Sales Performance Consultant

Equifax   •  

Saint Louis, MO

Industry: Financial Services

  •  

11 - 15 years

Posted 380 days ago

Job Summary:

The Global Sales & Product Training function provides human performance support to Equifax sales organizations to enable revenue growth. The function offers a curriculum of training that meet the common needs of the selling organization across the globe. The function also works closely with Marketing in the launch of new products providing training solutions as well as developing product training for newly hired sales professionals. The function operates systemically - always seeking the root cause - and offers a range of performance consulting services including organizational development, change management, and business process improvement.

The Sales & Product Performance consultant executes the strategy of the Global Sales & Product Training function by providing consulting support to the Sales & Marketing leaders across the global enterprise on sales effectiveness, general organizational effectiveness, sales training and product training. The role requires significant stakeholder engagement across the enterprise and significant coordination amongst the internal performance consultant team and with other professionals within the BUs who have accountability for sales effectiveness and product management. Role conducts training sessions on sales and product training in addition to providing consultative services.

Supports assigned BUs (including International and Emerging Markets); typically focuses on training and performance issues that impact the Equifax enterprise; assists leader in setting the strategy and direction for the function; reports to the Head of Global Sales & Product Training. Performance Consultants are assigned to both domestic (US) and international client and project assignments.

Responsibilities:

  • Assists in the development and execution of the Equifax enterprise sales and product training strategy across all business units including International
  • Participates in building scalable and repeatable solutions by partnering with external vendors, internal sales resources, internal Sales
  • Performance Consultants and by leveraging technology and creative delivery platforms
  • Builds relationships with key business unit leaders in sales & marketing as well as with Strategic Human Resources Business Partners to understand business priorities and challenges
  • Builds partnerships with Sales Effectiveness leaders across business units to collaborate and build solutions that leverage and reinforce initiatives lead by the sales effectiveness teams
  • Prioritizes demand and determines the most effective deployment of internal and external resources to meet the needs of the business
  • Participates in the development and delivery of Sales Leadership Development curriculum leveraging the core Equifax leadership development program content and philosophies
  • Measures and monitors the effectiveness of all solutions/services offered by the Sales & Product Training function (including solutions offered by vendors)
  • Diagnoses all issues with a systems-level mindset and is careful to understand the root cause of the sales performance issue before making recommendations; ensures that this is the approach by the entire Sales & Product Training function
  • Builds a network of trusted vendors (in all countries) to deliver sales training solutions to Equifax sales teams
  • Actively liaisons with SMOs and Product Managers (U.S. and International) to understand the new product pipeline and plan for new product implementation support
  • Develops solutions for sustaining product training beyond a product's initial launch
  • Acts as a resource to product managers when product launches require performance consulting support



Essential Job Functions:

  • Consultation to senior sales & marketing leaders on issues of sales force effectiveness and product launch effectiveness
  • Keep stakeholder engagement to fully comprehend the nature of the business challenges and to build the relationships that bring credibility to the consulting & training conduct organizational assessments (diagnostics) to ensure that interventions address the root cause of a problem and not just the symptom
  • Conduct classroom training with some courses spanning 5 consecutive business days travel domestically (US) and Internationally -cross continental trips can be two weeks in duration to minimize travel expense
  • Physical presence in an Equifax office 2 to 3 days (8 hours/day) a week spanning the core hours of 9am to 3pm Eastern -some assignments will require physical presence in an Equifax office all 5 business days during the duration of the assigned project
  • Work from home is permissible when the 3 essential functions listed above are met. When working from home, employee must maintain core hours of 9am to 3pm Eastern and be available via phone, instant messaging, and video conference -and work an 8 hour day



Required Skills and Experiences:

  • 10+ years of salesexperience in a large global company
  • Significant experience selling complex product and services
  • 5+ years conducting sales training
  • Keep knowledge of solution/consultative selling processes
  • Demonstrated experience effectively leveraging CRMs for revenue growth
  • Demonstrated experience effectively influencing very senior sales leaders (M5, M6, E1, E2)
  • Working knowledge of organizational development, learning & development, or performance consulting principles
  • Experience operating in a competency based organization and understands how to leverage competencies in the development of programs



Education/Skills

  • Bachelor's degree in business or related discipline
  • Preferred Skills and Experiences:
  • Master's degree in business or related discipline
  • Formal education in organizational development, learning & development, or performance consulting
  • Fluent in Spanish is a plus

Job Number:J00047586

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