Sales Trainer EMEA

Department: Sales

Location: EMEA-Belgium-Field based

Description

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.

Role expectations2. Content Contribution & Scenario Development3. Enablement Tool Adoption4. Training Design & Delivery5. Sales Methodology & Capability BuildingReinforce structured selling behaviors through training, coaching, and field engagement.6. Coaching & Leadership Development7. Measurement & Continuous Improvement

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

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)

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
• 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
• 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.
• Ensure methodologies are applied in real deals, not just trained
• 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 behavioral 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
• 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.
• Track and influence:
• Content usage
• Adoption rates
• Behavior change
• Use data and field feedback to continuously refine enablement approach
  

What We're Looking For

• Bachelor’s degree and/or equivalent experience required
• Fluency in English and French
• 3-5 years Industry experience in medical devices, capital equipment, dental, orthodontic, or other relevant B2B experience preferred
• Proven experience in sales training and development.
• Ability to analyze training needs and develop effective training programs.
• Experience with virtual and face-to-face training formats.
• Proficiency with Microsoft Office applications. Experience with a CRM system, Salesforce preferred.
• Significant travel may be required
• May require infield co-travel to assess skills and capabilities
  
  

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Equal Opportunity Statement

Align Technology is an equal opportunity employer. We are committed to providing equal employment opportunities in all our practices, without regard to race, color, religion, sex, national origin, ancestry, marital status, protected veteran status, age, disability, sexual orientation, gender identity or expression, or any other legally protected category. Applicants must be legally authorized to work in the country for which they are applying, and employment eligibility will be verified as a condition of hire.