Field Sales Training & Coaching Leader

Gardner-White Furniture Inc.; Michigan; On-site; USD 55,000 - 75,000; Full time

Job summary

Gardner-White Furniture Inc. is seeking an Area Sales Trainer to translate training programs into consistent selling behaviors across 11–12 stores in the Michigan region. The role partners with store leaders to improve coaching, associate performance, and execution of sales processes.

The trainer will deliver pre-opening trainings, coach on live customer interactions, and lead onboarding and skill development for new hires. Expect extensive daily travel within the territory.

Qualifications

• 5+ years of experience in commissioned retail sales, sales leadership, or training.
• 3+ years of training experience; home furnishings, mattress, or high-ticket retail preferred.
• Consistent top-performer record in commissioned sales.
• Strong facilitation and presence in front of groups.
• Comfort with sales data; you can read a scorecard and turn it into a coaching plan.
• Flexible schedule, including early starts, evenings, and weekends tied to store traffic.
• Valid driver’s license and reliable transportation.

Responsibilities

• Execute a structured store visitation schedule to ensure consistent coverage of all assigned locations.
• Arrive prior to store opening and maximize time on the sales floor to observe performance, coach associates, and support business objectives.
• Maintain a regular field presence to assess execution, identify opportunities, and reinforce selling standards and best practices.
• Lead engaging and focused pre-opening training sessions that reinforce key sales skills, product knowledge, promotions, and daily performance objectives.
• Support development of standardized meeting content and facilitation tools for store leadership to utilize between coaching visits.
• Ensure training delivery remains consistent, relevant, and aligned with organizational priorities and sales goals.
• Observe and evaluate live customer interactions and provide actionable feedback to improve sales effectiveness.
• Demonstrate and model best-practice selling behaviors through live customer interactions.
• Reinforce core selling disciplines: greeting, needs discovery, T.O. execution, financing discussions, protection plan presentations.
• Deliver individual/group training sessions based on performance data and skill gaps.
• Facilitate role-plays, product knowledge training, and development activities.
• Identify opportunities for retraining and continuous development across the territory.
• Guide new associates through onboarding, ensuring milestones are met and certs completed.
• Identify potential performance or retention risks and communicate with store leadership.

Job description

Gardner-White Furniture Inc. is seeking an Area Sales Trainer to translate training programs into consistent selling behaviors across 11–12 stores in the Michigan region. The role partners with store leaders to improve coaching, associate performance, and execution of sales processes.

The trainer will deliver pre-opening trainings, coach on live customer interactions, and lead onboarding and skill development for new hires. Expect extensive daily travel within the territory.