Senior Manager, Sales Training

Job Summary

We are seeking a results-driven Senior Manager, Sales Training of Integrated Delivery Network, Reimbursement & Oncology to lead our learning and development initiatives specifically for HSD –Hospital Systems Director, FRM – Field Reimbursement Managers, Hospital Representatives, and Cutaneous Oncology Levulan representatives. The ideal candidate will have extensive experience in sales training and a strong focus on Hospitals, Hospital Systems, Specialty Dermatology, and Oncology training. This is to ensure that our sales teams are equipped with the necessary skills and knowledge to effectively engage with healthcare providers and navigate complex healthcare environments. This position requires a strategic thinker with a deep understanding of the pharmaceutical landscape, exceptional training development skills, and a passion for fostering ongoing professional growth.  They will also be expected to have experience with Account Navigation, Market Access and Preferably Buy and Bill Experience.

Key Responsibilities

1. Training Program Development:

   - Design, develop, and deliver comprehensive 5 phase training programs for HSD and Hospital Representatives, Levulan Product Knowledge and Specialty Dermatology/Oncology disease state focusing on product knowledge, selling skills, and reimbursement processes.

2. Needs Assessment and Curriculum Design with a keen knowledge of the 5 D’s and project management.

   - Conduct training needs assessments to identify specific competencies and knowledge gaps within the sales team, especially pertaining to HSDs and hospital ecosystems.

   - Collaborate with cross-functional teams to create tailored learning solutions that align with organizational goals and address the unique challenges faced by HSD and Hospital Representatives.

3. Training Implementation:

   - Facilitate engaging training sessions using various formats, including in-person workshops, virtual training, e-learning modules, and role-playing scenarios.

   - Ensure all training materials are up to date, scientifically accurate, and compliant with industry regulations.

4. Performance Evaluation:

   - Establish metrics to evaluate training effectiveness and impact on sales performance, using both qualitative and quantitative data.

   - Conduct regular assessments and provide feedback to sales representatives and FRMs, fostering a culture of continuous improvement.

5. Collaboration and Leadership:

   - Work closely with the sales leadership team to ensure alignment between training programs and sales objectives.

   - Collaborate with marketing and medical affairs teams to integrate important clinical and market insights into training initiatives.

6. Coaching and Mentorship:

   - Mentor and support the development of field sales members, promoting a collaborative learning environment.

   - Provide ongoing coaching and support to sales representatives to help reinforce the concepts learned in training and enhance their overall performance.

7. Market Insights and Regulatory Awareness:

   - Stay informed about industry trends, competitive landscape, and regulatory changes that may impact HSD, Nurse Educators and hospital sales strategies.

   - Integrate this knowledge into training materials to ensure sales teams are equipped to navigate challenges effectively.

Qualifications

Education:

  - Bachelor’s degree in Business, Life Sciences, or a related field; advanced degree (MBA, PharmD) preferred.

Experience:

  - 7+ years of experience in sales training, with a strong focus on HSD and hospital environments.

  - Proven experience in developing and implementing HSD, Hospital and Oncology Training Programs is an essential function of this position.

Skills:

  - Strong knowledge of the pharmaceutical, biotech, or healthcare industry, especially regarding hospital systems and HSDs.

  - Exceptional instructional design skills, with a proficiency in adult learning principles.

  - Excellent presentation, communication, and interpersonal skills, with the ability to engage diverse audiences.

  - Strong analytical skills for assessing training effectiveness and sales performance metrics.

Software Proficiency:

  - Proficient in training technologies and Learning Management Systems (LMS), as well as Microsoft Office Suite, Adobe, QSTREAM, Simple show, Vault, Salesforce 

- This position will require 25% travel to support training programs and engage with sales teams in the field.