Sales Excellence Manager - Coil and General Industrial

Sherwin-Williams•Minneapolis, MN

About The Position

This position is responsible for executing sales excellence business goals, programs, and tools that are identified and agreed upon amongst the Coil and General Industrial divisions. This leader will work with leadership to support the development of Sales Representatives, Technical Services, and Sales Leaders. Primary responsibilities include development and facilitation of sales training, resources, tools, sales manager coaching training, technical services training, tools and management of enablement platforms including the CRM, LMS, and Tableau Reporting. This position will work across the enterprise businesses to align on the CRM experience to deliver enhanced environments for better outcomes. The Manager will partner with internal business units, PCG, the divisions, and L&OD to develop and refine content for the Sales Academy, with particular focus on transferable skill development (e.g., Territory and time management) content. This leader will partner with internal leadership to create, standardize, communicate, and track sales and individual growth performance.

Requirements

Bachelor’s degree in science, computer science, information systems, business administration, sales, marketing, Instructional Design, or Adult Learning.
Experience with Instructional Design or Adult Learning Theory knowledge
Experience with CRM Administration
Experience with LMS Administration
Experience with content creation meeting SCORM requirements, other authoring tools by modality
Sales and account management experience
Experience in effectively developing and deploying programs that align with business strategy.
Technology skills (Microsoft Suite, Adobe, Tableau, etc.)

Nice To Haves

Project management experience
Marketing experience

Responsibilities

Partner with Division sales and marketing teams to refine the direction, development, and implementation of Sales Excellence initiatives across the US and Canada.
Collaborate with stakeholders to formalize ongoing sales training, professional development programs, and overall sales effectiveness.
Set direction for Group professional sales development programs tied to leadership pipeline.
Develop and deploy training programs for competency attainment and gap fulfillment.
Develop and leverage best practices to improve alignment across PCG on Sales Excellence.
Ensure effective management and communication strategies are established across programs and departments to ensure increased awareness, buy-in, and engagement across the sales organization.
Support development of division specific dashboards for tracking and reporting key Sales Excellence metrics.
Collaborate with Divisions Sales Leadership to identify and measures key sales skills & behaviors across the organization, build solutions to inspire these behaviors and work with teams internally to measure the efficacy of these solutions to prove ROI.
Develop and enhance effective coaching tools that will support talent development and effective sales performance.
Incorporate best practices in training and coaching assets.
Effectively launch new technology applications and improve utilization of existing applications for enhanced sales performance.
Champion automation of analysis, tracking, and reporting tools related to Sales Rep and territory performance.
Work with Divisions and Marketing to ensure optimized processes and metrics for lead generation, follow up, conversion and tracking.
Work with Division Marketing, R&D, and Sales to deliver new product training.
Ensure sales professionals are trained on and understand product solution value propositions and value selling.
Work with Technical Services for product application training, success, and product selection accuracy.
Work in partnership on strategy, governance, and execution within the CRM platform and integrated selling tools supporting 7,000 users across the enterprise.
Collaborate with the CRM business team to prioritize and execute continued buildout, enhancements, and new features on the CRM platform.
Work in partnership with the CRM team to resolve functionality concerns and errors.
Continue to assess the organization, processes, and talent to ensure the best organization and process to execute effectively.
Assist in the development, facilitation, and execution of early-stage Sales Rep, Manager, and Technical Services training and skill acquisition.
Assist in the development, facilitation, and execution of advanced training for competency and ability increase and development.
Partner with the team on career development plans for current and future roles.
Collaboratively identify development activities and define measures of successful skill and knowledge acquisition.
Assess performance regularly and remove obstacles to the team achieving high development goals.
Address any individual performance gaps via regular feedback and coaching for positive performance.
Support and lead a culture of inclusion and diversity, including hiring, training, developing, and promoting.
Recognize others for individual performance and contribution to the organization.
Develop and execute program requirements and project plans on time and on budget.
Provide global vendor interface to ensure alignment with regional approach and philosophy.
Manage vendors, suppliers, and training staff (internal and external) to effectively deliver the programs.
Identify process improvements to ensure effective internal customer experience and outcomes.
This involves working with all other SW Groups, Leadership teams, Enterprise-wide teams, and global operating division leadership.