Director, Sales Training & Development

Overview

BROAD FUNCTION AND SCOPE OF POSITION: The Director of Sales Training & Development is a non-managerial, field-focused enablement role designed to strengthen regional sales performance through hands‑on coaching, technology integration, and scalable learning frameworks. This position drives adoption of core sales technologies (CRM, NXT, and analytics platforms) and new marketing toolkits by embedding them into everyday sales execution. Through structured market visits, targeted coaching, and collaboration with Market Managers, the role elevates sales consistency, accelerates new‑hire readiness, and cultivates a data‑driven, insight‑based selling culture.

The Director serves as a connector between Sales, Marketing, and Sales Enablement, ensuring field teams are equipped, engaged, and aligned with corporate initiatives while capturing measurable outcomes to inform future scalability.

• Partner with Regional and Market Managers to drive consistent execution of company, client, and customer standards while reinforcing accountability for team adoption of sales planning, sales execution, and technology initiatives.
• Lead technology and marketing enablement tools in the field—facilitating adoption of CRM, NXT (AI Application, etc.), and new marketing toolkits through live demonstrations, application training, and reinforcement during coaching sessions.
• Capture field insights and publish concise reports; define and track key performance indicators for sales execution, technology adoption, and client initiatives.
• Conduct structured ride‑alongs and live coaching focused on call planning, objection handling, upselling, and follow‑through to strengthen executional consistency.
• Embed CRM and technology tools into daily workflows—set clear usage standards, measure engagement, and partner with Market Managers to model and reinforce best practices.
• Reinforce CRM hygiene and reporting accuracy, ensuring post‑call data integrity and actionable analytics.
• Partner with Corporate Marketing and Sales Enablement to co‑develop field‑ready materials (playbooks, job aids, and digital assets) aligned to campaigns, client priorities, and CRM definitions.
• Develop post‑onboarding sales talent in partnership with the onboarding program through advanced skill clinics, application labs, and individualized coaching plans in collaboration with Market Managers.
• Build scalable frameworks and best practices for distributor reviews, sales meetings, and operator planning sessions that can be replicated across regions.
• Lead program rollouts both in person and virtually—pilot, measure, refine, and drive adoption through field‑based enablement and feedback loops.
• Facilitate regional debriefs with key stakeholders (Region President, Market Managers and Segment leads) mid and post Trimesters to align on progress and support needs.
• Maintain a coaching tracker, adoption metrics, and performance dashboards for leadership visibility.
• Manage regional travel, expenses, and communication cadence, ensuring efficient scheduling and consistent updates to executive stakeholders.

• Highly efficient with time and territory management to maximize productivity.
• Resilient and skilled in communicating and leveraging sales data analytics and operator insights into the sales planning process.
• Expert in coaching skills that enhance relationships and influence behaviors.

• Bachelor’s degree preferred; 5+ years of success in food service sales, manufacturer representation, or distributor management.
• Experience working with key food service distributors, manufacturers, and CMC/GPO accounts preferred.
• Proven ability to coach, train, and influence field sales teams through structured development, market visits, and skill reinforcement.
• Demonstrated success in delivering and driving technology and CRM adoption—skilled at integrating CRM, analytics tools, and digital selling platforms into daily field execution.
• Strong understanding of marketing enablement—able to translate marketing assets, campaigns, and data insights into actionable field selling activities.
• Proficient in data‑driven decision‑making, using tools such as CRM reporting,…