Comcast Careers

Executive Director, Sales Effectiveness

New York, NY; Philadelphia, PA
Marketing and Communications (Marketing/Communications)

Job Description

Business Unit:

*This rolecan be based in Philadelphia, PA or New York, NY

Job Summary:

Influences and contributes to productivity and profitability of the organization by ensuring our sales force is effectively and consistently evaluated, prepared and developed to meet the needs of the clients, grow share and offensively compete in the aggressive media sales landscape.The EDSE leader will set the sales learning strategy in a systematic, comprehensive and cohesive manner across the organization and with partners from all disciplines and Comcast University. The leader will be the guardian of all training delivery to the sales force to ensure consistency and company go-to-market positioning reinforcement. This is a highly collaborative leader with partnerships in all areas of the business: Product Marketing, Research, Advanced Solutions, Client Development, PD&T; Comcast University, Human Resources; Talent Acquisition; Talent Management and others. The leader must be inclusive and strategic with a high bias towards execution. The leader must guide the team on having a persistent focus on knowledge base development, staying focused on programs that drive results and seeking internal and external practices to continuously raise the bar on performance, training and effective sales techniques. Excellent communication, interpersonal, analytical, organizational with stakeholder management skills is required. The role will be evaluated based on the performance of the sales organization; effectiveness of learning solutions and the preparedness of the sales organization in partnership with sales leadership

Core Responsibilities:

The leader will guide a team to deliver in four major areas:

  1. Deliver and ensure adoption of sales skill training and reinforcement techniques;
  2. Drive a diagnostic approach to sales strength and performance
  3. Measure the effectiveness of programs and solutions
  4. Prepare the organization with ready-now players for the AE and LSM roles through pipeline programs such as the Associate AE program

Sales Skills and Reinforcement:

- Partner strategically with internal departments to understand key business objectives, product launches and new developments. Consistently translate and prioritize these into the training roadmap

- Designs and develops learning programs across various delivery mediums, including in-person training, remote synchronous training, and online modules as well as experience creating a framework for assessing, measuring and tracking program success

- Architects, orchestrates and implements the infrastructure for sales training and development within the sales organization in partnership with CU and HR

- Establish and implement skill assessment methodology with sales leaders. Evaluate skill needs based on level, tenure and area of the sales teams. Incorporates scalable solutions with a consistency in skill evaluation and development while meeting individual needs of the learners

- Ensures training quality control with proper and well-timed facilitation and content of materials

- Determines and prioritizes learning experiences in relationship to business and employee needs

- Partner will Comcast University and leverage best practices and recommended learning systems and tools

- Provides oversight and ongoing impact analysis and evaluation of all sales training programs, vendors, systems and tools

- Builds reinforcement techniques and practices into learning experiences such as leader-supported coaching plans and team huddles

- Partners with Advanced Solutions to implement skill training to support mastery of our product suite

- Collaborates with Spotlight departments to incorporate related training needs

- Incorporate partner department materials (i.e., Marketing to incorporate product positioning) into learning and development materials

Sales Performance

- Partners with leaders and HR on setting and measuring sales activities and performance

- Continuously monitors the performance health of sales organization.

- Identifies trends and assess themes in performance strengths and issues and communicates to relevant partners (sales leaders and HR primarily)

- Partners with Talent Acquisition and HR on various ways to assess and evaluate sales talent (new hire and existing staff)

- Create and maintain proper diagnostic tools to consistently evaluate sales performance

- Determine resources needed to strengthen the organization (training, coaching, performance management)

Sales Preparation

- Owns programs that support the preparation of the sales work force such as the Associate AE and Onboarding programs

- Partners with Comcast University and HR to ensure new to role and new hires transition to the sales role quickly and effectively

- Continuously assesses the success of the associate AE program

- Forecasts need for additional pipeline opportunities to ensure the bench health of the sales organization

Sales Measurement

- Utilize tools such as CRM, YourVoice, eNPS and financial data to evaluate program strength and organizational health. Modify programs as needed

- Communicates key findings and builds plan to safe-guard organization

- Consistent exercise of independent judgment and discretion in matters of significance.
- Regular, consistent and punctual attendance. Must be able to work nights and weekends, variable schedule(s) as necessary.
- Other duties and responsibilities as assigned.

Job Specification:
- Bachelors Degree or Equivalent
- Business, Marketing
- Generally requires 14+ years related experience

Employees at all levels are expected to:
- Understand our Operating Principles; make them the guidelines for how you do your job
- Own the customer experience-think and act in ways that put our customers first, give them seamless digital options at every touchpoint, and make them promoters of our products and services
- Know your stuff-be enthusiastic learners, users and advocates of our game-changing technology, products and services, especially our digital tools and experiences
- Win as a team-make big things happen by working together and being open to new ideas
- Be an active part of the Net Promoter System-a way of working that brings more employee and customer feedback into the company-by joining huddles, making call backs and helping us elevate opportunities to do better for our customers
- Drive results and growth
- Respect and promote inclusion and diversity
- Do what's right for each other, our customers, investors and our communities

Comcast is an EOE/Veterans/Disabled/LGBT employer