MSC Industrial Supply Co. Program Manager, Sales Coach in Davidson, North Carolina

Build a better career with MSC.

Serving customer and community starts with the very best people doing their very best work. That is precisely what we have at MSC Industrial Supply Co., a leading North American distributor of metalworking and maintenance, repair, and operations (MRO) products and services.

Requisition ID : 170

Employment Type : Full Time

Job Category : Learning and Development

Work Location : Davidson, NC (CSC)

State or Province : North Carolina (US-NC)

Potential Work Location : United States : North Carolina : Davidson

BRIEF POSITION SUMMARY:

This position is responsible for developing and facilitating sales coaching reinforcement programs and workshops for sales leadership from Sales Directors to Front-Line sales coaches that meet the learning objectives and contribute to the company’s overall performance targets. The Sales Coach Program Manager will administer coaching assessments to identify gaps in performance and results impacted as part of a coaching certification plan. This position is also expected to partner cross-functionally to effectively improve sales coach performance and drive results. The Sales Coach Program Manager will report deliverables and performance results quarterly to Sr. Sales leadership with corrective action plans. The Sales Coach Program Manager will be responsible to measure the impact to the performance of the company in all areas of Sales (e.g. Large Accounts, Field Sales, Customer Care).

DUTIES and RESPONSIBILITIES:

  • Administer coaching assessments annually, review results to develop corrective action plan for gaps.

  • Develop ROI/Metrics for Coaching program and track results v. Measurements of Success.

  • Report outcomes to Sr. Sales Leadership team quarterly.

  • Partner with Sales Enablement to design and deliver a coaching model and certification program for sales leaders up to Sales Directors.

  • Observe sales manager coaching sessions to provide feedback for manager coaching skill development

  • Prepare schedules, materials and training spaces for facilitated classroom or virtual sessions.

  • Plan and conduct high quality training sessions for a balanced program of instruction, demonstration, and hands-on skill development time customized to the audience with opportunities to question and investigate materials covered during the session.

  • Deliver training to ensure transference of skills and knowledge tied to company objectives by utilizing adult learning principles and exceptional facilitation skills.

  • Build a collaborative learning environment where learners feel safe to try new skills and behaviors, where individual differences are respected, and confidentiality is supported.

  • Leverage the knowledge and experience of participants to facilitate learning.

  • Provide relatable examples and stories to ensure content is relevant to the audience.

  • When providing feedback to participants, share specific behavioral examples, drawing out and shaping possible alternatives for improving performance.

  • Create plans for informal learning approaches such as the development of personal learning networks to maintain and build skill development.

  • Manage group dynamics and effectively redirect challenging or disruptive learners to optimize the learning experience for all participants.

  • Ensure cross functional feedback and input is considered in program design and delivery.

  • Administer evaluation instruments to measure the effectiveness and ROI of training provided.

  • Create training materials as needed, including adult learning principles using the best presentation and application methods consistent with MSC standards. Work with Supervision to determine the most appropriate training strategy.

  • Maintain effective and efficient records as needed to assist the coordinator, including sessions conducted and associate training attendance.

  • Provide training-related information clearly and effectively through all communication channels available. Suggest innovative ways to communicate to the Sales team. Partner and share expertise with sales managers to fuel potential.

  • Demonstrates the leadership skills necessary to make sound recommendations and effectively handle diverse and complex problems

  • Conducts research on best practices in sales associate development, coaching skills, and facilitation

  • Collaborate with co-workers to enhance the training environment.

  • Complete tasks and projects on time.

  • Manage training projects as required by Training Management.

  • Fosters the MSC Culture in the department and throughout the company to ensure fulfillment of MSC’s vision and unity of purpose.

  • Participation in special projects and performs additional duties as required.

EDUCATION and EXPERIENCE:

  • Bachelor’s degree or the equivalent experience is required.

  • Minimum of four years of experience in delivering remote and on-site instructor-led training and/or facilitation or excellent results in coaching a team required.

  • Minimum of seven years of experience in management of managers required in the sales function required.

  • Excellent results in motivating team and exceeding sales results required.

  • Experience selling large complex customers at the Director or C-Suite level required.

  • Certification in at least one of the following: facilitation, coaching, Challenger selling model, and/or leadership training preferred.

SKILLS:

  • Computer literacy and proficiency in word processing, spreadsheets, and presentation software literacy is required.

  • Analytical skills – ability to articulate performance data and analyze data trends with regards to performance.

  • Excellent presentation and group facilitation skills required.

  • Excellent verbal and written communication skills required.

  • Proficient in time management and organizational skills required.

  • Proficient in Instructional Design methodology required.

  • Project management skills are preferred.

  • Knowledge of industrial distribution, sales, and/or manufacturing required.

  • Knowledge of Challenger selling methodology preferred.

  • Strong interpersonal and leadership skills required.

  • Coaching skills required.

COMPETENCIES:

  • Training Delivery – Builds and maintains a learning climate by involving learners through effective facilitation skills.

  • Business Skills – Applies business acumen and demonstrates strategic thinking when building a business case and creating plans.

  • Coaching – Establishes trust and instills confidence by asking questions, listening, and responding while collaboratively building, tracking, and evaluating a performance improvement plan.

  • Proficiency in MSC defined core competencies is required. (See attached list of core competencies for detail.)

OTHER REQUIREMENTS:

  • A valid driver’s license and the ability to travel up to 60% of the time are required.

Why MSC

People. Collaboration. Insight. That’s how you build something that works.

Built on a foundation of trust, MSC works side by side with our customers to help them drive business results. With more than one million product offerings and 75+ years of experience across industries, MSC strives to help our customers achieve greater productivity, profitability, and growth through inventory management and other innovative supply chain solutions.

As one of America’s Best Large Employers (named by Forbes magazine), we care about our associates and have programs in place to help our 6,000+ team members achieve their potential. When you join our team, you will receive rewards and recognition for your contributions, training and professional development opportunities, as well as a variety of benefits to support you and your family's health, well-being, and financial future.

If you are inspired to learn, take risks, and succeed as a team, you can build a better career at MSC.

Equal Opportunity Statement

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status, sexual orientation or gender identity.