Job SummarySHI is seeking a high-potential Sales Coach to support the development of our sales talent and strengthen execution of our sales methodology across the business. This role reports directly to the Vice President of Sales and serves as a key resource in helping sellers build the skills, habits, and discipline needed to succeed at SHI.
The Sales Coach will immerse themselves in SHI's business, tools, go-to-market priorities, and sales motions, then apply that knowledge to coach sellers and emerging leaders on how to execute with consistency and impact. This position is both a development role and a business-impact role, designed for individuals who are passionate about developing people, highly coachable, strong in sales fundamentals, and interested in preparing for future front-line leadership opportunities.
Role Description- Build fluency in SHI's business model, sales organization, customer segments, tools, sales plays, and internal resources to ensure coaching is practical, relevant, and aligned with how SHI sells.
- Coach sellers to execute SHI's Customer Centric Approach, including Prepare with Intent, Question-Based Selling (QBS), BANTC, connecting value to need, and effective co-selling.
- Reinforce core seller capabilities such as developing account strategies, prospecting with purpose, qualifying opportunities, articulating SHI's value, and progressing opportunities with strong customer alignment.
- Partner with sales leaders to support newly promoted sellers, developing sellers, and other targeted talent through structured coaching engagements, small-group coaching, observation, and follow-up.
- Deliver consistent coaching cadences to improve execution in customer activity, pipeline creation, opportunity progression, and overall seller discipline.
- Leverage data to identify trends, diagnose gaps, and guide sellers toward high-impact actions, supporting leaders and sellers in inspecting performance and creating strategic coaching conversations.
- Share coaching insights, recurring themes, and development trends with the Vice President of Sales and front-line leaders to influence talent priorities and improve seller readiness.
- Support onboarding and development initiatives tied to sales methodology, seller skill-building, go-to-market (GTM) priorities, and solution-pillar focus areas.
- Build leadership readiness by working closely with front-line leaders, observing business operations, and developing skills for future leadership roles.
- Operate as leadership bench strength for future front-line management opportunities, demonstrating a mindset of learning, accountability, influence, and execution.
Behaviors and Competencies- Adaptability: Can adjust to changes in the work environment, manage multiple tasks, and effectively handle uncertainty.
- Communication: Can effectively communicate complex ideas and information, and can adapt communication style to the audience.
- Collaboration: Can actively participate in team discussions, respect differing opinions, and collaborate with others to achieve common goals.
- Creativity: Can demonstrate creativity in problem-solving, considering multiple perspectives and exploring diverse options.
- Emotional Intelligence: Can identify and manage personal emotions and begin to recognize others' emotions in moderate situations.
- Instructional Design: Knowledge of fundamental instructional design theories and models, such as ADDIE and SAM.
- Technical Expertise: Can apply technical knowledge and skills effectively in most situations, with occasional guidance.
- Continuous Improvement: Can identify moderate areas for improvement and implement moderate changes.
Skill Level Requirements- Strong consultative selling capabilities and understanding of seller development principles
- Ability to coach to a defined sales methodology rather than focusing solely on activity motivation
- Excellent communication and facilitation skills with the ability to influence stakeholders across multiple levels
- Analytical ability to interpret sales data and business trends to identify coaching opportunities and inform action plans
- Strong organizational skills, attention to detail, and ability to drive accountability
- Demonstrated learning agility, coachability, and adaptability
- Ability to build trust while maintaining a high standard for execution
Other Requirements- Completed Bachelor's Degree or relevant work experience
- 1-3 years of experience in a sales, sales leadership, sales enablement, or sales development role
- Ability to travel 10%
- Proficiency in the following applications/platforms:
- Windows OS
- Microsoft Office, specifically Word, Excel, PowerPoint, and Outlook
- Microsoft Teams or Webex
- Microsoft SharePoint utilization
- Content creation, authoring, or capture tools such as Adobe Acrobat, Microsoft Publisher, and SnagIt
Preferred- Familiarity with customer-centric selling concepts, including preparation, questioning, qualification, articulating value, and co-selling
The estimated annual pay range for this position is $80,000 - $120,000 which includes a base salary and bonus The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.
