Director - Sales Excellence - Prudential - Roseland

Job description
This position is responsible for leading Group Insurance’s (GI) consultative sales excellence training and coaching programs. The successful candidate will develop, manage, and lead a team of learning and development professionals who are responsible for facilitating instructor-led classroom and virtual sessions and for delivering 1x1 coaching to drive cultural adoption of the consultative methodologies, tools, and behaviors throughout the organization.

The key success outcomes are to drive cultural adoption and build long-term sustainability of sales competency behaviors through execution of learning solutions (e.g., consultative selling, strategic and conceptual selling, discovery-based engagement, advanced strategic concepts, negotiations) directly influencing the organization’s sales effectiveness capabilities and execution of corporate strategies.


The director reports to the VP of Distribution Excellence and acts in a dual role as both an individual contributor that builds and reinforces the consultative mindset through training and coaching interactions with the sales and account management professionals and across sales management.

The director is also a leader and coach who role models the consultative behaviors in order to motivate, develop, and elevate the capabilities of their team of coaches/facilitators who drive cultural adoption of the discovery approach and process, the strategic and conceptual selling concepts, and the entire curriculum of consultative sales methodologies throughout the organization.

The individual in this role must exhibit strong learner-centric communication skills and the ability to maintain highly credible and collaborative working relationships with internal partners across the Group Insurance organization. Additionally, this individual will be responsible for establishing and maintaining partnerships with external vendors and also external customer relationships in order to leverage opportunities to benchmark with “world-class sales organizations” and expand their professional capabilities as a leader in our organization.

Tasks and Duties include:

• Development and execution of multi-year sales excellence strategy and implementation plan
• Leads and expands the coaching model to elevate sales talent differentiation in the marketplace
• Manages performance management process and professional development of team members
• Collaborates with Distribution, HR, and Functional Business Leadership to ensure sales excellence and other development programs are aligned with organizational talent and business agendas.
• Partners with the Director, Sales Training to align on and articulate the vision, mission, and strategic roadmap for the Distribution Learning and Development function across their two areas of focus within the team.
• Establishes key relationships with all levels of organizational management and leadership. Partners with the business functional areas to implement large scale learning projects and national conference deliverables
• Develops deep knowledge of the industry as a whole and Group Insurance’s culture and norms
• Understands how market dynamics and industry trends may affect business needs
• Maintains broad focus looking across business areas to recommend and champion learning solutions
• Demonstrates skills as a strategic thinker and visionary with a creative and dynamic approach to problem solving and influencing others to transform learning into behaviors

Desired Skills and Experience
• 6+ years experience as individual contributor in learning and development, professional advanced skills coaching program, and/or sales and account management training function
• Strong leadership competencies combined with a role model behavioral and coaching mindset to care for the professional development, performance improvement, and engagement of others
• Experience in transforming knowledge of adult learning principles, curriculum and instructional design, and performance improvement methodologies into successful behavioral change outcomes that yield measurable organizational results
• Experience in a business-to-business (B2B) sales training or learning and development environment, such as Group Insurance sales and/or client management,
• Strong platform presentation, facilitation, and coaching skills
• Attention to detail with the ability to analyze complex data and collaborative interactions and simplify them during the communication process
• Learner-centric interpersonal mindset with readily visible reflective listening behaviors
• Candid communication style with the ability to hold self and others accountable for results and for how those results are achieved.
• Team leadership and management experience in a sales training or learning and development function, preferred, but not required.
• 3-4 years experience in consultative selling practices (certified facilitator with a top industry consultative selling and/or challenger model vendor) preferred, but not required
• Bachelors degree in business, adult learning, organizational development, or related field; Master’s degree preferred

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