Territory Manager

Job Summary :

The Director, Training and Development is responsible for equipping employees with consultative selling skills, clinical expertise, and competitive strategies needed to excel, while also training sales leaders on advanced leadership and executional strategies.

Key Responsibilities :

• Training Development & Delivery
• Design and facilitate engaging in-person and virtual training programs for both sales representatives and sales leaders.
• Integrate technical product knowledge with advanced consultative selling techniques.
• Deliver training on essential core competencies including (but not limited to) :
• Consultative selling skills
• Developing territory plans
• Navigating the hospital and OR environment
• DISC behavioral style training
• Hiring, coaching, and developing teams
• Executional strategies
• Use interactive learning methods such as role-playing, objection handling, and value-based selling scenarios.
• Ensure all training aligns with FDA regulations, AdvaMed Code, and company compliance policies.
• Collaboration & Program Development
• Collaborate with Marketing, Clinical, and Leadership teams to develop impactful training programs, resources, and processes.
• Align training initiatives with overall business objectives and go-to-market strategies.
• Partner with the leadership team on National Sales Meeting design, agenda planning, and content delivery.
• Sales Skills & Coaching
• Conduct both group workshops and individual coaching sessions to strengthen skills.
• Support ongoing development in territory management, account planning, physician engagement, and solution selling.
• Provide post-training field coaching to reinforce learning and drive adoption.
• Content & Resource Management
• Partner with product management and marketing to maintain up-to-date training materials.
• Manage a centralized sales resource library tailored to both representative and leadership needs.
• Performance Measurement
• Assess retention of training content through evaluations, knowledge checks, and skill demonstrations.
• Measure execution in the field by observing selling behaviors, tracking performance metrics, and gathering feedback from leadership.
• Provide leadership with data-driven reports on training impact, adoption, and ROI.
• Performs other related duties as assigned.