Sr. Director Global Sales Training and Development (m/f/d)
DHL Express - a company that connects people!
What makes DHL great? Our People! We know each employee’s individual contributions make us the #1 Express Delivery and Logistics Company in the world.
Distinguished as No.1 World’s Best Workplace™ by Great Place to Work and Fortune Magazine DHL Express is committed to maintaining an environment that empowers every team member to make the greatest possible impact on our business. Our corporate culture is about personal commitment – to our business, to each other and to our global communities. DHL is dedicated to being a great place to work. Start YOUR career with DHL today…
Role Purpose:
• Drive annual AOP in Global markets and co-ordinate and lead the design, implementation and assessment of Sales Training curriculum that is relevant to the business and economic conditions to ensure contribution to profitable revenue growth.
• Co-ordinate and lead the design, implementation and review of DHL learning strategies, delivering the required competencies to the sales force in all sales channel revenue streams Globally.
• Own and manage the Global Sales Training and Development budget.
• Manage relationships with internal and external stakeholders and suppliers at a global level.
How will you contribute to the success of DHL?
- Lead the design, implementation and continuous improvement of global sales learning strategies aligned with Global Commercial Excom priorities.
- Co-ordinate, evaluate and define the business need for development of Sales Training modules and curriculum.
- Direct end-to-end planning of training initiatives, including scope, objectives, milestones, quality standards, budget, and timelines.
- Oversee and track development and delivery of training programs, ensuring alignment with defined scope, objectives, timelines, quality standards, and budget.
- Assessing project results and conducting post-development evaluations based on scope, objectives, quality, budget and time frame.
- Manage risks across all change projects/activities for Sales Training curriculum.
- Lead the change control in Sales Training curriculum to integrate changes in business environment, strategy, resources, sales development, processes, tools and sales campaigns.
- Ensure integration of sales process, tools, knowledge and skills in Sales Training curriculum.
- Oversee and control the global Sales Training and Development budget.
- Determine appropriate and contemporary learning methods and techniques.
- Drive Implementation of Sales Training curriculum across 6 regions (AM, AP, CN, EU, MENA, SSA).
- Understand the complexity and needs of the different markets globally and implement Sales Training curriculum tailored to the local situation.
- Lead the deployment of sales assessment tools to evaluate capability levels and identify development needs across the sales organization.
Do you have what it takes?
- Bachelor’s degree (or equivalent working experience) required, complemented by senior management experience.
- Minimum 5 years’ experience in sales management, sales training and coaching within a multi-national service-based organization.
- At least 5 years of experience in project management and vendor management.
- Proven experience leading change management initiatives across cultures within a matrix environment.
- Minimum 5 years experience in planning and managing of operating cost budgets.
- Proven track record in collaborating with Senior Management to align initiatives with broader business objectives and strategies.
- At least 2-3 years of experience in people development, including building teams and driving continuous personal development of individuals.
- Relevant experience across at least two regions (AM, AP, CN, EU, MENA, SSA).
- Sales skills (i.e. ability to win trust, questioning, qualify & close business, negotiations, etc.)
- Project management skills.
- Strong interpersonal and stakeholder management skills.
- Strong facilitation and training delivery skills.
- Organizational, analytical and problem solving skills.
- Excellent written and verbal communication, presentation and coaching skills.
- Expertise in coaching models, process and techniques.
- Proficiency in assessment, analysis, interpretation and performance feedback.
- Ability to coach and increase the ability of salespeople to achieve revenue targets.
- Proven capability to drive measurable performance improvement through coaching at middle and senior management levels.
- Ability to accelerate change in others and deal with resistance effectively.
- Ability to identify strengths and development opportunities within teams and individuals.
- Strong influencing skills with the ability to build compelling cases for ideas and initiatives via an appropriately chosen strategy.
- Solid business and commercial acumen.
- Strategic thinker with the ability to translate vision into execution.
- Courageous leadership with the ability to operate effectively in a complex global environment.