About this opportunity
Sales Enablement is a vital function in this process, with its goal in empowering the Sales Teams with the necessary knowledge of sales techniques and systems, coaching and training them to increase their effectiveness in the field.
Understanding the needs of our customers in order to help lead them to the most productive solution with a mutually beneficial result.
This begins once the sales team member comes on board, in training, guiding, coaching and facilitating their rise to the next level.
In this role, you will
Create sales training material with clear objectives, target audience, KPIs, selling techniques, exercises, role-plays, and coaching scorecards.
Compile, translate and localise regional and global training material to be used in-country for the local sales teams, including sales managers.
Maintain a library of sales training material and update them when necessary and / or notified.
Conduct a variety of courses for the local sales teams in sales techniques, systems, processes, software (such as Salesforce CRM) and competencies using both online and offline platforms.
Conduct courses when required in other aspects such as competitive selling, product launches, proprietary software, white papers and customer support.
Design reference material for sales teams in topics including battle cards, objection handling, pitch decks, talk tracks and competitor overviews.
Administer in-field sales coaching for sales representatives and managers in sales techniques (monthly) and competencies (semi-annually)
Manage sales systems via metrics and reviews. Follow up with analyses on inefficiencies found in the data and ensure that these gaps are addressed
Sharing of best practices from other markets, localising them to market-specific needs and organise training and in-field coaching sessions.
In this role, you’ll need
In-depth understanding and experience in conducting and administering courses in sales techniques, technologies, processes, and systems.
Holistic knowledge of sales training best practices (analysis, instructional design, delivery, implementation, and evaluation).
Ability to map the sales process to the customer buying journey to understand and enhance what skills, knowledge, processes and tools are required by our sales force to achieve conversion in less time and effort.
Proficient in training of sales management best practices, including territory management, business planning, strategic management and sales coaching.
General knowledge of effective hiring and selection practices for sales roles.
Expert-level ability to manage projects from concept to completion.
Professional-level ability to plan, facilitate and conduct training events for both local, Asia-Pacific regional and global sales teams.
Effective strategic, conceptual, and analytical thinking, and decision-making skills, yet highly adaptable and flexible, with the ability to manage deadline pressure, ambiguity, and change.
Strong negotiating skills within a context of political sensitivity and conflicting interests, able to collaborate and generate a spirit of cooperation while coordinating diverse activities and groups within a team environment
Highly-developed training, presentation and written communication skills.
Adept at consulting or providing guidance on complex sales and training matters to non-specialists; ability to communicate effectively with senior country and Asia-Pacific sales management teams.
Ability to read, write and speak English at a professional level.
Strong tendency to listen and ask more, an attitude of perpetual curiosity in understanding the customers’ needs, via respectful querying and probing.
Excel at listening for key messages in customers’ words and leads customers to the solution and the benefits via guided questioning.
Provide support to audit processes and quality management system as required.
Required Experience and Qualifications
Minimum 3 5 years as a successful sales person with a proven track record of achieving and exceeding sales targets
At least 3 years as a Regional or National level Sales Manager managing sales teams, territories and targets is highly preferred.
Candidates with a minimum of 5 years of experience working within a matrixed organisation in a Medical Device MNC would have an advantage
Minimum of 3 years as a Sales Trainer in a corporate environment.
Minimum of a Bachelors’ Degree in any subject. Candidates with an MBA from an International Institution have a strong advantage.
Certification in Sales Training and Coaching (any methodology, eg SPIN, Challenger, Consultative, Value, SNAP etc.) is an advantage.
IELTS Band Score 7.5 and above, TOEIC score of 800 and above, or similar scores on recognised international English testsis advantageous.