Description

SUMMARY

The Sales Training Manger (STM) responsible for developing, designing, delivering, analyzing, and effectively utilizing strategies to implement sales training. The goal is to improve knowledge and competencies around the execution of objectives to improve clinical application skills, sales skills, sales leadership, sales process, and sales effectiveness, as well as high impact results. The STM will collaborate with internal stakeholders to ensure successful design and roll out of training programs and projects that positively impact the sales organization. The STM is responsible for strategically aligning training strategies and content to support organizational goals This will be accomplished through comprehensive curricula for new-hires, dedicated courses, in-field support, strategic project leadership, in close coordination with other key collaborators within the organization. Will supervise others.

PRIMARY RESPONSIBILITIES

• Execute comprehensive new-hire training using adult learning principles by maintaining complete new-hire curriculum including on-demand, in-person and in-field experiences. 
• Build comprehensive training curriculum to develop clinical expertise, clinical selling skills, customer influence, and cross-divisional strategy for new hires and experienced sales representatives 
• Responsible for field product sales training curriculums and all continuing education requirements. Manages all training phases, events, education materials, videos & other resources
• Develop and lead training programs while coordinating involvement from Sales, Sales Leadership, Marketing, Research and Development, and other Departments 
• Develop “Train the Trainer” program and expectations for sales representatives and clinical specialists. Manage a strong Field Sales Trainer group. Lead projects that support field development effort. 
• Collaborates in the creation of advanced sales training programs, workshops, and competitive selling modules on a continual basis, assessing current field-facing issues, then delivering selling workshops that are designed to proactively sell the advantages SPR products over the competition.
• Manage and align program content and material for target audiences through agenda creation, scheduling, and speaker coordination for internal education programs, webinars, trainings, and/or product releases. 
• Coordinate and manage completion, collection, and organization of department reporting needs for measuring educational success across internal education programs and develop the strategy around continued success in a constantly evolving market. 
• Measures effectiveness of training programs and develops reports and comprehensive program analysis. 
• Regularly and clearly document progress and competency of the sales organization through surveys, knowledge checks, and other objective means. 
• Provides strategic insight to Sales Management for continuous evolution of all training programs.
• Develop and present training materials and information using a variety of instructional techniques, such as role-playing, simulations, team exercises, lectures, computer-based or through other creative avenues. 
• Organize and develop training manuals, reference library, testing and evaluation procedures, multimedia visual aids, and other educational materials. 
• Evaluate training materials, modes of training delivery, and training content, and amend and revise programs as necessary, to adapt to the changes that occur in the field to support the adoption of SPR product and standardized procedure.
• Communicate with and support management in achieving training and development objectives and goals for training. 
• Maintain training records and prepare statistical reports to evaluate performance of training activities and instructors, and to monitor progress of trainees. 
• Manage the Sales Training budget
• Ensure alignment of the learning function with the strategic goals.
• Developing and supporting a culture for continuous learning; leading the management on-boarding program and new employee orientation. 
• Oversight of the sales team library of resources.
• Other related duties as assigned.

Requirements

KNOWLEDGE AND SKILL REQUIREMENTS

Experience, Competencies, Education:

• Bachelor’s degree in Business, Healthcare of Science, preferred 
• Extensive field sales training experience
• Demonstrated ability to create, refine and implement training material based on changing needs.
• Excellent verbal and written communication skills and visual presentation skills. 
• Strong experience in delivering live, virtual, and blended learning.
• Strong organization and planning skills. 
• Project and time management skills and prioritization skills while managing multiple tasks and projects. 
• Ability to work in a fast-paced, dynamic environment. 
• Proficiency using Microsoft Office Suite and related tools and systems. 
• Demonstrated ability to create, refine and implement education programs. 
• Database and learning management system (LMS) experience. 

Beneficial Skills and Experience:

• Training experience in the medical device or similar industry.
• Exposure to Strategic Selling, Professional Selling Skills programs

WORKING CONDITIONS

• Ability and willingness to “get the job done”, and work flexible and extended hours, depending upon the project and/or business needs.
• Office environment (does own documentation and interacts directly with others in virtually all situations)
• Travel: Will be minimal with advanced notice.