Sales Coach/Trainer

Overview:   The Sales Coach will elevate the sales organization’s effectiveness by developing the skills, behaviors, and mindset required to sell Inovalon’s products and solutions. This role focuses on hands-on coaching, skill-building sessions, and field-level development — partnering closely with the Sales Excellence team to ensure alignment on content, tools, and methodology.

Duties and Responsibilities:

• Coach sellers one-on-one and in small groups on solution and Challenger-based selling skills, including teaching for differentiation, tailoring for relevance, and taking control of the sale.


• Collaboratively design and own facilitation of high-impact training sessions focused on skill development, commercial insight delivery, objection handling, and opportunity strategy.


• Conduct call reviews, deal coaching, and live "in the field" coaching with sellers and managers.


• Assess sales capability gaps and create targeted development plans for individuals and teams.


• Partner with the Sales Excellence department to ensure training content, tools, and frameworks are aligned across the organization.


• Provide regular feedback to sales leadership on skill progression, coaching opportunities, and team readiness.


• Coach and reinforce the consistent use and application of Inovalon sales tools, technologies, and processes.


• Track and report key indicators of sales skill adoption and behavioral change.

Job Requirements:

• 8+ years of experience in B2B sales, sales coaching, or sales enablement, preferably in a Challenger or consultative selling environment.


• Strong coaching presence — able to give direct, actionable feedback in a constructive way.


• Excellent communication and facilitation skills; comfortable leading sessions with diverse sales groups.


• Collaborative mindset with the ability to work across Sales, Sales Excellence, Marketing, and Product.


• Ability to translate customer conversations, pipeline reviews, and seller behavior into practical coaching plans.

Education:

• Bachelor’s degree or equivalent experience in a related field required. 

Physical Demands and Work Environment:

• Sedentary work (i.e. sitting for long periods of time).


• Exerting up to 10 pounds of force occasionally and/or negligible amount of force.


• Subject to inside environmental conditions.


• Travel required up to 25%.