Regional Sales Trainer - California in Los Angeles, CA at Quest Diagnostics

Date Posted: 2/12/2020

Job Snapshot

Job Description

We Provide Solutions.  Patients and Physicians rely on our diagnostic testing, information and services to help them make better healthcare decisions. These are often serious decisions with far reaching consequences, and require sensitivity, tact and a clear dedication to service. It’s about providing clarity and hope.

In Sales you will work for the world leader in the industry, with a career where you can expand your skills and knowledge. You’ll have a role where you can act with professionalism, you can inspire colleagues, and you can care about the work we do and the people we serve.

At Quest, our Sales Teams are often the public face of our organization. As a result we make every effort to support and develop their skills. Working across a strong customer base, you’ll find you have the flexibility and autonomy to structure your days while having the confidence that comes from promoting a well-recognized and trusted brand. With lots of opportunities for repeat business and referrals, we also offer outstanding support, plus great pay and benefits.

Purpose of the Role

Increase the knowledge, skills, and abilities of commercial team to help drive growth and support professional development. Manage the individual training plan and assist with on-boarding for all new specialty and hospital representatives within assigned region(s). Drive, assess, and track the adoption and execution of corporate training initiatives at the local level. Work with Regional Leadership to identify and address knowledge, skill, and business acumen gaps. Collaborate with Sales Directors to develop and support training for individual development plans.

Responsibility Areas
>Manage initial training needs of new specialty representatives.
>Manage all training, training communications, and training reports between the Sales Training & Development group and the Regional Leaders and Account Executives.
>Maintain a high level of understanding of challenging product information and clinical background across all specialty franchises.
>Provide training on skills application for product lines to New Hire & Advanced Level Sales Training Classes.
>Work in the field with Account Executives to monitor proper message delivery, skill application, and progress with individual professional development goals. Report findings to Sales Director.
>Communicate global and or localized knowledge gaps among Account Executive to the appropriate National Sales Trainer. Collaborate to identify and develop remediation strategies.
>Collaborate with National Sales Training Managers to ensure proper incorporation of the organizational selling solutions model into training content.
>Work with the Regional Sales team to identify local training needs specific to that region. Develop and deliver content equipped to address these needs.
>Support National Training efforts as needed.

Accountabilities / Metrics
Direct accountability for Specialty Account Executives knowledge, skill application, and performance results within assigned region
Revenue growth as result of training & coaching
# of reps trained
Time to rep productivity post-training
Rep adherence to development plans
Regional Knowledge scores (new hire reps, new product launches, semi-annual product re-certification)
Field ride impact scores (# of visits; quality of visits; knowledge relayed; selling skills application; likelihood of new business).
Other Regional /training specific metrics as determined

1+ year training and development others
5+ years of medical sales and/or relevant business experience, diagnostics industry preferred
Knowledge of lab industry, physician, hospitals and health plans

Soft Skills (Lominger Competencies)
Customer Focus
Technical Learning
Innovation Management
Priority Setting
Drive for Results
Organizational Savvy
Strategic Agility
Presentation skills

Hard Skills
Ability to effectively employ various facilitation techniques, utilize multiple delivery options; and leverage measurement and evaluation theory and methods
Demonstrated ability to understand challenging content
Demonstrated experience with constructive coaching
Proficiency with Excel and Powerpoint

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