Job Description

Job Title: Manager, Sales Performance Training
Job ID: 695674
Status: Full-Time
Regular/Temporary: Regular
Hours:
Shift: Day Job
Facility: UPMC Health Plan
Department: WKP Global Adminis
Location: 600 Grant St, Pittsburgh PA 15219

Description

Are you a self-motivated individual with a background in Sales Training?

WorkPartners is hiring a full-time Manager, Sales Performance Training. WorkPartners is an innovative health, wellness, and productivity company that enables clients to transform the well-being of their workforce. Our customizable, integrated solutions and advanced analytics allow organizations to maximize employee engagement, lower healthcare costs, and improve overall employee health. With an outcome-focused, consultative approach and four strategic lines of business – absence management services, Life Solutions health management, wellness and employee assistance programs, worker’s compensation, and on-site health services – WorkPartners provides comprehensive workplace strategies built on more than 20 years of experience and proven results. This position is located in downtown Pittsburgh at the US Steel Tower and is a Monday through Friday daylight position.


The Manager, Sales Performance Training will work under the direction of the Director of Sales Operations and will oversee all sales training activities for WorkPartners. Our ideal candidate understands our businesses, our objectives and our culture and is experienced at developing training curriculum and ideas to ensure achievement of sales targets. The individual will have extensive experience in the delivery of sales training such as sales methodology, sales skills and product training. The Manager, Sales Performance Training will be responsible for creating a learning environment that challenges Sales Executives to elevate their skills and knowledge to produce results. Through a coordinated effort with Sales and Marketing leadership, develop selling skills, product / market knowledge and tools that support WorkPartners' strategies. We're seeking someone who sets a high bar for the quality of their work. This individual should have a passion for inspiring sales teams and delivering sales results. A significant part of the role will require proactive assessments of the existing sales team and identifying gaps as well as training solutions to monitor and close those gaps.

Responsibilities:

  • Create sales training programs that support an effective and motivated sales organization.
  • Design a Sales Process training module that fully describes each phase of the sales process and includes training and coaching on each phase.
  • Designs and updates training as needed based on analysis and a changing market landscape.
  • Develop and deliver a Sales Force training module to the Sales Executives. This training should encompass how to use the CRM tool as well as expectations for the Sales Executives regarding inputs and updates to Sales Force.
  • Develop and implement tools to evaluate the knowledge and talent of existing sales team members as well as new Sales Executives after they've completed their on-boarding process and training.
  • Develop training modules for each WP product line. This training will include product knowledge, competitive data/information; and sales talk-tracks and objection handling that will equip the Sales Reps to successfully grow their respective territories and maximize revenue potential.
  • Initiate and lead projects related to sales training.
  • Monitors and analyzes Sales Executive effectiveness post-training via Sales Force and person-to-person interactions. The interactions might include shadowing the Sales Executive or phone calls / role playing to ascertain Sales Executives knowledge.
  • Prior to conclusion of each sales training module, the Manager, Sales Performance Training will confirm each Sales Executive has a thorough understanding of the sales process, products, competition, market, Sales Force and has a clear understanding of expectations moving forward.
  • Proactively assesses knowledge gaps within Sales teams and spot checks to ensure consistent adoption of sales methodology and processes by traveling with Sales Executives; observing sales encounters; studying sales results and Salesforce reports; conferring with sales and BU leadership. Leads efforts working with colleagues, BU's and leadership to address knowledge gaps through training initiatives and programs.
  • Report on training program effectiveness
  • Stays current with training technology by attending professional meetings and trainer development events
  • Supports training financial objectives by recommending budget items; controlling costs
  • With management direction, researches, writes and distributes background information to supplement recently published articles or white papers, answer frequently asked questions and gain a further understanding of competitive issues.
  • Work as part of the sales team to generate ideas for sales opportunities, processes and systems.

Qualifications

  • B.S. Degree required, Masters or MBA preferred.
  • 5+ years experience in training required.
  • Prefer 3 years experience in health insurance
  • Extensive knowledge of learning principles and modern training techniques
  • Ability to facilitate meetings and trainings of all sizes
  • Extensive experience and understanding of the sales process, preferably with customer service experience
  • Incumbent should have experience designing plans and activities to identify and assess skill gaps within a sales and customer service organization. They should also have demonstrated experience designing, developing and delivering training curriculum to address those gaps.
  • An ability to plan and manage the full training cycle
  • Computer skills with proficiency in Microsoft Office, including: Outlook, Word, Excel, PowerPoint and Access as well as Internet Explorer.
  • Prefer experience with SalesForce or other CRM tools.

    Licensure, Certifications, and Clearances:
    UPMC is an equal opportunity employer. Minority/Females/Veterans/Individuals with Disabilities

Salary Range: $30.89 to $52.76

Union Position: No

At UPMC, our shared goal is to create a cohesive, positive, experience for our employees, patients, health plan members, and community. If you too are driven by these values, you may be a great fit at UPMC!

QUALITY & SAFETY
DIGNITY & RESPECT
CARING & LISTENING
RESPONSIBILITY & INTEGRITY
EXCELLENCE & INNOVATION

UPMC provides a total rewards package that can help you achieve the goals you have for your career and your personal life. Whether you want to learn a new skill through a training course, reach personal health and wellness targets, become more involved in your community, or follow a career path that provides you with the right experience to be successful, UPMC can help you get to where you want to be.



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