Sr.Global Sales Coach

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Sr. Global Sales Coach

Corporate | spanning all Business Units and Brands (Can be based throughout Europe; need fluency in English, French and either Italian or German preferably)

Value Proposition:

Are you an experienced sales leader who has demonstrated stellar execution of sales strategies, drove growth across different channels and enabled sales professionals to unlock their potential through coaching? Do you value teamwork, global collaboration and scaling up proven solutions to maximize your contribution to growth? Do you aspire to unlock the potential of commercial teams across Business Units to deliver sustained capability improvements?

If you answered, "yes" to any of the above questions, we recommend you reading further.

Opportunity:

As Sr. Sales coach, you build relationships across all Business Units, develop a deep understanding of their business model, how they drive growth and the commercial capability gaps that hinder them.

As a member of the Commercial L&D team, you have access to world class learning programs to address these gaps and you contribute to developing new ones.

That gives you a unique opportunity to unlock the potential of these commercial teams and accelerate their growth.

Purpose:

As Sr. Sales Coach, you partner with Commercial Teams across Business Units and world regions to identify their critical competency gaps and implement learning programs addressing them.

You play a critical role through the whole process: you identify unmet needs, select the best way to address them, ensure alignment, buy-in and commitment from the commercial teams, deliver training using the full potential of available L&D tools, and coach the sales leaders to ensure the learning is sustained and generates the intended impact.

As an expert in selling skills, you also contribute to the development of world-class, scalable learning programs and making them available for other Sales Coaches.

Responsibilities:

• Business Units Alignment
  • Identify learning needs of the BU commercial teams to support business growth
  • Qualify learning needs vs "Training requests"
  • Select the most suitable available learning programs to address the needs and balance effectively localization requirements with development time.
  • Ensure Alignment, Buy-in with the BU and commitment to the outcome metrics that should follow
  • Ensure linkage between learning program and the BU IDMs
  • Drive a healthy and sufficient pipeline of projects to ensure a full utilization of available time for training delivery
• Learning Program Delivery
  • Define with the BU the list of learners and timelines of programs
  • Communicate with sales professionals and their managers to collect & process their input and clarify how the learning program works
  • Adjust global learning material to BU & local needs where required
  • Adjust and implement the communication Standard Work to ensure a high learner engagement
  • Use available L&D tools & methods to maximize impact and efficiency
  • Facilitate training sessions (live and virtually) for sales professionals and sales leaders
  • Collaborate effectively with L&D team members for delivery and systems support:
    • Provide lists of learners to Learning operations according to standard delivery timeline to allow smooth users setup and enrollment
    • Define the support needed for training delivery (Virtual session production & logistics) and align on task division with learning operations according to standard delivery timeline
  • Measure learning impact and report outcomes to global L&D metrics
  • Implement Sustainment actions to ensure impact
  • Collect & process feedback from learners and their managers and identify improvement opportunities
  • Communicate outcomes of learning programs to the relevant stakeholders in the organization
  • Share material, delivery adjustments and improvement proposals with the L&D team
  • Manage a portion of the L&D budget

• Learning Enablement
  • Coach sales leaders to support the development of their team members' newly acquired skills
  • Drives the development of a coaching culture and coaching skills of sales leaders
  • Drive the implementation and sustainment of Sales Process (Ingersoll Rand Integrated Selling) framework and discipline across the organization and selling partners
  • Act as consultant to increase the impact of the BU-specific sales training
  • Engage other L&D team members to support specific BU L&D projects (technical eLearning, systems setup...)
  • Support Sales coaches in deploying the topics where you have expertise:
    • Help them get Alignment & Buy-in with the BUs
    • Support them in preparing their first deliveries
    • Join their sessions when an expert is needed
    • Coach them to develop their skills

• Learning Program Development
  • Identify unmet learning needs where no learning program is available
  • Complete the context assessment using the L&D design Standard Work to qualify the need for skill development
  • Estimate the potential target group and impact of this new learning program
  • Collaborate with the L&D team to qualify as a team if this new learning program should be developed and its priority
  • Research and develop key concepts and raw content (i.e. simple ppt, videos, articles...) addressing the unmet needs
  • Ensure new concepts are aligned with the IR Selling skills framework
  • Partner with the L&D architect to transform concepts and raw content into a learning program:
    • Provide required raw content
    • Collaborate on defining the learning objectives and key learning points
    • Provide examples and ideas for effective learning activities
    • Provide feedback and validate material
  • Collaborate with the L&D team on continuous improvement of content
    • Provide improvement proposals to existing learning programs
    • Review improvement proposals and contribute to the team selection of the ones to implement
    • Embrace the new global standards defined collectively by the team

Key competencies required:

• Leads with boldness & humility and can regularly influence through indirect authority.
• Champions improving the customer experience as a top priority and wakes up every day with this as a motive.
• Demonstrates leadership that owns and drives success every day.
• Thinks and acts like an owner, and demonstrates a bias for action using the Ingersoll Rand Excellence framework.
• Fosters exceptional collaboration, team engagement, and addresses risks and concerns early.
• Motivated by challenges and embraces implementing game-changing solutions.
• Partners with Senior Sales leaders as a recognized coach
• Engages learners through stellar Facilitation skills (both face to face and virtual)
• Fluency in French / German or Italian would be important.

For Reference

The global marketing and commercial excellence team's Mission & Vision Statement

Mission Statement:

To accelerate differentiated growth, build sustained competencies, and unlock potential of the global commercial & marketing teams.

Vision Statement:

To create premier performing commercial & marketing teams by being expert partners to the business, delivering a competitive advantage & world-class customer journey.

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Ingersoll Rand Inc. (NYSE:IR), driven by an entrepreneurial spirit and ownership mindset, is dedicated to helping make life better for our employees, customers and communities. Customers lean on us for our technology-driven excellence in mission-critical flow creation and industrial solutions across 40 respected brands where our products and services excel in the most complex and harsh conditions. Our employees develop customers for life through their daily commitment to expertise, productivity and efficiency. For more information, visit www.IRCO.com.