Director - Commercial Learning and Development (Regional Training)

Job Description

The Director of Commercial Learning and Development (Regional Training) is responsible for training solutions that drive growth and support organizational needs. The Director will manage the design, development, implementation, and delivery of training content for commercial sales employees as part of the overall Commercial Learning curriculum. The Director will consult with Commercial and Operations and Sales  leadership to create, implement and maintain training content and programs in alignment with organizational goals, strategies, and business needs. 

Leading a team of nine Regional Training Managers, the Director, Commercial Learning & Development: Regional Training will identify and develop resources and experiences which will teach and reinforce the competencies and enhance the capabilities required to for sales professionals to drive the strategic objectives established by Commercial Leadership. This includes new hire training programs, creating a team of Regional Training Managers who are great trainers and coaches. The Director will ensure sales professionals receive on-going development, business acumen training, territory management, training on Quest sales tools, and selling skills. This role requires a high level of collaboration with Sales leadership, Commercial Operations, Marketing, Franchise, Operations, Medical, and Compliance as well as the vision and capabilities necessary to refine and build learning resources. In addition, this role will partner with other leaders to integrate learning and development initiatives with talent management and other organization development/change management initiatives in the business.

This is a remote position with 25% travel.

Responsibilities:

• Work with regional sales leadership, marketing and commercial operations partners to establish training objectives and initiatives that translate strategy into actionable, goal-oriented behavior.
• Ensure that strategic vision is appropriately trained and coached by RTMs throughout the sales organization.
• Lead the development of a world-class, comprehensive field sales training curriculum – with a focus on consistency across regions and among RTMs
• Lead a team of regional training managers to deliver quality programs that enhance and support development. Training programs must meet the learning objectives of the organization which align with business strategy and corporate initiatives.
• Lead a team of regional sales training managers and direct the efforts of the team to achieve regional and national strategic objectives for sales training.
• Lead and direct activities to develop a team of highly engaged and high performing regional sales training managers.
• Lead, coach and professionally develop regional training team through team calls, one on one discussions, individual development plans and special projects that align with their career goals- with a specific focus on development of a pipeline into first-line sales management positions.
• Proactively assess, identify, and address knowledge gaps within sales team in collaboration with appropriate colleagues, through training initiatives and programs.
• Continuously evaluate and measure the effectiveness of current training programs. Identify, as necessary, improvements that serve to sustain and improve comprehension, application of knowledge and competence.
• Direct the execution of STAGE (new hire) Training across onboarding, home study curriculums, live classroom training programs, and post-classroom reinforcement.
• Collaborate with sales, marketing, and commercial operations leadership to implement and direct the development of training workshops to support all National Sales Meetings, new systems trainings, and National or Regional training meetings.
• Participate in the delivery and facilitation of certain learning programs; providing coaching to business leaders and other experts on facilitation to deliver and manage all elements of learning programs.
• Coaching leaders and others in delivering leader-led training. Consulting with leaders on design and facilitation of key leadership team meetings (e.g., strategic planning, team-building, etc.)
• Working with the National Training Manager – Learning Strategist, continue to refine STAGE 1 & 4 training check lists and incorporate into overall new hire Certification Program
• Monitor the training and utilization of our foundational selling model- Integrity Selling. Ensure the concepts and principles of Integrity Selling™ are incorporated throughout training, workshops, materials, and collateral.
• Ensure regional training team coaches to the principles of Integrity Selling during field co-travels.
• Support the design, development, and execution of Sales Director training and development programs.
• Direct strategies to increase the effectiveness of distance learning through enhanced e-learning content and maximizing the capabilities of our learning management system.
• Work with NTM Learning Strategist to establish and implement key metrics to track and report the impact of training programs and initiatives.
• Become expert in effective adult learning principles, immersion learning and training technologies and recommend appropriate updates to tactics, as necessary.
• Ensuring all training materials conform to appropriate medical, legal, brand, and compliance guidance.
• Drive increased transparency and understanding of available training resources.

Qualifications:

Must thrive working in a fast-paced, innovative environment while remaining flexible, proactive, resourceful and efficient. Excellent interpersonal skills, ability to develop relationships with key stakeholders, especially sales leaders good conflict management and negotiation skills, ability to analyze complex issues to develop relevant and realistic plans, programs and recommendations. Demonstrated ability to translate strategy into action; excellent analytical skills, and an ability to communicate complex issues in a simple way.

• Bachelor’s Degree required, advanced degree preferred.
• 8+ years of medical industry sales and sales training leadership roles.
• 5+ years front-line sales management experience
• Demonstrated application of adult learning principles, technology and E-Learning training.
• Experience with instructional design theory and methods, content development, and program evaluation; must be able to effectively employ various facilitation techniques, utilize multiple delivery options; and leverage measurement and evaluation theory and methods.
• Excellent business analytic skills, including Salesforce.com among other sales tools.
• Demonstrated business acumen and ability to stay well-informed of organizational and industry trends to pro-actively respond to training needs.
• Demonstrated success with building and leading teams.
• Ability to perform significant travel as needed.
• Flexibility to adjust priorities in an evolving environment without sacrificing quality.
• Ability to collaborate and align multiple stakeholders across departments, often influencing without authority to achieve objectives.
• Demonstrated ability to manage and hold vendor partners accountable to timelines and quality.
• Possesses strong written and verbal communication skills including the ability to create clear, concise executive-level presentations and/or business cases.
• Experience in measuring and improving training effectiveness, program design, productivity and utilization.
• Excellent organizational and project management skills.

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