Business Consultant - Sales Quality Coach

Description

You thrive on mentoring strong sales professionals and have a passion for sales performance excellence. You are an experienced leader or sales professional with a proven track record of facilitating change successfully in a sales environment. You will be the master planner in the team and will materialize the strategy set to conquer our goal by connecting the individual pieces being worked on by our team. Your insight will help us set and reorganize priorities assuring the achievement of the KPIs being reported directly to our senior executive team. 

You are a great fit if you are comfortable operating in ambiguous environments and creating structure and process. The right fit for our team builds relationships easily and has a proven track record of collaborating with cross functional team members of varying seniority to align outcomes with TELUS’ strategic goals. 

Reporting to the Director of Business Strategy Development, you are responsible to inspire, mentor, and coach our sales executives and leaders to develop a premiere sales culture through methodology and behaviours that will lead to world class professionals consulting with our customers to successfully achieve business goals.
 
Responsibilities
 

• Incorporating Premiere Sales Organization (“PSO”) culture as key to the business planning process to identify investments required to accomplish specific objectives
• Leveraging sales and business analytics, you will partner with Sales leaders to target areas requiring development of sales methodology and business management
• PSO Reporting & Funnel Reporting (Quantity, Quality, Velocity, Balance) Management
  • Analyze monthly funnel KPI’s to highlight VP/Director/Manager level vulnerabilities
  • Suggest action plan to ensure a healthy funnel
  • Review, manage & distribute Performance Reports (training completion, Playbook usage, contact and coverage)
  • Use various dashboards and performance reports to identify areas for coaching opportunities
• PSO Execution
  • Drive adoption of Targeted Account Selling and Account Plan quality audit process with Sales Leaders
  • Improve use of methodologies used to fast fail and/or advance opportunity
  • Create plan to accelerate New Hire Productivity – provide support on PSO onboarding and training 
  • Identity Win stories, Customer reference, Best practices
• PSO Certification Program
  • Evaluate & coach managers in collaboration with Director to complete manager’s certification 
  • Support Practitioner Candidates to complete Practitioner Process with success 
• Field Coaching
  • Work closely with Sales Leaders to identify how PSO will support overall team strategy 
  • Increase the quality of leaders coaching session - through observation and feedback 
  • Work with Sales Leaders to identify skills gaps and where we need PSO National Team support
  • Support the onboarding of new hires as part of our New Hire Acceleration program
• Share PSO best practices 
  • Work with PSO National Team to understand roadmap of overall program + training & development plan (and provide guidance)
  • Partner with Sales Enablement to identify processes hindering sales velocity, particularly with new hires
  • Partner with other PSO Champions across TELUS to streamline efforts and reduce duplication 
• Monitoring the progress of the adoption of PSO culture across the team, applying targeted development plans to enable progress in methodology, skills and competency development, and offerings development

Qualifications

Demonstrated Experience
 

• Proven track-record of managing and directing a highly skilled, motivated, results-oriented, and successful sales team and/or proven track-record as a sales professional
• Strong leadership qualities and ability to motivate dynamic teams
• Excellent analytical thinking, analysis, and problem solving skills
• Balances strategic thinking with tactical action to drive results
• Ability to cultivate strong internal and external network of personal relationships to identify issues and opportunities and provides positive, best-in-class perspectives to others 
• Excellent verbal and written communication skills, demonstrates a vocal and confident style; shares thoughts and opinions and presents ideas with conviction and courage and has a passion for sales excellence
• Ability to handle multiple assignments and manage major projects to successful completion, and able to work independently
• Sales Acumen: Strong understanding of customer and market dynamics and requirements

 
Required Experience
 

• Bachelor's degree
• A minimum of 7 years of experience in a Sales and/or Marketing Manager role
• Experience with strategic planning and the ability to execute strategic initiatives

 
Great-to-haves
 

• Knowledge of the TELUS Business Solution space understanding the roles of the different teams involved to deliver our products to business customers
• PMP designation or 5 - 10 years’ program and/or project management experience managing cross functional programs and stakeholder groups
• Excellent storytelling and presentation abilities with demonstrated ability to take the message upwards and across the team to senior executives within and across the organization
• The ability to see the bigger picture and provide strategic guidance with demonstrated success in delivering large scale strategic content initiatives