Job Description
Position Background:
Overview the Senior Director, Sales Training and Development is accountable for the development, implementation, and active management of training strategies, plans and processes to support the commercial business. The incumbent is responsible for all training programs involving customer-facing roles within the Sales and Marketing organizations focused on improving business impact and results. This includes the delivery and presentation of initial training of new hires and advanced training curriculum to sales representatives, sales leadership and the market access organization through various platforms including live and remote training sessions. The incumbent will collaborate with various internal and external business partners to establish learning processes that include comprehensive and continual assessment of stakeholder needs (learning tools and resources/program/technology/metrics). The incumbent will provide training insight into sales force effectiveness needs as well as key input on all sales meetings.
Responsibilities:
To Develop and maintain a highly relevant, goal-oriented strategic training plan aligned to the Company's mission and business plans.
o Identify, lead the design of, and deliver sales training for all customer-facing roles that improves the competency level of the organization, has measured effectiveness and strives for continuously improvement
o Partner with Commercial leaders to understand business initiatives from a training perspective; analyze the training needs reported by field reps, managers and directors; identify desired performance improvements; assess related issues such as the need to revise procedures or develop appropriate job aids; specify knowledge and skills required to align with desired outcomes
o Accountable to design a yearly training schedule for new hires and tenured sales consultants
o Establish formal training and certification requirements for Sales Training
o Adhere to adult learning principles and sound training design
o Establish processes that enable timely and actionable performance feedback of trainees
o Work with key internal departments (Marketing, Sales, Sales Operations, Legal, Medical, Regulatory, and Compliance) to ensure all training materials are reviewed, executable, and approved prior to field dissemination
o Collaborate with all cross-functional team members (IT, Compliance, Regulatory, HR, Marketing, Sales, etc.) to develop and ensure efficient and effective onboarding of new employees
o Work with and manage vendors for the development and enhancement of training curriculum; Develop, negotiate and manage contracts with service providers; Utilize resources appropriately
o Conduct sales rep ridealongs to ensure training is implemented properly and to gain feedback on areas for training improvement
Qualifications Candidate Requirements:
o BS/BA degree required
o Minimum 8 years successful experience in the life sciences market with a thorough understanding of complex healthcare environment including all aspects of clinical, medical and business economics
o Minimum 5 years sales/sales training experience with at least 3 years of specific sales training experience in the design and implementation of sales training and sales management coaching
programs: needs assessment; instructional design; content development; facilitation and evaluation
- Startup or build from scratch sales training experience required
- Hospital/OR sales experience required, vascular surgery experience preferred
- Experience with DoD/government medical sales preferred
- Owns a battle tested business development process that can be customized to our markets and communicated to the sales team
- Ability to implement clinical data and scientific foundation into sales strategies required
o Experience facilitating improvement of selling skills for both face-to-face as well as remote-engagement selling environments
- Knowledge of Salesforce.com or other CRM systems is desired
o Experience managing contracts and vendors
o Track record of project management skills and expertise across medium to large-scale projects
o Ability to work successfully in a fast-paced environment with the need to manage constant change.
Additional Information:
o Technology: Microsoft Office skills required, knowledge of VEEVA CRM technology is preferred
o Travel requirements – ability to travel up to 40% as needed
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