Sales Trainer EMEA

Sales Trainer EMEA

Department: Sales

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Employment Type: Full Time

Location: EMEA-Italy-Field based

Description

As a Sales Trainer, you will play a crucial role in enhancing the skills and performance of our sales teams. You will be responsible for developing and delivering comprehensive training programs that align with our strategic goals and drive excellence in sales processes. Your primary focus will be on onboarding new hires, conducting skill assessments, and providing ongoing training to ensure continuous improvement and consistency across the EMEA organization.

Role expectations

The Regional Sales Enablement Lead is responsible for driving sales capability, performance, and enablement adoption across their region within EMEA.

This role goes beyond traditional training delivery and focuses on:

• Translating business priorities into impactful enablement initiatives
• Capturing field insights and turning them into scalable content and scenarios
• Driving adoption of enablement tools such as Allego
• Ensuring that training, coaching, and content lead to measurable behavior change and sales impact

The role operates as a critical link between the field and the central enablement team, ensuring that global strategies are effectively adapted to local market realities while maintaining consistency and quality across EMEA.

1. Regional Enablement & Field Insight

• Act as the primary enablement partner for the assigned region
• Maintain strong connection with:
  • Sales teams
  • Sales leaders
  • Regional stakeholders
• Regularly engage with the field (customer interactions, co-travels, coaching) to:
  • Identify capability gaps
  • Capture real customer conversations, objections, and challenges
• Translate field insights into:
  • Clear enablement needs
  • Content briefs
  • Scenario development inputs

2. Content Contribution & Scenario Development

• Actively contribute to the development of scalable enablement content by:
  • Creating structured content briefs based on field needs
  • Co-developing:
    • Role-play scenarios
    • Objection handling flows
    • Sales conversation simulations
• Collaborate closely with the central content team to:
  • Ensure realism and relevance
  • Validate content before rollout
• Support the creation of short, impactful, field-ready content (e.g. videos, practice scenarios)

3. Enablement Tool Adoption

• Drive adoption and effective usage of enablement platforms such as Allego
• Ensure sales teams:
  • Engage with content
  • Use tools in their day-to-day sales activities
• Act as a regional champion for digital enablement:
  • Promote best practices
  • Support onboarding
  • Gather feedback for continuous improvement

4. Training Design & Delivery

• Deliver high-impact training sessions EMEA level (virtual, in-person, blended)
• Focus on:
  • Practical application
  • Real customer situations
  • Behavior change
• Adapt central content to regional needs while maintaining consistency

5. Sales Methodology & Capability Building

• Act as a subject-matter expert in sales methodologies, such as:
  • Consultative selling
  • Value-based selling
  • Opportunity qualification
  • Pipeline management
  • Objection handling and negotiation
• Ensure consistent adoption of agreed sales methodologies across EMEA.

Reinforce structured selling behaviors through training, coaching, and field engagement.

• Ensure methodologies are applied in real deals, not just trained

6. Coaching & Leadership Development

• Coach sales teams to improve individual and collective performance.
• Coach Area Sales Managers (ASMs) on:
  • Coaching skills
  • Performance management
  • Leading through change
• Support leaders in translating training into day-to-day execution and behavioural change.
• Observe field activity (where relevant) and provide constructive, actionable feedback.
• Reinforce training through ongoing coaching and follow-up (on field)
• Support leaders in embedding new behaviors in daily routines

7. Measurement & Continuous Improvement

• Define success metrics for training programs (adoption, behavior change, performance impact).
• Gather and analyze feedback from participants and stakeholders.
• Continuously refine training strategy to maximize business impact and ROI.
• Tra