Job Profile Territory Sales Trainer - Sc

Job Description Summary

General Summary
This position is responsible for providing training and development support to new 1099 sales managers and reps across their specified territory. This includes driving territory prospecting activity through call clinics, joint field work and effective lead tracking and follow-up with new sales managers and reps. Additionally, the Territory Sales Trainer is responsible for delivering specified classroom training to newly contracted managers and reps. As a member of the Territory Core Team, the Territory Sales Trainer also contributes to achieving territory goals, including those related to recruiting, broker rep development and quality portfolio management.

Principal Duties and Responsibilities

In-Market Training -- 75%

• Lead the onboarding of new 1099 sales managers and reps by demonstrating, coaching, and role-playing consultative selling skills and scripts, understanding the company value proposition verbiage, and how to handle objections by using a consistent, repeatable approach.
• Drive and track territory prospecting activity by conducting joint field work alongside new sales managers and reps, leading weekly territory-wide call clinics and designing territory incentives that drive prospecting activity.
• Specifically support the ongoing development of the unit-managers (ADM role) by setting expectations on weekly activity to drive production and conducting weekly 1x1 coaching sessions to help identify any challenges, opportunities and to celebrate successes.
• Drive adoption and utilization of the leads management system by training and demonstrating how to effectively track leads through the life of the sales cycle and understanding how to effectively coach an agent to meet their goals by looking at the system’s data outputs.
• Complete certification of new managers in district development.

Classroom Training -- 15%

• Lead virtual and face-to-face classroom instruction utilizing company approved content for newly contracted sales managers and reps. Drive classroom engagement with interactive skills, role play exercises and open classroom discussion. Give timely, meaningful feedback to classroom participants when appropriate.
• Provide ongoing territory training and development through weekly Monday Morning Meetings, Lunch and Learns and manager meetings.
• Utilize the company training system for training administration, including class set-up, rosters, participant completions, transcripts, etc.

Core Team Strategy, Partnerships & Communication – 10%

• Serve as a Public Sector specialist for territory.
• Support new broker rep development.
• Support territory rollouts for new products & communicate/train on product updates.
• Drive territory participation in quarterly national prospecting and recruiting events.
• Act as liaison between field sales rep/managers and the Home Office.
• Support Recruiting Consultant and Territory Manager with recruiting initiatives.
• May perform other duties assigned.

Job Specifications

Required:

• Prior experience in training and development and motivated by others reaching their goals.
• Previous management experience or demonstrated ability to coach and mentor managers.
• Prior experience in sales and the ability to close a case and coach to the entire sales process.
• Licensed to solicit insurance or the ability to obtain insurance license in states within assigned territory within 45 days
• Willingness to lead and drive prospecting activity through call clinics and B2B drops with new sales managers and reps.
• Demonstrated leadership skills to drive and execute company programs and initiatives with little direct supervision.
• Strong organization and time management skills
• Ability and willingness to work outside an office up to 75% of the time (overnight travel % based on specific territory geography).
• A team player with strong interpersonal skills and experience in conflict resolution.
• A strong work ethic and willingness to put in the work to receive the desired results.
• Strong presentation and communication (written and verbal) skills.
• Maintain a positive corporate image and professionalism while representing Colonial Life.

Preferred:

• College degree or equivalent experience.
• Proficiency in the Microsoft suite of applications and the ability to coach and train on other technology platforms.
• Prior experience in adult education and development.
• High energy, enthusiasm, and passion for the voluntary benefits industry.
• Previous voluntary benefits experience with Colonial Life's prospecting and selling system.
• Experience working as (or with) 1099 independent contractors.