UBM Sales Training Manager in Hong Kong, China

Sales Training Manager

Sales | Full Time | Hong Kong, China

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SUMMARY

The Sales Training Manager (STM) will be responsible for the planning, delivery and analysis of sales training across UBM Asia using the newly created UBM Asia Sales Process and the Global Sales Excellence training programme as a foundation. The incumbent will train sales teams and managers in the skills required to execute their roles to the highest standards. This will include sales skills training as well as training managers to coach for high performance. The STM will provide support for managers in becoming effective sales coaches. The STM will work closely with local Sales Leadership, local Learning & Development teams as well as the Global Sales Excellence team to assess training needs across the business and make recommendations, develop and train on appropriate solutions for achieving a high performing sales organization. The ultimate goal for the STM is to help sales teams drive new business and grow revenue from existing customers.

PRINCIPAL DUTIES AND RESPONSIBILITIES

  • Refine and adapt the Global Sales Excellence (GSX) Skills training programme for UBM Asia needs

  • Develop, socialize and secure approval for rollout of the training program to all UBM Asia business units (to include learning objectives, evaluation methods, ROI calculations, logistics plans, and links to appropriate KPIs)

  • Work with GSX and L&D; teams to identify and develop further training modules based on identified need

  • Conduct training/coaching needs analysis across group

  • Design and deliver tailored training based on specific needs of sales teams

  • Develop a 12-months sales coaching/training plan and calendar for relevant Asia offices

  • Work closely with L&D; department to ensure coaching is aligned with central training initiatives

  • Work with Sales Excellence Director and Asia Sales Excellence program management team to align coaching and training with wider Sales Excellence Strategy

  • Maintain extensive knowledge of all sales training materials provided by UBM

  • Develop and maintain close working relationships with Sales Directors and Managers, providing regular feedback and ensuring that their own coaching efforts are aligned with the wider approach

  • Support sales managers where necessary with their own coaching of sales teams

  • Review and assess outsourced sales training providers, making recommendations where needed

  • Provide continuous support and feedback to the team, in order to manage performance, monitor progression and ensure targets are met and exceeded

  • Undertake internal progress, engagement and impact reporting on monthly, quarterly and yearly basis

Requirements
  • A combination of sales, sales training and program management experience with a minimum of 8-10 years of experience training and coaching sales teams in a corporate environment

  • Travel requirements 30%

  • Language requirements: fluent in English, solid conversational Cantonese and Mandarin, written fluency in Chinese is a plus

  • Sound understanding of current trends within sales and the ability to incorporate these in to training and coaching approaches

  • Significant experience of design, delivery and reporting on training and coaching programmes

  • Candidate must have a recognised sales training and coaching qualification

  • Proven track record in improving sales performance via coaching

  • Ability to operate in a complex structure with different brands and teams

  • Experience in working in a matrix organisation with multiple stakeholders

  • Experience of running sales training, with the gravitas to be perceived as a partner and a valued advisor

OTHER PREFERRED ATTRIBUTES

  • Experience in managing and/or training a team using Salesforce.com

  • Outstanding written ability with experience of delivering tailored sales collateral on a day-to-day basis

  • Self-sufficient and self-driven individual

  • Ability to communicate effectively with individuals at all levels within the business

  • Team worker with a demonstrable track record of working with initiative both within and across functions

  • Ability to adapt approach and techniques to suit the needs of the individual and the situation

  • Ability to persuade/influence others

  • Proactive ‘can do’ attitude

  • Strong team player

  • Ability to work a flexible schedule and embrace change enthusiastically

  • Proficiency in Microsoft Office support tools

At UBM plc, we invite you to be part of an organisation that is committed to building a diverse and inclusive culture and to being a responsible, sustainable business. UBM is proud to be an equal opportunity workplace and an affirmative action employer.