[Hiring] Sales Training Manager @TEACHER CREATED MATERIALS

Role Description

TCM is seeking an experienced, high-performing Sales Training Manager to own the development and sales readiness of newer Sales Consultants, primarily those in their first 0–2 years with TCM. You will combine hands-on field coaching with structured virtual training to build product knowledge, sales skills, and disciplined habits, and be accountable for measurable improvement in consultant productivity and sales performance.

Reporting to the Vice President of Professional Learning, you will partner closely with the Senior Vice President of Sales and Regional Vice Presidents to align development plans with field priorities. You will own coaching plans, progress tracking, and targeted interventions, with approximately 50–75% nationwide travel to work alongside consultants and build their ability to independently develop territories and achieve sales goals.

What You’ll Do

• Own the development and sales-readiness progression of newer Sales Consultants, primarily those within their first 0-2 years at TCM, through a combination of field-based and virtual training.
• Travel approximately 50–75% of the time nationwide to work directly alongside Sales Consultants in their territories and participate in customer-facing sales activity.
• Observe Sales Consultants in real-world selling situations and provide immediate, actionable coaching on prospecting, discovery, presentation, objection handling, follow-up, opportunity management, and closing.
• Model effective selling behaviors during live customer interactions when appropriate, using a gradual-release approach that intentionally transfers ownership to the Sales Consultant as skills and confidence develop.
• Drive measurable improvement in Sales Consultants' ability to independently secure meetings, identify customer needs, create opportunities, advance opportunities through the sales process, and ultimately close business.
• Build consultant knowledge and confidence across TCM’s broad portfolio of instructional resources and help consultants connect customer needs to the right TCM solutions.
• Reinforce consistent execution of TCM’s established sales process, tools, expectations, and best practices.
• Design and facilitate ongoing virtual sales and product training programs targeted specifically to newer Sales Consultants.
• Create, own, and execute individualized development plans for assigned consultants, with clear goals, timelines, success measures, and follow-up actions tied to independent productivity and sales performance.
• Partner with Regional Vice Presidents to align on development priorities, while taking ownership for the coaching strategy, cadence, execution, and documented progress of assigned newer consultants.
• Provide specific, timely, and documented feedback to both the Sales Consultant and appropriate RVP following field visits, coaching sessions, and training activities, including clear commitments, next steps, and dates for follow-up.
• Identify performance gaps early, implement targeted coaching interventions, measure improvement, and promptly elevate persistent performance concerns to the Regional Vice President and Sales leadership with clear evidence and recommended next steps.
• Identify recurring skill, process, or product knowledge gaps across newer Sales Consultants and take ownership for developing or coordinating training solutions that address those gaps.
• Partner closely with the SVP of Sales to ensure training remains aligned with company sales strategy, expectations, priorities, and evolving field needs.
• Play a leadership role in TCM Rookie Camp, held in-person twice annually in California, including program development, facilitation, coaching, role-play evaluation, and follow-up.
• Play a leadership role in Winter Sales Meeting and National Sales Meeting.
• Maintain direct visibility into assigned consultant performance and own a consistent scorecard of development and sales indicators, including activity, meeting generation, pipeline creation, opportunity advancement, sales results, time to independent productivity, and annual goal attainment. Use these measures to adjust coaching plans and demonstrate the impact of training efforts.

Qualifications

• Significant successful experience selling instructional resources or educational solutions to schools and districts.
• Strong knowledge of consultative sales processes, territory development, CRM systems, and sales tools, with the ability to learn and reinforce TCM’s sales process and expectations.
• Knowledge of PreK–12 instructional resources and customer needs, with the ability to quickly develop expertise across TCM’s portfolio and connect solutions to instructional priorities.
• Demonstrated ability to consistently secure customer meetings and create new sales opportunities.
• Proven ability to conduct effective discovery, present solutions, overcome objections, establish next steps, move opportunities through the sales process, and close business.
• Demonstrated history of strong sales results and successful territory development.
• Demonstrated ability to translate personal sales success into repeatable behaviors that can be taught, modeled, coached, and adapted to the needs of others.
• Strong facilitation, presentation, and communication skills in both virtual and in-person environments.
• Demonstrated ability to observe performance, identify the underlying skill or behavior gap, and provide direct, constructive, actionable feedback while maintaining strong relationships.
• Demonstrated commitment to developing others, with the ability to shift from personally producing results to building the capability and confidence of others to produce results independently.
• Strong organizational skills and the ability to manage multiple consultants, regions, development plans, and travel schedules simultaneously.
• Ability to evaluate performance objectively using observation, activity metrics, pipeline data, and sales results.
• Strong collaboration skills and comfort working across Professional Learning, Sales leadership, Regional Vice Presidents, and other internal teams.
• Willingness and ability to travel approximately 50–75% nationally, including participation in Rookie Camp in California twice annually.

Benefits

• Medical, dental, and vision insurance.
• Paid vacation, sick time, and company holidays.
• 401(k) with employer match.
• Childcare reimbursement support, plus additional company benefits.

Work Environment & Physical Requirements

• National, field-based position supported by a home office.
• Approximately 50–75% travel expected, including regular overnight travel throughout the United States.
• Travel will frequently involve accompanying Sales Consultants on customer calls, school and district visits, presentations, and other field sales activities.
• Required participation in twice-annual Rookie Camp programs in California.
• Remaining work will primarily consist of virtual training, coaching, planning, collaboration, and follow-up.
• Ability to sit, stand, and walk for extended periods.
• Ability to lift and carry up to 50 pounds when transporting sales or training materials.
• Frequent use of a computer keyboard, mouse, mobile phone, CRM, and virtual meeting technology.