What are the responsibilities and job description for the Sales Training Manager position at Thea Pharma Inc.?
Title: Sales Training Manager
Reports to: VP, Sales
Location: Waltham, MA (Hybrid ok, not recruiting for remote at this point. Local candidates only)
Thea Pharma, Inc. (TPI) is the newly established US commercial organization of French-based pharmaceutical company, Laboratoires Théa (Clermont-Ferrand). The company has focused on the development and commercialization of OTC and prescription therapeutics for the treatment of eye diseases for over 27 years. Thea is advancing development for OTC and prescription ophthalmic products.
The Sales Training Manager will be primarily responsible for the successful development, delivery and management of comprehensive sales training (i.e. product and selling skills) for Territory Managers at Thea US, a subsidiary of Laboratoires Théa. They will collaborate across cross-functional teams, including Sales, Marketing, Market Access, Medical, Compliance, Commercial Operations and Human Resources to understand training needs and translate them into relevant and actionable curricula while fostering connections across the organization. This individual is the primary facilitator for Initial Sales Training (IST) classes, pull through of learning programs and skills training for the field sales team. This position will be based out of Waltham, MA.
Responsibilities
- Collaborate and align with Sales, Marketing, Market Access, Medical, Compliance, Commercial Operations,
Human Resources and external partners to implement results-focused, performance-based, standardized training and development processes.
- Design, develop, coordinate and deliver comprehensive sales training curricula to be utilized during training classes, meetings and workshops.
- Maintain subject matter expertise in eyecare, disease states, product knowledge, and behavioral frameworks to ensure confidence and competence in training individuals new to role and advancing the knowledge and skills of experience team members.
- Ensure training materials (e.g. slides, workshops, infographics/job aids, etc.) meet all regulatory, legal and compliance requirements for assigned projects and initiatives.
- Deliver product-specific training to the commercial teams inclusive of selling skills, clinical disease state knowledge, competitor and market landscapes.
- Work with and/or manage third party vendors, consultants and internal personnel to ensure the successful design and execution of assigned training programs and projects.
- Conduct field visits with Territory Managers to identify areas of opportunity for supportive training.
- Work with VP Sales to assess and analyze the effectiveness of current training programs.
- Support the design, development, and delivery of POA and National Sales Meetings.
- Maintain and grow technical competence to better utilize innovative technologies to facilitate adult learning and pull-through of both live and virtual training capabilities.
Qualifications
- Bachelor’s Degree or equivalent combination of education and experience
- Certification in training, learning & development, or instructional design, preferred
- 2 years as a sales trainer in the life sciences industry, required
- 2 years of pharmaceutical industry sales or other customer-facing role, required
- Ophthalmic experience, preferred, previous work in an Ophthalmic office a plus
- Product launch experience, required
- Experience leading or assisting with new hire and skills training workshops or mentoring others
- Effective facilitation and presentation skills
- Solid understanding of adult learning principles
- Proven high performance with a track record of meeting or exceeding goals
- Strong desire to help others grow and succeed
- Proven record of success through teamwork and execution
- Understanding of budgets and management of agencies/vendors
- Demonstrated ability to implement key learning objectives, strategies, and tactics
- Lead without authority to drive results and a solutions-oriented approach to challenges
- Excellent communication skills (verbal and written)
- High learning agility and ability to work successful in a fast paced and culturally diverse workplace
- Proficiency in Microsoft Office Power Point, Excel and Word and other applications
- Model Thea US ethical standards and values
- Travel up to 30% of time
