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Manager, Sales Training and Development

MediaMath

MediaMath

Sales & Business Development
Los Angeles, CA, USA · New York, NY, USA · Springfield, VA, USA · Remote
Posted on Wednesday, May 22, 2024

About the Company:

Infillion provides full-service media solutions to agencies and brands, engages in proprietary relationships with partners and publishers, and facilitates outstanding consumer experiences that are superior to conventional interruptive advertising models. Infillion also provides programmatic advertising solutions through MediaMath platform—recognized as the best DSP on the market. Infillion deeply values consumers’ time, attention and privacy, and puts a premium on employee satisfaction, talent development and exemplary leadership.


About the Job:

Infillion is seeking a dynamic and experienced Manager of Sales Training and Development to join our team. This individual will play a crucial role in building and maintaining a high-performing sales team through the development and implementation of effective training programs. The ideal candidate possesses a strong background in sales training, content development and a proven track record of enhancing the skills and performance of sales professionals.

What you’ll be doing:

First 30 days:

  • Learn our products and sales processes including RFP response, pitches, and cross-sell/up-sell as demonstrated by teach backs and conversations that demonstrate proficiency
  • Meet your colleagues and understanding their objectives
  • Review previously developed training materials
  • Understand the characteristics of the audiences to whom we sell as demonstrated by an audience analysis
  • Work closely with the Customer Support, Sales Strategy, Head of Sales and the CRO to understand the immediate action items and business plan for 2024
  • Progress Tracking and Reporting:
    • Implement tracking mechanisms to monitor the progress of sales team members.

First 90 days:

  • Progress Tracking and Reporting:
    • Conduct an internal audience analysis and assessment to create a baseline of proficiency levels based on observation and data collection
    • Implement tracking mechanisms to monitor the learning progress of sales team members.
  • Content Development:
    • Create or update engaging and impactful training materials, including presentations, manuals, and–budget permitting–multimedia content.
    • Translate internal documents and processes into comprehensive and effective training materials.
    • Ensure successful onboarding of needed content to new sales representatives; Monitor and contribute to the improvement of the time-to-productivity for new hires.
    • Ensure that training content is aligned with the latest sales strategies, product knowledge, and market trends.
  • Training Delivery:
    • Implement targeted training interventions to address performance gaps.
    • Conduct training sessions for sales teams, utilizing a variety of methods such as workshops, role-playing, and self-study modules.
  • Sales Support Collaboration:
    • Work closely with client success teams, Creative Studio, Research, Marketing, AdOps, and other sales support functions to identify training needs and address gaps in knowledge and skills.
    • Work closely with the Product team to ensure a cohesive and efficient approach to front line skill development to ensure a cohesive approach to sales training and drive more effective client engagement and win rates.

First 6 months:

  • Technology Adoption:
    • Ensure that the sales team has the needed proficiency to use relevant sales technologies and tools.
  • Vendor Partnerships:
    • Identify and collaborate with external vendors to enhance training offerings.
    • Manage relationships with training partners to ensure the delivery of high-quality programs.
  • Progress Tracking and Reporting:
    • Evaluate the effectiveness of training programs through feedback from sales team members and stakeholders, assessments, and performance metrics.
      • Monitor the adoption rate of sales technologies and address any barriers to usage.
    • Develop metrics to measure the return on investment (ROI) of sales training programs.
    • Provide regular reports on the impact of training initiatives on key business outcomes.
  • Team Building:
    • Contribute to the development of best-in-class, client-facing teams by identifying team development needs and methods to nurture talent and team effectiveness. Contribute to the development of these teams in partnership with PeopleOps (Talent Development).
    • Collaborate with leadership and Talent Development to inform career path development for sales professionals.

First Year:

  • Training Strategy and Delivery:
    • Act as a subject matter expert in the Advertising Technology sector, ensuring that training content aligns with industry best practices.
  • Feedback and Evaluation:
    • Conduct regular evaluations of sales representatives to assess the impact of training on their performance.
  • Sales Process Optimization:
    • As applicable, work with the sales leadership to refine the sales process based on feedback from training.
  • Professional Development:
    • Identify one-time or ongoing professional development opportunities for the sales team.

What you have:

  • Proven experience in sales training and development, preferably in the Advertising Technology sector.
  • Ability and interest in morphing between roles as people and content become more developed, e.g., being the content creator, content procurer, content deliverer, planner, tracker, and effectiveness measurer.
  • Strong understanding of sales processes and the ability to translate them into effective training programs.
  • Excellent communication and presentation skills.
  • Experience in content creation and curriculum development.
  • Familiarity with modern training methodologies and technologies.
  • Appreciation for and experience with collaborating across teams that are required to both strengthen and support sales.
  • Ability to know when sales training is the right intervention versus the only intervention.
  • Strong project management skills with the ability to handle multiple priorities.
  • BA/BS in Marketing, Learning & Development, or related field preferred
  • Knowledge of the media and advertising business and the related sales process strongly preferred
  • Experience conducting one-on-one coaching to sales representatives is a strong plus

Who you are:

  • A proactive go-getter — you take ownership and are accountable for all you do, with the initiative to learn new skills on the fly
  • An effective communicator — you know how to get your point across clearly regardless of who you’re speaking or writing to
  • A detail aficionado — you are passionate about getting the details right
  • A respectful partner - you trust and value your partners’ knowledge and experience, both internal and external partners alike
  • A curious and courageous leader through influence - you ask the tough questions and do it in a way that builds confidence and inspires action

Benefits & Perks:

It’s no secret that we work hard, but we also strive to create an office environment where the lines between work and play are blurred. This means we offer these great perks to help keep our team healthy, productive, and happy.

  • $115,000 - $145,000 base salary plus bonus with first year on target earnings of $132,000 - $170,000
  • 100% company-paid health, dental, and vision coverage for you and your dependents
  • Company-paid life insurance, short-term, and long-term disability
  • Unlimited paid time off - we trust your discretion
  • Opportunities for profit sharing, bonuses, and ownership
  • 401k plan
  • Cell phone reimbursement
  • Wellness stipend

We are committed to an inclusive and diverse work environment. Infillion is an equal opportunity employer. We do not discriminate based on race, color, ethnicity, ancestry, national origin, religion, sex, gender, gender identity, gender expression, sexual orientation, age, disability, veteran status, genetic information, marital status or any legally protected status.