Strategic Sales Training and Development Manager

Strategic Account Training Manager

The Strategic Account Training Manager (SATM) will be responsible for developing, implementing, and managing comprehensive training programs for our National Accounts, Regional Sales, and Oncology teams. The SATM is responsible for improving the team's clinical and product knowledge across the MDS portfolio, sales competencies, key account strategy, and clinical and business acumen. The SATM is a highly competent sales and training professional with preferred knowledge of the Medication Delivery Solutions (MDS) portfolio and MDS-wide value proposition message. The NATM must fully understand the MDS business strategy and be able to identify the necessary skills and competencies the associates need to successfully complete this strategy. This position will require extensive internal collaboration with MDS US commercial team across the Catheter, Line Maintenance and Hazardous Drug Safety sales and marketing organizations as well as with the commercial integration and contracting teams. This role is a critical liaison function, requiring the skills to assist the Subject Matter Experts (SMEs) in developing materials that reflect the sales process and meet the learning needs of a diverse sales force and clinical team. A successful approach will ensure best practice is embedded into learning modules that include traditional training (didactic and experiential), eLearning, and blended modalities. Emphasis will be on developing skill sets focused on customer interactions at the decision-making level. The SATM will help develop measurement systems to ensure learning is measured, communicated to the appropriate managers, and followed with effective coaching for continued success. The SATM reports to the Director, MDS Sales Training & Development.

Job Responsibilities

As directed by the Director, MDS Sales Training & Development, the SATM focus is on but not exclusively limited to the activities outlined below :

• Training Program Development : Partner with business leaders to understand the business strategy and necessary competencies for success. Design and develop training materials, modules, and programs tailored to the needs of the National Accounts, Regional Sales, and Oncology teams. Assess current internal and external strategies and training approaches for areas of improvement, applying best practice to enhance the training plans and modalities. Responsible for maintaining materials and for routing all materials through the internal LMR approval process, ensuring strict adherence to all regulations.
• Sales Team Training : Conduct training sessions, workshops, and webinars to enhance the skills and knowledge of the DNAs, NAMs, Regional Sales, and Oncology teams, including sales methodology, product training, competitive landscape, negotiation, contracting, and salesforce analytics.
• Coordinates additional webinars, podcasts, or other training in agreement with marketing and other SMEs.
• May be called upon to conduct new hire onboarding classes at Corporate Headquarters.
• Plans and facilitates in-house new hire sales excellence training (SET), as requested, up to four times per year (including secondary, new hire training, ReSET).
• Handles the logistical planning and organization of training activities and programs (class preparation, facilitator engagement, and setup, etc.).
• Assists in the planning and execution of intermediate / advanced training classes, as needed.
• Assists in the planning and execution of platform product overviews, as needed, for internal, office-based employees.
• Assists in coordination and execution of training at all New Product Accelerator and National Sales Meetings, and regional meetings, as applicable.
• Assists in the facilitation of management training classes, as requested.
• Assists in the selection, management, and development of the Field Sales Trainers (FSTs) in their training functions.
• Conducts field visits, as needed, to assess training updates and to assess FST candidates.
• Strategic Learning Initiatives : Empower sales excellence through innovative learning modalities. Handle the design, development, and execution of micro learnings, podcasts, eLearnings, etc. to enhance product knowledge, selling skills, and market readiness across the MDS portfolio.
• Performance Evaluation : Monitor and evaluate the effectiveness of training programs, making gap assessments and necessary adjustments, to ensure optimal performance. Utilizes sales competency gaps to provide training aligned with the needs of the field.
• Collaboration : Work closely with sales and sales enablement leadership, marketing managers, commercial contracting / integration, analytics, business process leaders, and other stakeholders to align training initiatives with business goals.
• Market Analysis : Stay updated on industry trends, competitor activities, and market dynamics to inform training content and strategies.
• Reporting : Provide regular reports on training activities, outcomes, and areas for improvement to senior management.
• Inventory : Handles training department inventory (demo / samples, etc.) and sets par levels on BD products and competitive products needed for the sales training program.
• Compliance : Complies with all corporate policies and external policies (such as AdvaMed and Sunshine Act).
• Budget : Handles responsibilities within the allotted T&E expense budget.

Proven Proficiencies and Capabilities

Proven sales track record; Project management, coordination, and execution, including navigating complexity; competency-based learning program design and execution is a plus; Excellent written and verbal communication with executive-level presence; Strong presentation skills; Ability to communicate the MDS-wide value proposition message; Ability to understand and coach to solution-oriented selling with both clinical and economic stakeholders; Proven ability to lead across functions and business segments, building trust and credibility in matrix environments; Experience with enterprise-wide contracts and incentive structures is a plus; Influencing others (influence without authority); Teamwork and collaboration; Leads with proactive approach to problem solving; Understanding of US healthcare landscape, including role of payers, GPOs, IDNs, distributors, etc.; Demonstrates initiative and ownership by proactively identifying opportunities and driving outcomes, even in the absence of clearly defined metrics; Understanding of competitive landscape; Knowledge or understanding of product lines, backorder processes and procedures, a plus; Stays informed of new training methods and technologies to ensure training is best in class.

Qualifications

BS degree required; 3-5+ years in sales with IDN account management exposure; Experience developing and implementing a successful training program, can include hospital training programs; Demonstrates comprehensive knowledge of acute and non-acute health care market, customer challenges, and market trends; Maintains current sales competencies and certifications, or has ability to attain new certifications, as needed (such as SPIN Certified Trainer, SPI, BDWoS, etc.); Experience in instructional design, preferred; Working knowledge of adult learning principles; Sophisticated knowledge of healthcare buying and contracting processes for both clinical and economic products; Basic computer skills including Microsoft Office suite and SFDC; 25-50% travel required