Director Sales Training and Development in Brentwood, TN at Compassus

Date Posted: 6/10/2019

Job Snapshot

Job Description

Current Compassus Colleagues: Please apply via Workday.


The Director of Sales Training is responsible for modeling the three Company values of Compassion, Integrity, and Excellence, and for promoting the Compassus philosophy, using the six Pillars of success as the foundation. The Director of Sales Training is responsible for upholding the Code of Ethical Conduct and for promoting positive working relationships within the Company, among all departments, and all external stakeholders. The Director of Sales Training’s primary role is to design, develop, and execute sales force training for all Hospice and Home Health Care Consultants through the use of training events, online course development, and training materials.


Regulatory Compliance Pillar of Success

  • Complies with all federal, state, and local laws, rules, and regulations to which the Company is subject.
  • Understands and adheres to all Company policies and procedures.
  • Protects the confidentiality of all patient, colleague, and Company information.  
  • Cooperates with internal and external surveys, audits and investigations, providing truthful and accurate information.

Colleagues and Culture Pillar of Success

  • Contributes to a positive and professional work environment through personal choice of actions, according to the Compassus Code of Ethical Conduct.
  • Participates in regular, direct, and effective communications with colleagues and leaders, promoting team building, problem solving, and peer support.

Quality Pillar of Success

  • Exhibits compassion, dignity, and respect to our patients and families in all circumstances.
  • Works consistently to do things right the first time, in accordance with our core value of Excellence.
  • Makes efficient and effective use of resources to complete assignments.
  • Demonstrates personal responsibility for professional development and training.

Service Pillar of Success

  • Exemplifies the Compassus Service Commitment in all actions.
  • Demonstrates willingness and ability to adjust to change rapidly and is flexible in a variety of situations.
  • Is open, receptive, approachable, and quick to respond to direction and assignments.

Growth Pillar of Success

  • Demonstrates initiative and a “Level 5” Commitment to achieving Company growth and results to ensure long-term viability.
  • Represents the Company positively and professionally within the community.

Financial Responsibility Pillar of Success

  • Conducts business effectively and in a fiscally responsible manner.
  • Applies the most cost-effective approach to every situation.
  • Practices good stewardship with regard to Company time, money, and physical resources.
  • Position-specific Responsibilities
  • Evaluate current Sales Training to restructure with a focus on adult learning strategies with a mixture of approaches.
  • Responsible for improving the productivity and engagement of sales colleagues and leaders by effectively developing and implementing a robust sales training and development program. This role will partner with senior sales leaders to identify key training needs based on role requirements, capability and skill gap analysis, and business objectives to ensure the appropriate developmental programs are in place.
  • Create a robust Sales Learning and Development Program, including design and implementation of a varied number of developmental experiences including formal training, experiential learning, workshops, targeted coaching, field activities, etc.
  • Select the most appropriate training strategies for teams and individuals, by leveraging a variety of learning platforms (eLearning, instructor-led training, group workshops, etc.)
  • Manage the design, launch and sustainability of core sales leadership development programming to provide a foundation of sales leadership capability across sales team.
  • Create overall course map or activity path to identify the appropriate developmental track for colleagues and leaders based on a variety of factors including level, tenure with company, current knowledge and skill level, and future career path.
  • Oversee the effective delivery of all learning and development programs, including managing scheduling and logistics.
  • Create structured methods to assess the quality and impact of the learning and development programs and processes using best practice methods and tools, including measuring participant reaction, degree of learning, subsequent behavioral change, impact on key outcomes, and/or ROI analysis.
  • Manage any internal or external training and development delivery staff / resources to ensure best-in-class training delivery.
  • Performs other duties as assigned.

KNOWLEDGE AND SKILLS    To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • Experience in instructional design and training delivery
  • Experience working with senior executive leaders on large complex initiatives
  • Experience creating sales-specific training and development programs
  • Experience leading a team of instructional designers and training facilitators
  • Experience working with training and development vendors
  • Experience managing the planning, scheduling and logistics of a large sales training program.
  • Experience performing in a formal sales role highly preferred
  • Ability to effectively present information and respond to questions from leaders, colleagues, investors and external parties
  • Demonstrated employee management skills; ability to plan, assign and direct work; ability to recruit, mentor and evaluate employees
  • Ability to define problems, understand and collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in a variety of forms and deal with several abstract and concrete variables.
  • Proficiency in Microsoft Office Suite
  • Strong organizational and interpersonal skills
  • Ability to motivate and encourage learning using an understanding of the industry and communities that we serve.
  • Demonstrated skill in using technology platforms to aid in training materials, format, and delivery tools, which would include tablets and apps.

Education and/or Experience

  • Bachelor’s Degree or Master’s Degree Preferred
  • Minimum of 8-10 years of relevant work experience in training and development
  • Management/leadership experience of classroom or team
  • Experience in continuous improvement initiatives, root cause analysis and project management

Other Qualifications

Individual must be able to work a flexible schedule and work more than forty hours per week as needed to satisfy team objectives and meet deadlines.  Individual must be able to travel occasionally.  Individual is expected to further his/her knowledge of best practices and general business practices through attendance of seminars and professional meetings.

PHYSICAL DEMANDS The physical demands described here are representative of those that must be met by a colleague to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this Job, the colleague is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms and talk or hear. The colleague is frequently required to walk. The colleague is occasionally required to stand. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.

WORK ENVIRONMENT The work environment characteristics described here are representative of those a colleague encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The noise level in the work environment is usually quiet.

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