Sales Trainer

Sales Trainer

Base Locations: Charlotte, NC | Winston-Salem, NC | Greenville, SC

About The Budd Group

At The Budd Group, we don’t just offer facility solutions—we deliver a better future experience for our clients. As a premier facility services provider across the Southeast, we take pride in raising the operational standard for commercial, educational, and industrial environments.

We are seeking a high-energy, field-tested Sales Trainer to act as the strategic custodian of our unified selling architecture. If you thrive on developing talent, stepping onto the front lines to model elite execution, and turning sales reps into quota-crushing professionals, this role is your stage.

The Opportunity

You won't be sitting behind a desk running generic slides. As our Sales Trainer, you will build and drive our revenue engine across classroom settings, regional offices, and live field ride-alongs.

You will institutionalize our four-layer sales methodology—BANT (The Filter), IMPACT Selling (The How), MEDDPICC (The What), and Tom Sant Value Selling (The Why)—shifting our sellers away from task-pitching toward selling high-value, transformative client outcomes.

What You’ll Do: The "Tell, Show, Do, Review" Framework

Field & Classroom Coaching:

TELL: Deliver engaging classroom instruction on our Integrated Sales Excellence framework, pipeline stages, and exit criteria.

SHOW: Step onto the front lines during field ride-alongs to personally demonstrate 3-deep questioning and live 2-minute pitch delivery in front of prospective clients.

DO: Facilitate interactive role-plays and shadow reps on active field calls, guiding them to lead conversations from Investigate to Tie-It-Up.

REVIEW: Conduct post-call debriefs and milestone check-rides using structured scorecards to certify proficiency before reps handle high-value enterprise accounts.

Targeted Retraining & Manager Partnership:

Partner directly with Regional Sales Managers to diagnose field skill gaps using the MEDDPICC Deal Health Scorecard.

Deploy targeted intervention programs for underperforming reps and equip managers to reinforce daily coaching during weekly pipeline reviews.

Asset Architecture & LMS Ownership:

Take immediate ownership of our corporate LMS, transforming existing tools into sequential, scannable learning paths aligned with IMPACT stages.

Build high-impact training assets, including sector-specific case studies (Education, Manufacturing), local market proof metrics, and objection-handling guides.

How Success Is Measured

Your performance evaluation and incentives directly tie to accelerating speed-to-productivity for new hires within their first 90 days across two primary sales tracks:

Contractual Sellers: Success for this track means achieving full pipeline autonomy within 90 days, securing their first sale within 120 days, and staying on track to reach $600,000 sold by Month 9. Training is delivered through centralized classroom instruction, regional office sessions, and structured field ride-alongs.

Transactional Sellers: Success for this track requires reaching quote autonomy within 60 days, closing their first sale within 90 days, and maintaining a steady $50,000 monthly run-rate starting in Month 3. Training is delivered through agile 1-on-1 coaching, localized workshops, and tactical ride-alongs.

What We’re Looking For

Experience: 3–5+ years of successful B2B sales experience PLUS 2+ years in an enterprise sales training or enablement capacity. Experience in facility services, property management, or corporate services is a plus.

Methodology Mastery: Strong competency in value-based proposal writing (Tom Sant) required. Prior expertise or certification in MEDDPICC and IMPACT Selling is highly preferred.

Instructional Agility: Equally comfortable coaching an enterprise contractual seller through a 12-month RFP committee cycle as you are sharpening a transactional rep for a fast, short-cycle close.

Leadership Alignment: Philosophical alignment with core sales management literature (e.g., Keith Rosen's Coaching Salespeople into Sales Champions, David Brock's The Sales Manager's Survival Guide, and Jason Jordan's Cracking the Sales Management Code).

Requirements & Physical Expectations: Valid driver’s license required for regional travel across NC/SC territories. Ability to travel between regional sites, sit/stand for extended training blocks, and lift up to 35 lbs occasionally.

Why Join Us?

Direct strategic impact reporting directly to the SVP of Sales.

Complete ownership over our sales enablement architecture and training content.

Competitive compensation structure, sales incentives, and robust benefits.

Department: Sales Reports To: SVP, Sales Status: Full-Time, Exempt