Overview
- The Director, Product & Sales Capabilities Training is responsible for ensuring that all SKLSI sales associates are effectively trained to meet/exceed specific product, sales and business goals. This individual will own all aspects of product and sales skills training for field sales team members and other Marketing Center team members as needed.
- An absolute requirement of this position is the strategic development of all promoted product and sales training materials and processes and ensuring they are always 100% compliant to company policies, procedures and regulations.
- This position will report directly to the Executive Director, Sales Training and is responsible for directing the identification, development and facilitation of key product and sales training initiatives. The top deliverable for this position is to produce best in class product and sales training materials and events to support Marketing Center team goals and initiatives.
Responsibilities
- Builds and sustains a collaborative relationship and works closely with key business leadership stakeholders from Sales, Marketing, Market Access & Trade, Commercial Operations, Human Resources, Compliance and others to ensure strategic alignment and appropriate integration of tactics into all product and sales training programs and materials.
- Provide leadership and routine coaching and feedback to the Product & Sales Capabilities Training team that supports the achievement of SKLSI’s business objectives.
- Providing leadership to help attract, hiring, training, and developing a high performing Commercial learning & development team.
- Directs the effective facilitation of new hire and ongoing sales team training on product and selling skills to ensure participant understanding and execution of product and market knowledge.
- Directs the strategic development of product and sales training programs to sustain and improve employee product and sales performance, engagement and retention.
- Develops specific metrics and tools to measure the success of product and sales training programs and activities; leads the implementation of improvement and presents the results to leadership on a regular basis; develops and evaluates competency levels of training class participants
- Creates and manages training curricula, programs, and procedures working closely with internal and external subject matter experts to ensure cohesive, integrated training materials and ensures final training materials are completed on time
- Manages the implementation and ongoing maintenance of the Company’s learning management system to advance consistent and ongoing training standards
- Directs the planning and execution for all sales training events, including defining goals and agendas and coordinating logistics with the Marketing Center Leadership team as well as internal partners
- Supports the planning and execution for all commercial meetings, to ensure appropriate product and sales training execution to meet agreed upon business goals of the Marketing Center Leadership team
- Directs the process and executes routine field visits with field sales associates to determine need analysis for product and sales training initiatives
- Directs the Identification, selection, and management of external vendors to bring high quality services to the product and sales training programs within budget.
- Analyses sales data reports and performance of the field sales force to develop training and suggest areas for growth and support
- Supports the budget planning, tracking, management and accountability of the Sales Training budget; makes recommendations on allocation of resources
- Partners with regulatory, compliance, human resources, and other relevant departments to design and deliver relevant product and sales training programs
- Provides guidance within the sales organization and shares best practices
- Keeps informed of new training methods and techniques
Qualifications
- Bachelor’s degree or equivalent experience required
- 10+ years of relevant Sales Training, Sales Leadership and/or Sales experience in the Pharmaceutical or related Healthcare markets required.
- Previous Corporate Sales Training Experience Required.
- Prior experience within CNS and epilepsy preferred.
- Prior experience with online training delivery methods is highly preferred.
- Strong ability to work cross functionally across sales, marketing, market access, and senior leadership
- Ability to navigate the promotional review committee process with medical, legal and regulatory
- Strong leadership, coaching, business acumen & people skills
- Strong project management and analytical thinking skills
- Knowledge of adult learning theory and related training techniques preferred
- Ability to recognize needs and implement training programs as needed
- Highly comfortable with self-motivating, taking ownership and delivering results in a fast-paced environment with high ambiguity
- Ability to manage and prioritize multiple tasks simultaneously, and adjust swiftly to changing business priorities
- Ability to effectively compete for resources both with internal and external customers
- Strong platform skills
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