Sales Enablement Training Manager

Job Description

Job Description Job ID: BEC016494
About Us
Beckman Coulter develops, manufactures and markets products that simplify, automate and innovate complex biomedical testing. Our diagnostic systems, found in hospitals and other critical care settings around the world, produce information used by physicians to diagnose disease, make treatment decisions and monitor patients. Scientists use our life science research instruments to study complex biological problems including causes of disease and potential new therapies or drugs. More than 275,000 Beckman Coulter systems operate in both diagnostics and life sciences laboratories on all seven continents. For 80 years, our products have been making a difference in peoples’ lives by improving the productivity of medical professionals and scientists, supplying critical information for improving patient health and reducing the cost of care.Beckman Coulter offers a broad array of comprehensive, competitive benefit programs that add value to associates' and their families' lives. Whether it's a health care program or paid time off, our programs contribute to life beyond the job. Check out our benefits. We think you'll like what you see.If you believe your education and experience are in line with the position description and qualifications referred to above, and are motivated, energetic, and looking for a new and exciting opportunity, please submit your resume online at the URL below or at [ Link Removed ] .Beckman Coulter is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, national origin, religion, gender, age, marital status, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected by law.
Description
Sales Enablement Training ManagerThe Sales Enablement Training Manager is responsible for leading selling skills, sales strategy and tactics, business acumen and presentations skills training to sales representatives. This position is a member of the North America Commercial Operations Sales Training team and is based in the Brea, CA headquarters, reporting directly to the Sr Manager, North America Sales Training.

• Your key responsibilities would include (but are not limited to):
• Execute training workshops in our Foundational Training program (i.e. new sales hires’ training) and as needed at national meetings or regional meetings.
• Develop and/or deliver effective and highly engaging training programs on presentation skills, business processes (e.g. Account Plans, conducting Customer Business Reviews, presenting Financial Proposals), and selling skills (Challenger model, objection handling, account management) via eLearning, virtual live sessions, Instructor-Led Training (ILT) or Train-the Trainer (TTT) formats.
• Supports the training of salesforce.com and iQuotes for new sales hires in their initial/Foundational Sales training.
• Coordinate with human resources for Sales Training on-boarding requirements that will be expected of new sales representatives
• Builds or Maintains Learning Management System (LMS) requirements for various sales rep roles to ensure comprehensive training
• Runs LMS assignment completion reports to ensure that expected pre-work has been finished by defined deadlines
• Maintains training records on SharePoint site
• Manage all communications to new sales reps related to our Foundational Training program (5 Stages) such as invitations, pre-work, Level 1 training feedback, post-training, etc.
• Coordinates with internal departments such as sales and marketing, sales operations, Incentive Compensation, Legal/Regulatory compliance, and HR to deliver presentations in training classes.
• Coaches and provides feedback, both verbal and written, on observed behaviors in role-play presentations. Shares these observations with Sales Enablement Coaches and Regional Sales Managers.
• Partners with Sales Enablement Coaches to plan and execute the (Foundational Sales Training) Capstone assessment training class, which is held at least once each quarter. This one-week training class concludes newly hired sales representatives’ initial training.
• Develops eLearning content
• Share best practices in the training program to level-set new sales reps’ understanding of what great looks or sounds like
• Collaborates with Sr Mgr. of Sales Training on projects that identify and address development needs for the sales organization

Job Requirements
Qualifications

• Bachelor's degree with 9+ years of experience or a Master’s degree with 7+ years of experience.3+ years of direct sales experience, preferably in the Laboratory Diagnostics industry. Prior Sales Training experience preferred. Thorough familiarity with and ability to apply adult learning and instructional design philosophies, strategies, and theories to various types of projects including and beyond the curriculumExcellent written and verbal communication, presentation and professional speaking skills to include classroom facilitation. Advanced understanding of sales processes, preferably in Healthcare Capital Equipment sales.Demonstrated Project Management skills.Experience in leading without direct-line authority and 1:1 coaching.A high level of personal Accountability for attaining performance objectives. Must be able to act independently and handle multiple priorities and assignments simultaneously.Ability to influence and collaborate across business functions.Demonstrated ability to articulate learning objectives that are focused, concise, and measurable. Detail oriented with accomplished organizational/time management skills.Strong active listening skills. Strong proficiency in Microsoft Office (Word, Excel, PowerPoint). This position is corporate office based but quarterly field travel is required, approximately 5% of the time, which may include weekend travel.Desired CharacteristicsCertified (via vendor Train-the-Trainer processes) to train sales methodologies, such as SPIN selling, Strategic Selling, or the Challenger Selling model. Experience in content development and Medical/Legal/Regulatory review processes preferred.Strong familiarity with CRM/Salesforce.com (from a user perspective; ideally having trained this) and SharePoint.Flexibility to work in a fast-paced environment with multiple demands by taking a high level of initiative.Experience in managing vendors to deliver projects on-time and on-budget

Diversity & InclusionAt Danaher, we are dedicated to building and sustaining a truly diverse and inclusive culture. These are not just words on a page—Diversity and Inclusion is a top priority for the company, and it ties deeply to each of our core values. Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law.
Danaher Corporation Overview
Danaher is a global science & technology innovator committed to helping our customers solve complex challenges and improve quality of life worldwide. Our world class brands are leaders in some of the most demanding and attractive industries, including life sciences, medical diagnostics, environmental and applied solutions. Our globally diverse team of 71,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $19.9B in revenue last year. We are ranked #162 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 5,200% over 25 years. At Danaher, you can build a career in a way no other company can duplicate. Our brands allow us to offer dynamic careers across multiple industries. We're innovative, fast-paced, results-oriented, and we win. We need talented people to keep winning. Here you'll learn how DBS is used to shape strategy, focus execution, align our people, and create value for customers and shareholders. Come join our winning team. Danaher is committed to competitive compensation that typically has key components including base salary, variable annual incentive compensation based on personal and company performance, and long-term incentive.