Digital Sales Trainer - McClatchy - Sacramento, cA

08 Dec 2014 8:07 PM | Anonymous

Digital Sales Trainer - Sacramento, CA

SUMMARY: The Digital Sales Trainer is a key position that will focus on digital product and sales training across all McClatchy properties.  The Digital Sales Trainer will collaborate with other digital revenue development team members; market sales managers and external vendors to set training strategy and curriculum. Company-wide and market-by-market achievements will be benchmarked within designated timelines toward digital sales mastery. 


Responsibilities will include writing and maintaining curriculum, setting performance benchmarks that will determine levels of mastery and deliver the training in-market classroom style, side-by-side field training and coaching as well as webinar sessions.  The Digital Sales Trainer will also deliver post training assistance with other members of the digital revenue development team. As a member of the Digital Sales Trainer team, this position will report directly to the Director of Digital Revenue Development and will be stationed within a McClatchy market. About 30% of time will be devoted to writing curriculum and maintaining the training library, 50% in-market training (and travel), and 20% webinar training.



  • Develop and maintain ongoing curriculum for digital products and digital sales strategy that includes benchmarks to measure success.
  • Develop reference collateral and learning tools to reinforce training curriculum.
  • Work closely with corporate digital sales development managers and market sales managers to set each market’s specific training strategy that includes structure of curriculum and established benchmarks for success.
  • Ability to assess organizational needs and proactively develop customized plans to address unique market challenges
  • Delivery in-market classroom style training, side-by-side field training and coaching as well as webinar sessions.
  • Ensure sales teams and sales managers achieve mastery level understanding while successfully executing on specific revenue objectives.
  • Support the launch of new products with training that demonstrates use of the new product within the existing portfolio.
  • Build strong relationships and credibility with the corporate digital team and market managers.
  • Weekly/monthly reporting and tracking.
  • Attend corporate digital sales meetings.
  • Other duties as assigned.

Job Requirements


  • 3+ years successfully driving revenue through digital advertising sales and solutions to SMBs.
  • Deep digital product knowledge; SEM, targeted display, reputation and social.
  • Excellent interpersonal, communication and presentation skills across all organizational levels.
  • Experience developing digital product and sales training curriculum.
  • Experience leading front-line training across all organizational levels.
  • Experience establishing training mastery through set benchmarks.
  • Ability to gain trust quickly as a valued team player.
  • Must be a positive digital advocate who adapts quickly and efficiently to change.
  • Ability to work well under pressure and with tight deadlines.
  • Proficient in the use of iPad/tablet presentations; Microsoft Office, video conferencing, webinar software.
  • Depending on base location, must have the ability to travel regionally (by car or airplane) as needed; up to 40% of the time


  • Bachelor's degree from four-year College or university in Business Administration, Marketing or related field
  • Five years related digital experience, demonstrated success in the digital environment with experience in revenue products and audience development. Previous management experience preferred
  • Extensive knowledge of multi-media ROI-based Digital Solutions including superior sales process knowledge, product knowledge, market knowledge and customer knowledge
  • Knowledge of digital sales and marketing
  • Strong analytical and project management skills
  • Adept at creating new revenue opportunities from synergies between interactive sales and other mediums (broadcast, radio, print, outdoor)
  • Must have advanced PC skills including Microsoft Office (Word, Excel, and PowerPoint)
  • Strong attention to detail, ability to multi-task and follow-through projects to completion
  • Strong presenter and communicator with internal and external customers and partners
  • Must have the ability to work autonomously, but lead and collaborate with internal partners
  • Strategic thinker and disciplined executor, comfortable developing and making recommendations to senior management
  • Candidate must be able to work remotely while contributing to a team environment
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