What are the responsibilities and job description for the Sales Coach position at Connection?
Overview:
Where applicable, this position assures departmental processes are performed in compliance with applicable Sarbanes-Oxley controls.
Responsibilities:
Required competencies
Additional preferred competencies or preferred qualifications, if any
Education/Experience
Working under minimal supervision of the Director Sales Readiness, referring only exceptional problems and issues for management review or approval, the Sales Coach prepares the new Account Manager (AM) in all aspects of their job by setting the correct expectations, coaching/mentoring, effectively and efficiently utilizing resources and providing the knowledge and confidence to be a consistently productive AM. The Sales Coach, utilizing independent judgment and discretion in decision making, acts as an indirect supervisor in onjunction with the Sales Manager for all new hires assigned to them. The primary focus is to develop a consistent sales performer with a heavy emphasis on sales skills, while ensuring they have knowledge of the internal systems and technology understanding to meet their goals.
Where applicable, this position assures departmental processes are performed in compliance with applicable Sarbanes-Oxley controls.
Primary Job Duties
- Prepares and develops Account Managers (AM) in all aspects of their job.
- Observes Account Manager’s performance through phone monitoring and direct observation.
- Identifies coaching opportunities and development needs for assigned AMs.
- Helps Account Managers to improve performance through one-on-one proactive coaching sessions, training, and responsive coaching.
- Utilizes a combination of leadership, coaching/mentoring and inspection skills based on established metrics to guide AM’s successful development.
- Creates quarterly and monthly strategies for producing business results for the AM that are assigned to them through forecasting and business analysis.
- Prepares reports for 6 month business reviews, analyzes and interprets reports.
- Meets with every rookie Account Manager on the Coach’s sales team individually to identify goals and create action plans for attaining those goals.
- Inspects progress toward action plans throughout month in conjunction with the Sales Manager.
- Participates in self-development learning opportunities as well as strategic planning meetings with Sales Managers in reference to the Account Managers.
- Attends Sales meetings and trainings (sales/vendor/technology/systems, etc.).
- Develops special projects as needed in conjunction with internal partners.
- Trials new programs or techniques to expedite the on-boarding process
- Coordinates with other departments to develop programs to facilitate AM growth and development up through 12 months in tenure.
- Performs all other duties or special projects as assigned.
Required competencies
- Basic to Intermediate Microsoft Office skills with ability to create and deliver presentations.
- Strong system skills including Callback, E1, and B2B.
- Comfortable in a dual monitor environment
- Proven coaching/mentoring skills with the ability to provide constructive feedback to drive AM growth.
- Robust facilitation and classroom platform skills with ability to positively affect and train sales professionals at different levels.
- Collaboration skills with ability to identify potential employee issues with knowledge of who to approach in order to resolve said issues.
- Team player with ability to portray a positive, problem solving attitude while coaching/mentoring AMs.
- Good multitasking skills with ability to manage priorities.
- Strong critical thinking skills with ability to make strategic decisions regarding AM development.
- Intermediate verbal and written communication skills with ability to communicate with different personalities and individuals with different backgrounds.
- Detail oriented with ability to detect trends, errors, and identify areas to review for better efficiency.
Additional preferred competencies or preferred qualifications, if any
- Experience with Sales and Leadership methodologies: Basho, The John Maxwell Company and Challenger training
Education/Experience
Bachelor's Degree or the equivalent combination of education and work experience
Minimum of 4 years of experience
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