Director, International Sales Training & Enablement (EMEA and APAC)

Job Description

As the Director of International Sales Training & Enablement, you have a comprehensive knowledge of sales methodologies, curriculum development, training facilitation, and on-boarding.

You are especially adept at charting the vision and executing an overall plan for leading all learning and development teams in support of the sales organization and building a sustainable sales culture.You will be responsible for building and leading a world class sales enablement team. You will be responsible to ensure the Inside and Enterprise Sales organization is equipped with the right content, skill set and productivity tools to maximize sales growth and customer success. You have a proven track record of creating, delivering, and constantly improving a comprehensive learning ecosystem, along with the tools to drive sales efficiency. You are a thought leader who is collaborative in nature, with an urgency to find innovative enablement solutions.

You will have the opportunity to directly impact the development and success of our sales teams. The ideal candidate is empathetic, energetic, driven, and a self-starter with extensive experience in sales, sales training and sales enablement. This is a critical role central to our sales transformation plan across thirteen international countries. Experience working internationally is essential.

You will set the vision and strategy, manage and nurture a team that will develop, deliver and own programs and tools that result in a more successful and productive training, on-boarding and cross-functional sales enablement efforts. This team will own the development, launch and ongoing management of methodologies, on-boarding, sales training, documentation and communications to drive results and productivity as we continue to grow. The position will be responsible for building a sustainable learning curriculum that moves the needle on how the Sales team will exceed goals and objectives.

This role will oversee all programs for the learning and development organization across all our verticals; Local, Goods, Services, Travel and Things to Do. This is an exciting opportunity to have a significant impact on the ramp of our new hires as well as our existing sales force to increase business productivity. This role reports to the VP of Merchant Demand Management and will play an integral role in the organization.

Responsibilities:

• Lead and manage the team responsible (2 direct reports) for the strategy, development, and measurement of sales enablement programs (onboarding and continuous learning)
• Partner with all stakeholders (country managers, recruiting, HR, Marketing, Product, etc.) to deliver on employee enablement initiatives and operations
• Ensure strategic contribution to the functional new product launch process by developing required sales enablement tools/skill enhancement and positioning resulting in increased efficiency, productivity, improved quality and cost effectiveness
• Use people-related data to drive better decision making and develop key metrics to review effectiveness of onboarding and training investments and programs
• Make recommendations on program changes and conduct cost/benefit analysis of potential improvements; gather feedback and continue to tailor and refine curriculum based on business and sales needs
• Create a development program for sales leaders to ensure they have the skills, knowledge, processes, and tools required to lead their sales teams effectively. Successfully scale the enablement function based on the needs and growth of the company.
• Build out repeatable best practices to facilitate the scaling of our international organization
• Establish and promote a training calendar and university program
• Facilitate training delivery via tools and channels through ILT and CBT (e.g. webinars, videos, etc.)
• Develop and lead efforts that bring the Groupon culture and values to life in the new hires onboarding experience
• Review and update New Hire Onboarding communications to ensure a consistent voice
• Create internal employee research surveys and focus groups to better understand and assess pain points
• Identify strong external vendors in the marketplace, establish relationships with them and deploy them as needed to drive win-win solutions for our team members, customers and the business

Core Expectations:

• Sales Training Program and Delivery: Design and deliver training programs, tools and sales enablement collateral to enhance performance and positively impact productivity for managers and their teams. Serve as subject matter expert of curriculum while creating programs that are aligned with core values and sales principals
• Data Driven Approach: Provide post-training program feedback and solutions to support application of learning. Ongoing analysis to evaluate the overall effectiveness of sales
• training and ongoing development of applicable resources
• Ongoing Needs Assessments: Identify development opportunities and competency gaps by working with internal stakeholders. Serve as an internal consultant to drive talent
• strategy including enhancing team dynamics
• Bachelor’s Degree required, MBA preferred
• 10+ years experience in curriculum development and training delivery
• 8+ years professional experience working cross-functionally with sales, sales systems, or sales operations
• 5+ years of progressive training/facilitation experience
• 5+ years of people management experience
• 20-40% travel

Experience Requirements: Training

• Ability to adapt to constantly changing priorities and managing a wide range of projects
• Ability to conduct needs assessments, gap analysis, performance analysis, and determine the appropriate performance improvement training solution or initiative
• Demonstrated ability to communicate and manage well at all levels of the organization
• Experience working and building training within Learning Management Systems preferred
• Demonstrated success at owning a training program end to end and able to identify areas of opportunities
• Strong ability to represent concepts, as well as summarize and communicate complex ideas into curriculum with a strong sense of how sales professionals think, operate and absorb training
• Excellent written and verbal communication skills - additional languages are advantageous
• Ability to leverage quantitative and qualitative feedback
• Define process improvements and outline strategies; execute as both a leader and hands-on member of the team
• Experience with managing teams globally