Area Sales Trainer

Gardner White Furniture•Bloomfield Hills, MI

About The Position

The Area Sales Trainer serves as the primary in-store representative for sales training, translating training programs into consistent selling behaviors and measurable results. The role partners with store leaders to improve coaching effectiveness, associate performance, and training adoption across an assigned territory of 11–12 stores. It includes extensive daily travel between stores and a flexible schedule based on business needs. The trainer leads pre-opening training, coaches associates on the sales floor, delivers individual and group development sessions, and guides new associates through onboarding and readiness assessments. The role also enables store leaders, reports performance and training insights to leadership, and supports adoption of new products, promotions, financing programs, and operational changes. Success is assessed through sales performance, new-hire development and retention, and documented floor observations. The position has no direct supervisory responsibilities.

Requirements

At least 5 years of experience in commissioned retail sales, sales leadership, or training, including at least 3 years of training experience.
Consistent record as a top performer in commissioned sales.
Ability to establish credibility with sellers through demonstrated selling ability.
Strong group facilitation skills and presence with audiences of varying tenure levels.
Comfort with sales data and ability to use scorecards to develop coaching plans.
Direct, constructive feedback style and ability to raise issues with store leadership without undermining them.
Flexible schedule, including early starts, evenings, and weekends based on store traffic.
Valid driver's license and reliable transportation.

Nice To Haves

Experience in home furnishings, mattress, or other high-ticket retail.

Responsibilities

Execute a structured visitation schedule and maintain regular field presence across assigned stores.
Arrive before store opening and use sales-floor time to observe performance, coach associates, and support business objectives.
Lead pre-opening training on sales skills, product knowledge, promotions, and daily performance objectives.
Support the development and distribution of standardized meeting content and facilitation tools for store leaders.
Observe live customer interactions and provide actionable feedback to improve selling effectiveness, customer engagement, and sales-process execution.
Model best-practice selling behaviors through live customer interactions when appropriate.
Reinforce customer greeting, needs discovery, T.O. execution, financing discussions, and protection plan presentations.
Deliver individual and group training based on performance data, observed skill gaps, and business needs.
Facilitate role-plays, product training, skill-building workshops, and other associate development activities.
Identify retraining and continuous-development opportunities across the territory.
Guide new associates through onboarding and ensure required milestones are completed.
Conduct skill certifications and readiness assessments before associates receive full sales-floor independence.
Provide structured follow-up, coaching, performance check-ins, and development guidance during associates’ first 180 days.
Identify and communicate potential performance or retention risks to store leadership and recommend interventions.
Partner with store and sales managers to strengthen coaching effectiveness and support a culture of continuous improvement.
Report store performance trends, skill gaps, coaching outcomes, and development opportunities to leadership.
Communicate observations about sales processes, product knowledge, customer experience, and operational execution.
Identify top-performing associates, recognize best practices, and share improvement opportunities.
Gather and communicate field feedback on training programs, products, promotions, and organizational initiatives.
Lead training and readiness efforts for new product collections, promotions, financing programs, and operational changes.
Prepare store teams to understand and execute new initiatives before launch.
Partner with business stakeholders to support adoption and implementation of organizational changes across the territory.