Role overview
About this role
<p><strong>Sales Training Manager</strong></p> <p><strong>Job Purpose:</strong></p> <p>This role is responsible for induction and ongoing development for the Airlines sales teams globally. Training is provided to Sales staff at all levels from Sales Support, through Sales Executives, Sales Managers, Country Managers & Senior Management of the sales organization. This role includes design & deliver of new training programs, quality check and enhancement of existing programs, evaluation of sales team effectiveness at a team and an individual level, conducting coaching calls with the sales teams, maintenance of the Airlines quality services audit standards for training delivery and maybe performance management of Facilitators & Training Officers.</p> <p><strong>Responsibilities:</strong></p> <ul> <li>Research, design and delivery of learning and other development interventions that are aligned to the Airlines specific business requirements.</li> <li>Fostering strong partnerships with the VP Sales & Commercial Strategy and Planning Department to ensure that learning interventions are aligned to business requirements.</li> <li>Review and enhance existing learning interventions on a continuous basis, based on factual quality data.</li> <li>Conduct and analyze regular evaluations to assess the effective transfer of learning into the workplace to ensure increased organizational effectiveness.</li> <li>Provide regular quantitative/qualitative program statistics to the training manager on development interventions, which in turn will feed into the strategic plan for the department.</li> <li>Support the business with coaching calls / on-job training interventions for sales teams as required.</li> <li>Conduct regular and extensive ‘training needs analysis’ related to both the subject matter and the line department.</li> <li>Responsible for the development, coaching and guiding of new Facilitators and Training Officers into their new job role and working environment.</li> <li>Act as subject matter expert on projects and maximize working relationships with the project owners to provide ideal learning solutions to support project roll out.</li> <li>Be the custodian of all quality standards and practices related to training ensuring adherence at all times.</li> <li>Managing the deployment of training resources including scheduling of Training Offerings and management of training equipment.</li> </ul> <p><strong>Requirements:</strong></p> <p><strong>Qualification & Education:</strong></p> <ul> <li>A recognized Professional development for trainer certification or equivalent.</li> <li>A tertiary HR or Sales specialization or qualification will be an advantage.</li> <li>An advance level professional skill certification related to “sales management”. </li> <li>A recognized certification using a psychometric tool will be an advantage.</li> <li>A Bachelor’s degree or equivalent value post graduate diploma will be an advantage.</li> </ul> <p><strong>Experience:</strong></p> <ul> <li>A minimum total of 8 years related Sales experience in the airline or travel related industry.</li> <li>3 years or more of working experience as a key account manager / sales supervisor or sales manager.</li> <li>Delivering training initiatives related to sales or equivalent alternative experience</li> <li>Experience in effective team and performance management practices.</li> </ul> <p><strong>Training & Knowledge:</strong></p> <ul> <li>Expert level knowledge of structured sales management, account management and service proposition processes and procedures. </li> <li>Expert level knowledge of processes and skills related to objection handling, negotiation, client management, service provision etiquettes and sales techniques.</li> <li>Well developed team handling and performance management skills.</li> <li>Strong command of spoken & written English with well developed stand up presentation skills.</li> <li>Expert in the use of MS Office Suite.</li> </ul> <p>Advance level skills in instructional design and program development</p>