Sales Training Manager

About Us

For nearly 50 years, Teacher Created Materials has made teaching more effective and learning more engaging. We publish PreK–12 instructional programs across all core content areas, along with award-winning educational trade books, professional development resources, and professional learning services.Our products are created by teachers for teachers and are trusted by educators around the world. We are passionate about helping every learner succeed—wherever learning happens.

The Opportunity

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

What You’ll Bring

This position is open to internal and external candidates with demonstrated sales success and the ability to develop others through practical coaching and training.

• 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

Key Performance Indicators

The Sales Training Manager will be accountable for measurable improvement in the performance and development of assigned Sales Consultants. Performance measures will be established annually in partnership with Professional Learning and Sales leadership and will focus on four primary measures:

• Annual Goal Attainment: Progress of assigned Sales Consultants toward annual sales goals, including the percentage achieving or exceeding goal.
• Time to Productivity: Reduction in the time required for newer Sales Consultants to achieve established sales, pipeline, and independent performance milestones.
• Pipeline & Opportunity Development: Improvement in the quantity and quality of qualified opportunities created, maintained, and advanced through the TCM sales process.
• Sales Skill Proficiency: Achievement of defined competency milestones in TCM’s sales process, customer acquisition, discovery, presentation, opportunity management, follow-up, and closing.

Success in this role will be measured not simply by training delivered, but by measurable improvement in the sales capability, productivity, and results of the Sales Consultants assigned to the Sales Training Manager. The Sales Training Manager is expected to know where each assigned consultant stands against established KPIs, proactively address performance gaps, and adjust development strategies when expected progress is not occurring.

What Success Looks Like

Sales Consultant Development

• Assigned consultants demonstrate measurable improvement against defined sales-process, skill, and product-knowledge benchmarks, with progress documented and reviewed regularly.
• Assigned consultants reach defined levels of independent execution in securing meetings, conducting effective sales calls, presenting solutions, managing opportunities, and closing business.
• The Sales Training Manager can demonstrate, through observation and documented assessment, that consultants have achieved the product knowledge and solution-positioning proficiency expected for their tenure.

Sales Performance

• Assigned consultants demonstrate measurable improvement in leading indicators, including meeting generation, pipeline creation, opportunity advancement, and disciplined follow-up.
• Time to first meaningful wins and independent, sustained sales productivity improves across the Sales Training Manager's assigned consultant cohort.
• The Sales Training Manager is accountable for helping drive a growing percentage of assigned newer consultants toward annual goal attainment and for identifying and acting on performance gaps early when progress is off track.

Coaching Effectiveness

• RVPs receive timely, specific, actionable feedback and documented progress updates following coaching engagements and at agreed-upon checkpoints.
• Every assigned consultant has a current development plan with defined strengths, gaps, priorities, measurable targets, owners, deadlines, and next steps.
• Follow-up coaching demonstrates measurable progress against previously identified development areas; when progress does not occur, the Sales Training Manager adjusts the intervention and escalates appropriately.
• Consultants demonstrate increasing independence over time, and the Sales Training Manager intentionally reduces intensive support only when agreed-upon readiness and performance benchmarks have been met.

Organizational Impact

• Rookie Camp, ongoing training, and field coaching operate as a continuous, measurable development system from initial onboarding through independent field execution.
• Common skill and knowledge gaps are identified through performance data and field observation, addressed systematically, and monitored for improvement.
• The Sales Training Manager provides leadership with clear visibility into the health, progress, risks, and readiness of the newer-consultant cohort, while enabling RVPs to maintain focus on strategic accounts, larger opportunities, experienced Sales Consultants, and overall regional performance.

Core Competencies

• Sales Excellence: Demonstrates mastery of TCM’s sales process and consistently models effective sales behaviors.
• Coaching & Development: Identifies underlying skill and performance gaps and provides specific, actionable coaching that builds capability, increases independence, and improves results.
• Product Expertise: Possesses broad knowledge of TCM resources and understands how to position solutions against customer needs.
• Communication & Facilitation: Communicates clearly, confidently, and effectively with Sales Consultants, customers, and leadership.
• Accountability & Ownership: Takes ownership for the development plan and measurable progression of assigned consultants; establishes clear expectations, tracks results, follows through on commitments, intervenes when performance is off track, and escalates appropriately.
• Adaptability: Adjusts coaching style and approach based on individual experience, skill level, territory, and situation.
• Collaboration: Builds strong partnerships across Sales, Professional Learning, and regional leadership.
• Credibility & Influence: Earns trust through demonstrated sales experience, sound judgment, and the ability to translate real-world experience into practical, relevant coaching.
• Drive for Results: Maintains urgency and holds development work to the same standard as sales work - measurable behaviors, measurable progress, and measurable outcomes.
• Developer Mindset: Derives success from building the capability and performance of others and intentionally shifts ownership as consultants grow.

Why You’ll Love Working Here

This is a unique opportunity for a proven sales professional to extend their impact beyond an individual territory and help develop successful TCM Sales Consultants. You’ll remain closely connected to customers and the field while building the skills and confidence of others to produce strong, sustained results. Your sales experience and coaching expertise will directly influence the success of consultants and regions across the country.

Compensation & 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.

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Teacher Created Materials (TCM) is an equal opportunity employer and, as such, affirms in policy and practice to recruit, hire, train, and promote individuals in all job classifications without regard to race, color, religion, gender, age, sexual orientation, gender identity, national origin, disability status, or protected veteran status. This policy of non-discrimination and affirmative action applies to all levels of employment and all employment practices, including compensation, benefits, transfers, layoffs, educational opportunities, training, and recreational and social activities.