to determine company product priorities and schedule trainings according to these priorities with appropriate discipline teams.
  • Attend assigned national conferences.
  • Train sales group to take full advantage of Market Development leads

    Departmental/Budget:

  • Actively participate at semi-annual Macmillan Education sales meetings and regional sales meetings.
  • Maintain company property including physical office equipment, all company materials, computer equipment and databases.
  • Manage and track travel & entertainment (T&E) activities and remain within budget.
  • Achieve annual sales goal.

    Required Skills / Knowledge:

  • Work collaboratively across all groups - good group management and negotiation skills
  • Self-Motivated and Self-Starter
  • Excellent verbal, written and presentation skills.
  • Excellent technical skills and the ability to solve problems
  • Ability to objectively analyze and evaluate individual training needs
  • Ability to generate and implement new ideas
  • Ability to adhere to strict deadlines
  • Ability to work in a fast-paced environment where attention to detail is important
  • Flexibility in training role responsibilities
  • Ability to adapt to changes in the work environment quickly
  • Ability to read, interpret, and present data
  • Shows respect and sensitivity for cultural differences
  • Ability to learn quickly, multi-task, prioritize and take initiative to provide support
  • Excellent analytical / problem solving skills
  • Proficient computer skills with experience using Windows and all Microsoft Office products.
  • Organized and customer focused with project management / planning
  • Ability to communicate with supervisors and colleagues in a straightforward manner
  • Prompt, professional, and ethical personality
  • Inspires the trust of others
  • Upholds organizational values, follows policies and procedures
  • Travel 50%, must have the ability to plan travel and work in the field with new and current reps

    Experience Needed:

    5-7 Years Work Experience (Education Industry prioritized)
    Skills/Experience/Credentials: 3-5 years Publishing Sales preferred, marketing, and/or editorial experience with success selling or promoting or creating digital products.
    Educational Requirement:

    Bachelor's Degree or Higher

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