Role Overview:

This position reports to the Director, Commercial Training + Education in the respective franchise, cluster, region, or local market. The primary role of the Senior Commercial Training Manager is to train, equip, and certify the sales force on Smith + Nephew's products, relevant procedural knowledge, surgical / treatment pathways, and necessary selling and planning skills to exceed sales quota and revenue targets. In addition, this role should act as a mentor for the Commercial Training Manager team at a local level. This is a highly skilled role requiring subject matter expertise on Smith + Nephew's portfolio, value propositions, competitive market, clinical acumen, selling skills, and business acumen. Their goal is to equip the rep with the knowledge, skills and behaviors to win in their territory, and certify them to Smith & Nephew standards. Finally, the Senior Commercial Training Manager role will be expected to take on additional responsibilities, relevant to their extensive experience and proven capability, and having a broader remit, both Regionally and Globally.

Responsibilities:

• Training and Coaching (70% of the role)

• Classroom based training (30%)
• Field based training (40%)
  • a) The Senior Commercial Training Manager will deliver training to both new and tenured sales professionals, through various venues including live instructor led courses, virtual classrooms, and field based training/coaching. Field based training/coaching will be on an individual or small group basis during territory based field rides, but it could also entail local seminars, workshops and other training events.
  • b) Ensure that all members of the sales team are certified on the knowledge, skills, and behaviors needed to win (e.g., product, clinical and procedural knowledge, primary competitors and how to win against them, selling skills, negotiation skills, business planning). The Senior Commercial Training Manager will deliver the curriculum as aligned with the Global Commercial Training competency framework, train sales reps on the Smith + Nephew selling process, and aim to accelerate sales readiness and preparedness of the sales force.
  • c) Manage learning events (classroom, webinar, field based, etc.) in the Learning Unlimited platform. The position requires advanced skills in facilitation and presentation skills, with emphasis on adult learning principles and interactive learning
  • d) Collaborate with HR and Sales Management to remediate gaps in performance. This role requires advanced interpersonal leadership skills to work with a broad group of cross-functional business partners (e.g. global content development, leadership coach, local marketing, sales leadership), and will work collaboratively to solve for complex business opportunities related to the franchise.
  • e) Act a mentor and role model for sales reps, and encourage a culture of continuous learning and development.

• Collaboration with Stakeholders (30% of the role)
  • Collaborate with Global Content Development team, Global Marketing, and local business leaders (Sales Leadership/BUDs/Cluster MDs etc.) to collaborate on content creation, aligned to competency model. Tailor globally developed content to meet the needs of the local market.

- As this is a Senior Commercial Training Manager role, additional responsibilities include:

• Design workshop agendas and coordinating appropriate resources to deliver
• Act as lead liaison with co-facilitators in Sales Leadership, Marketing, Compliance, HR, Sales Operations, and Medical Education
• Oversee timely completion and dissemination of assessments for the Instructor Led Trainings

Location: Memphis, TN preferred

Education:

Bachelor degree required, Master Degree preferred

Licenses/ Certifications:

• Adult Learning, facilitation skills certification (e.g. Bob Pike Certification, Langevin Learning)
• ADDIE instructional design
• Train the Trainer certification (e.g. Pioneer, Lane 4, Langevin)
• Certified in Smith + Nephew selling and coaching skills

Experience:

5-10 years' experience working in sales, preferably in Smith + Nephew or related med device industry or

5+ years working in learning / training related fields

Competences:

• Strong written and verbal communication skills
• Exceptional presentation skills; a great facilitator
• Possess a sound understanding of selling skills and Smith + Nephews global selling process
• Demonstrated expertise in our products, clinical pathways, surgical procedural knowledge, and competitive landscape
• Knowledge of and practical application of adult learning theory and the science of learning
• Problem solving and analytical skills required to uncover root cause and develop improvement initiatives
• Strong collaborative and team building skills
• Effective in leading, motivating, and achieving goals through formal and informal channels
• Ability to effectively plan, prioritize, execute and follow-up in a timely manner and anticipate problems and roadblocks with solution-oriented mind set
• High personal integrity and ethics with uncompromising standards
• Fluency in the primary language of the cluster

Physical Demands:

Travel Requirements: 25-50%

All field professionals who are required to gain entry into healthcare facilities to perform the basic remit of their role must successfully complete the credentialing process and comply with the requirements of those facilities they support, which can include adherence to any established vaccine protocols.