US-MA, US Sales Training Manager SR0031614-MZ
The Sr.Manager/Manager is responsible for leading the needs assessment, design, development, implementation delivery and evaluation of sales training programs, initiatives, and material. This training role is a critical force in ensuring that the sales teams are aligned to the organizations goals and are prepared to successfully execute tactics that support the commercial strategies of the franchises and/or disease state/specific products. He/She will ensure pull-through of the Commercial Learning and Development initiatives and vision as a resource to their respective sales teams. Development and Delivery of Training Programs include the following areas: New hire, advanced skill development, brand/promotional initiatives, selling skills, product and disease state. Franchise/Disease/Product specific training projects, (POAs, NSM/SLM, Product launch, compliance, other) Responsibility Job Function and Description 40% Leadership Provide input to the SalesTraining Business Partner/Associate Director on the strategic vision as well as tactical improvements for the sales training function. Collaborate, share expertise and provide guidance to L&D team members to achieve department goals and objectives. Serve as the subject matter expert regarding adult learning principles, training curriculum design, industry best practices and development approaches. Sought out as a subject matter expert in the selling process and applying field selling and business knowledge to training provided ensuring that sales teams can apply required knowledge and skills. Support a positive learning environment and sustainable results through ongoing coaching creating a positive professional patient focused team environment. Support the Flex program working closely with sales leadership, learning & development and marketing to determine sales projects, ongoing leadership opportunities and utilization of Flex Partner/Trainers for specific assignments. Travel to new and tenured Sales team members regions evaluating individual sales performance using current selling messages and training initiatives. Share learning from live customer interactions with Business Partner/Associate Director to formulate and create additional knowledge and product training for the field. 40% Process Manage and conduct sales training needs assessments, design, development, delivery and evaluation of sales training for all phases of sales training. Manage all aspects of external vendors to bring high quality services and materials that meet compliance standards and are within defined budget guidelines Ensure that the design and development of training program and material increases sales force skills and knowledge, with a goal of positively impacting sales results. Coordinate all aspects of training program and material design keeping up-to-date on industry best practices ensuring timelines and budgets are met. Implement most effective training method for training (classroom, e-learning, workshop, webinar, or teleconference), and align the design of curriculum and support material. Collaborate with RBDs on identifying and facilitating leadership opportunities for sales teams, sr. sales representatives. Identify professional development resources and ensure that development is focused on increasing team member s contributions to the organization s success. Provide input into annual operation budget. 20% Cross-Functional Establish and maintain strategic and trusting relationships with sales and marketing leadership guiding and influencing learning strategies and training activities to support tactical implementation of marketing strategy and maximizing franchises and/or disease state/specific products sales team impact and execution. Partner with sales leaders on internal projects related to particular business units, including cross functional collaboration with national accounts, contracts, customer service, etc. Work closely with sales leadership and marketing on continuous design, delivery and implementation of training to maintain sales force effectiveness. Actively partner with members of the Commercial, Medical, Legal and Regulatory (CMLR), and Professional engagement teams to ensure adequate lead time for review and approval of training material and resources/.speakers. Manage assigned special projects and work with project team to develop timelines, monitor budgets, and assign tactical execution steps. Education and Experience Requirements Bachelor Degree Required 5-7 years Sales experience in healthcare/pharma industry with demonstrated success in a leadership role (Sales Advisory Board, Marketing collaboration council, Flex Partner,Emerging Leader Development ) 3-5 years of healthcare/pharma sales experience with a proven track record required Minimum of 2 years management or sales training experience preferred Demonstrated competence in assigned disease state /therapy/product knowledge preferred Experience working with cross-functional leaders and teams to achieve common goals Documented Sales award preferred Working knowledge of a Learning Management System Proficiency in Microsoft Office Suite Key Skills, Abilities, and Competencies Possess excellent presentation, facilitation, communication, and project management skills. Ability to prioritize and manage several projects simultaneously, meeting deadlines, and proposing solutions to support teams Demonstrated understanding of various complex selling processes and customer engagement models within the healthcare industry. Proven success in ability to teach, coach and develop people in a complex sales organization. Highly results-oriented with focus on creating measurable value for specific franchise and/or disease state/specific products sales teams Demonstrated ability to perform well in a matrixed environment Complexity and Problem Solving Conflicting training program agendas and scheduling Prioritization of projects based on agreed business needs and related budgets Assess critical situations and escalate to Business Partner/Associate Director for issue resolution. Cross-functional leadership-leading without authority Ability to assess learning issues with trainees and provide feedback to sales management. Internal and External Contacts Internal contacts: Marketing Operations CMLR review team Sales Management Marketing Franchise product managers Patient Services Compliance IT-LMS support External contacts: Third party vendors Agencies- training material Fulfillment services Software vendors Other Job Requirements Up to 25% of travel required
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