Sales Capability Development Manager

Role Overview

• Develop, execute, and continuously improve training plans for key account and business development teams, ensuring alignment with business objectives and team needs.
• Lead the planning and delivery of learning events (in-person and virtual), including logistics, content development, facilitation, and post-event evaluation.
• Oversee the design and administration of certification programs, ensuring rigorous standards and measurable outcomes.
• Develop and deliver advanced training modules on creating, executing, and tracking strategic business plans for key accounts, including techniques for conducting Quarterly Business Reviews, leveraging CRM data for account management, and aligning with cross-functional stakeholders.
• Provide instructions on designing, executing, and measuring Key Account sales campaigns, including campaign management from inception through national rollouts, distributor engagement, and compliance tracking for corporate agreements.
• Build advanced proficiency in core selling skills, including sales process, qualifying opportunities, reaching decision makers, relationship building, selling value, presentations, and closing/negotiation.
• Build advanced proficiency in business skills such as financial acumen, strategic and integrated business planning, collaborative selling, channel alignment, customer business planning, results orientation, and time management.
• Build intermediate proficiency in core selling skills such as hunting/new business development and sales technology, and business skills including market & organizational awareness, pricing/revenue growth management (RGM), go-to-market execution, and category strategy execution.
• Act as an administrator and advanced user of sales enablement and learning management systems (LMS), ensuring a seamless and effective learning experience for all users.
• Partner with IT, HR, and Data & Analytics teams to manage and optimize training platforms, dashboards, and reporting tools.
• Build strong relationships with Key Account Managers, Business Development Managers, Sales Leaders, HR, IT, and other internal stakeholders to ensure successful deployment and adoption of training programs.
• Gather feedback from stakeholders to inform ongoing improvements and innovation in capability programming.
• Manage multiple projects simultaneously, ensuring timely delivery within budget and scope.
• Coordinate with external vendors and contract workers as needed for training development and delivery.

Requirements

• Bachelor’s degree required; advanced degree (MBA or relevant master’s) preferred
• 7+ years with National Key Account Management, Account Management and/or Business Development roles
• Proven track record supporting and developing National Key Account Managers, Business Development Managers, and Key Account Specialists
• Sales Training Program Design & Delivery: Proven ability to design, implement, and facilitate sales training programs, including both in-person and virtual events.
• Sales Enablement & LMS Administration: Skilled in administering or leveraging sales enablement and learning management systems (e.g., Workday, Highspot) to support capability development.
• Project Management in a Matrixed Environment: Demonstrated success managing complex projects across cross-functional teams, including remote collaboration and vendor management.
• eLearning Authoring Tools: Proficient in creating engaging digital learning experiences using tools such as Adobe Captivate and Articulate Storyline.

Benefits

• Great support for good health with medical, dental, and vision coverage options with no waiting periods or pre-existing condition restrictions.
• Access to an on-site fitness center, occupational health nurse, and allowances for high-quality safety equipment.
• Flexible Savings and spending accounts to maximize health care options and stretch dollars when caring for yourself or dependents.
• Diverse income protection insurance options to protect yourself and your family in case of illness, injury, or other unexpected events.
• Additional programs and support to continue your education, adopt a child, relocate, or even find temporary childcare.