National Sales Training Manager

Description

Position Overview

The National Sales Training Manager will be responsible for leading the needs assessment, the design, the development, the delivery, and the evaluation of sales training for customer-facing positions and management positions at Urgo Medical North America. The National Sales Training Manager will also work closely with Marketing and actively contribute to medical education initiatives to build training / educational material for our KOLs, ROLs, and clinicians.

This position is critical in ensuring that our teams are aligned to organizational goals, prepared to successfully execute the commercial strategies, and knowledgeable about UMNA products and the markets we serve.

Ultimately, this role will be instrumental in ensuring excellence, supporting continuous learning & development at all levels in the organization, and driving future success.

This is a position based out of Fort Worth, Texas.

Requirements

Duties and Responsibilities

Specific Duties & Responsibilities

• Responsible for the strategic oversight and execution of training and developing Account Managers.
• Lead a multifaceted Challenger approach to improve selling skills.
• Reduce turnover by actively working with Account Managers and Leadership to help field sales navigate success and mitigate risk of disengagement or lack of performance.
• Develop and guide a learning journey for territory planning and execution.
• Design and implement programs and processes that support a high performance and learning culture: review & assessment, 360 feedback, coaching.
• Instruct and design curriculum for all sales training materials.
• Support individual development of selling skills during field rides and specific training requests.
• Be a great coach: lead by example with attitude, work ethic, clinical acumen, coaching to continue to progress.
• Strategize with sales reps and Managers on key initiatives (territory analysis, national accounts, SWOT, etc).
• Collaborate with Leadership team – Sales Management, Marketing, Health Care Systems and other resources as necessary to support training administration within the learning management system and to develop curriculum.
• Continuously measure training system performance and deploy metrics to determine effectiveness of training and make necessary adjustments.
• Design and develop innovative and creative instructor-led, e-learning and on-the-job training courses.
• Create and deliver training on identified training modules.
• Continue to gain awareness of current and new compliance requirements.
• Engage and enhance communications and educational campaigns.
• Lead and participate in tradeshows.
• Own & organize training and onboarding program for new hires to ensure quick and effective ramp-up of all new sales / clinical / marketing employees.
• Own & organize advanced training to ensure the continuous development of the customer-facing teams on the different dimensions of their skillset (e.g. product & clinical expertise, selling skills, territory management, planning skills).
• Contribute to the implementation of customer training and medical education initiatives (training & education programs for KOLs, ROLs, clinicians, etc.).
• Work closely with Marketing, Sales, SFE, National Accounts and with Field Sales Trainers to ensure that training & development programs (either internal or external, either for new hires or for experienced employees) are consistent with the current priorities, needs and ambitions of the organization.
• Efforts may include, but are not limited to:
• Assess training needs by evaluating current sales/clinical team competencies and long and short-term organizational goals (includes garnering first hand exposure to commercial team activities and skill assessment through field rides, presence in customer meetings, regional meetings, collaboration with sales/clinical/marketing/SFE management team)
• Design training programs that drive excellence within our teams by enhancing product & clinical knowledge, skills and competencies needed to impact customers
• Build, organize and update content / education material (e.g. presentations, documentation, e-learning modules, quizzes, etc.)
• Implement and ensure effective delivery of the training (in-person, remote, etc.) involving adequate stakeholders (e.g. Marketing, sales, field sales trainer, SFE, etc.)
• Measure success of training & development initiatives based on business objectives, ability to drive revenue / profit achievement and trainees’ satisfaction
• Responsible for the content-creation/-readiness/-update and for the execution of the training & development initiatives
• Manage all aspects of local, national, and regional training (e.g. during new hire training, national sales meetings, field rides, ad-hoc in-person training, etc.)
• WebEx trainings
• E-learning modules
• Videos (e.g. best call)
• Quizzes (e.g. Urgo Expert Academy)
• Shared drive content (Dropbox/OneDrive)
• Partner with global management and marketing to ensure sales team educational readiness for new product launches or acquisitions. Manage training delivery to ensure sales team is positioned for success.
• Enhance sales management effectiveness through improved skills and competencies for leadership. Topics may include team development, hiring, coaching, business planning and forecasting.
• Identify and manage any outside resources needed to augment UMNA training program. Specifically, management level training to help develop the management’s ability to impact their teams (ex. outside consultants, management training courses, outside speakers, etc.)
• Write and deliver post-training reports that outline strengths and areas of opportunity for each participant, ensuring continued development and coaching by the manager.
• Manage the delivery of competence certificates to the team.
  
  

Qualifications

• BS/BA is required with 4-8 years of professional experience, in the healthcare device industry.
• 2 years of relevant successful sales experience to develop the competence required to meet the skills and responsibilities of the position with proven track record is a must
• Successful experience training new hires in the field.
• Able to work in fast-paced environment and use critical thinking skills and sound judgment to evaluate and proactively solve problems.
• Demonstrate ability to manage complex projects or requests.
• Must be recommended by VP of sales, Marketing, and SFE
• Must demonstrate the 3 pillars of UM N.A.
• Strong organizational skills
• Tremendous communication skills (verbal & written) and interpersonal skills that allows for close collaboration with all levels and roles on cross-functional levels within the organization.
• Autonomous, Eager to learn and pro-active.
• Proficient and accurate with Microsoft Office Suite with specific emphasis on: Word, Excel, PowerPoint
• Salesforce.com experience
  
  

Work Environment

• Indoors, in an office environment, with temperature control.
• No adverse environmental conditions expected.
• Up to 50% travel requirement, with possible overnight and international travel.
• Sedentary work. Exerting up to 10 pounds of force occasionally and/or negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects. Repetitive motion. Substantial movements (motions) of the wrists, hands, and/or fingers. The worker is required to have close visual acuity to perform an activity such as: preparing and analyzing data and figures; transcribing; viewing a computer terminal; extensive reading; the ability to operate standard office equipment and keyboards.