Director of Sales Training

Director of Sales Training

Location: Berwyn, PA                                                          

Department: Sales

Position Summary:

The Director of Sales Training is responsible for leading the design, development, implementation, and evaluation of all commercial training initiatives that support organizational objectives and drive sales force effectiveness. This individual partners closely with Sales Leadership, Marketing, Medical Affairs, Market Access, Compliance, and Human Resources to ensure the field organization possesses the knowledge, skills, and behaviors required to successfully execute brand strategy and improve business performance. The Director of Sales Training serves as a strategic business partner and leads training efforts across new hire onboarding, product training, disease state education, selling skills, leadership development, and ongoing field coaching programs. This position reports to Vice President, Marketing and Portfolio Strategy.

Key Job Functions and Responsibilities

• Responsible for managing all Sales Training efforts including Initial Sales Training (IST), National Sales Meetings, POA Meetings, Product Launches, and other training events.
• Directly manage and develop the National Field Training Manager.
• Establish clear performance expectations, objectives, and development plans for training personnel.
• Collaborate with all key internal partners in Commercial Operations, Market Access, Finance, HR, Compliance, Legal and Sales to ensure robust, relevant, and impactful educational programs are designed and implemented within the sales organization
• Lead the development and execution through our Promotional Review Committee of product, disease state, competitive landscape and selling skills
• Foster a culture of accountability, innovation, collaboration, and continuous improvement
• Conduct regular field rides and training observations to assess coaching effectiveness and identify development opportunities
• Ensure training content remains current, compliant, and aligned with evolving brand strategies.
• Incorporate adult learning principles and modern learning technologies to maximize engagement and retention.
• May be involved with RSM and internal employee on boarding processes (as directed)
• Works closely with Commercial Leadership Team and Vice President of Sales as directed to:
  • create important sales related communication for the sales force and RSMs as part of an overall communication plan and process
  • establish a Plan of Action (POA) training strategy each year
  • focus on training initiatives for new and tenured sales representatives
  • create and/or implement specific RSM training initiatives
  • work with assigned training and development vendors within assigned area of responsibility
• Lead specific training activities within internal team as needed and directed including but not limited to leading the development of the Nationals Field Training team.
• Partners with Commercial Team to assist as needed in:
  • the alignment and execution of the sales force POA and marketing activities throughout the year including National Sales Meetings, POA meetings, and other important sales force related meetings
  • Holds field and internal members accountable to deadlines and deliverables within scope of responsibilities
  • Maintains contact with understanding important opportunities and challenges in the Aytu business by maintaining contact with RSMs and representatives via field rides, attending specific customer sales and marketing related events, participating in Field Advisory Board Meetings, attending RSM meetings (as directed by VP Sales and VP, Marketing), and attending other important field related activities
• May be assigned specific interim RSM leadership responsibilities where there is an RSM vacancy
• Assists in other important responsibilities assigned
• Maintains ethical behavior and conduct
• Ensures policies, legislation and procedures are adhered to including company SOPs, 21 CFR Part 11 and Sarbanes-Oxley (SOX) compliance, as appropriate to position
• Performs other duties as required

Knowledge and Skills Required

Education: Bachelor’s Degree or equivalent in Marketing, Business, Life Sciences, or related field

Experience:        

• Pharmaceutical and/or biotechnology industry experience is strongly preferred
• 5-10 years of experience in the pharmaceutical industry in a variety of roles, including 2-5 years of pharmaceutical sales training experience and/or other relevant experience (e.g., marketing or sales operations)
• Minimum of 3 years leading direct reports within a pharmaceutical training, sales, or commercial organization.
• Experience in eLearning development and adult learning principles preferred
• Solid understanding of best practices across the pharmaceutical industry
• Proven ability to manage vendors
• Knowledge of print production preferred
• Demonstrated competence in all elements of the role listed above
• Proven ability to work effectively across functions as a team player
• Knowledge of FDA Marketing Compliance, PhRMA Guidelines and the Sunshine Act preferred
• Knowledge of Sales Automation software
• Experience with VEEVA Vault preferred

General Capabilities:     

• Proven ability to convert sales training into business results
• Excellent organizational, time and project management skills
• Excellent written, verbal, and interpersonal skills
• Strong interpersonal skills with the ability to communicate, manage and work with all levels of internal and external customers and contacts in a professional manner
• Team player: natural collaborator with ability to foster a cooperative environment, yet able to take stance on challenging issues
• Excellent problem-solving, influence, negotiation, and communication skills
• Self-starter with the ability to multi-task, prioritize and work well in a fast-paced, deadline-oriented environment
• Good understanding of regulatory, legal and medical requirements pertaining to pharmaceutical marketing
• Strong business acumen and presentation skills, with the ability to understand the overall business and marketing strategy
• Proven ability to develop and implement policies, projects, processes, systems and controls across an organization
• Ability and willingness to travel (50% or greater) to conduct assigned responsibilities
• Fluency in English is required
• Strong Ethical Conduct

Computer Operations:  

• Excellent PC skills, knowledge and proficiency of Microsoft Office products and applications required including Outlook, Word, Excel, Access, PowerPoint, and Project software applications.
• Computer savvy with internet, eLearning platforms. computer/device apps, and other technology relevant to this market

Working Conditions:

• Office Based in Berwyn, PA (Well-lit, heated and-or air-conditioned indoor office setting with adequate ventilation) or Remote field based with 50% or greater travel which may include weekends
• Light physical activity performing non-strenuous daily activities of an administrative nature (e.g. lifting to 25 lbs)

Supervision/Supervisory Responsibilities:

Leadership:

• Must possess strong competency in the following areas: communication, critical thinking, problem solving, interpersonal, analytical, achievement, connecting with others, influence
• Must possess organization and time management skills.
• Demonstrates leadership ability by acting as an important part of the Aytu BioPharma commercial team

Supervision:      

• Receives guidance with respect to general objectives
• Operates as a self-starter and determines work sequence, scheduling, and how to achieve objectives of assignments while operating within specific policy guidelines
• Reports to Vice President, Marketing

Travel Requirements: Ability to travel (up to 50% of time, including weekends)

Work Environment:

Aytu BioPharma is a small but growing company where everyone is expected to make significant contributions. As a pharmaceutical company Aytu Bio Pharma operates under strict guidelines and as such requires all potential employees to undergo a drug test prior to their start date.

Physical demands described in this job description are representative of those that must be met by the employee to successfully perform the essential functions of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential function.

About Aytu BioPharma

Aytu BioPharma is a specialty pharmaceutical company with a growing commercial portfolio of prescription therapeutics and consumer health products. The company's primary prescription products treat Major Depressive Disorder (MDD), attention deficit hyperactivity disorder (ADHD), and other common pediatric conditions

Aytu BioPharma provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, Aytu Therapeutics complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.