Senior Manager, Sales Training

Job Title
Senior Manager, Sales Training

Requisition



Location

Bridgewater, NJ

Additional Locations

Malvern, PA
Job Description Summary
The Senior Manager, Sales Training plans, develops, and directs the implementation of training programs for sales professionals. The role works closely with the members of Marketing, Sales, Sales Operations, Medical, Regulatory, Compliance, Legal and Managed Markets, as appropriate, to ensure that current programs are compatible with marketing direction, sales force needs, and Keenova's strategic direction. This role is also responsible for collaborating with brand teams and sales to plan all sales force meetings, which include developing the agenda, content, planning schedules, and material management.

This senior-level role has the ability to lead through others, manage conflict, demonstrate professional maturity, as well as lead through Keenova's values. The successful candidate has previous experience leading a team of people (ASM within our current organization), and/or has been a training manager, who has demonstrated over time his/her ability to lead, have critical conversations, and have mastered the role's technical competencies.

The individual in this senior-level role will also need to have sufficiently experienced/executed/mastered all aspects of the trainer role (new hire onboarding through advanced training, Sales Meeting/Launch, Field Trainer ownership etc.), such that they have the depth and breadth in the role to mentor/lead a new trainer on all aspects of the trainer role.

Job Description

Scope of Authority

Operates with a high degree of independence and influences training strategy, priorities, resource allocation, and execution across assigned brands or business units. Leads complex cross-functional initiatives and may provide functional direction to Training Managers, field trainers, vendors, and project teams without direct reporting authority.

Sales Training

Focuses on training sales professionals operating in Specialty Care markets

Program Development

Develops and manages training programs that support the promotion of multiple products that:

• Address varied disease states
• Across multiple therapeutic areas
• In diverse selling environments

Collaboration/Leadership

• Collaborate with the Sales and Sales Management, Patient Access (as appropriate), Sales Operations Leadership, Marketing Team members, Compliance, Legal and Regulatory with the ability to lead through others
• Demonstrating senior-level leadership and professional maturity; effectively managing conflict and critical conversations

Knowledge Attainment

Possesses in-depth knowledge of specific therapeutic area and monitors a large amount of dynamic market information on an ongoing basis.

Training Program Operations

Oversees, plans, develops, and directs the implementation and coordination of training programs for the sales representatives by:

• Developing training solutions to complex problems by using ingenuity and innovation
• Managing the implementation of the sales training program to ensure compatibility with marketing direction, salespeople's needs, and sound educational principles
• Interacting across organizational lines in a coordinated fashion with internal senior managers and key field managers and address areas or needs proactively before coming significant issues
• Working closely with departmental heads and other training managers to ensure that current programs meet all learning needs
• Creates implementation guides for any new marketing pieces and implements delivery to the field sales organization
• Manages and oversees various vendors that may be utilized to deliver workshops to the sales organization.
• Manages ACTO, the learning management system for Branded Pharmaceuticals. Uploads and monitors all training modules for compliance and certification requirements.
• Leads credentialing process and management of credentialing website for all of Branded Pharmaceuticals. Answers questions, prepares product verification letters, monitors company insurance and coordinates with HR to obtain background information when necessary.

• Managing team-building activities and other departmental administrative activities
• Coordinating with Marketing, Sales, Sales Operations and Managed Markets (as appropriate) to translate dynamic market information into relevant training topics
• Providing input to Marketing and Sales regarding field communications
• Formulating training policies and schedules
• Preparing the Sales Training budget and manages other vendors and budgets
• Utilizing centralized resources effectively to support curriculum implementation
• Directing and develops strategies and processes for achieving Sales Training excellence
• Defining the appropriate training content for the commercial organization and ensures effective implementation of the content
• Directing and develops tools, in conjunction with Marketing, Managed Markets (as appropriate), Sales Operations and Sales, for measuring the quality, consistency, and impact of marketing and sales programs in the field
• Mastery of the full trainer role, including new-hire onboarding, advanced training, sales meetings and launches, and field trainer ownership mentoring or leading newer trainers across all aspects of the role.

Training Assessment

Assesses capability and training needs for sales by partnering and collaborating with sales and marketing to and determine plan of action to develop content for training purposes.

Sales Meeting Planning

Strategic: Leads the development of the overall strategy, objectives, agenda, and learning priorities for national and regional sales meetings and plan-of-action meetings. Partners with Sales, Marketing, and other key stakeholders to align meeting content with business priorities, brand strategy, field capability needs, and desired performance outcomes.

Tactical: Directs the end-to-end development and execution of meeting content, workshops, schedules, materials, and facilitator preparation. Collaborates with the Director, Meetings/Conventions Planning, cross-functional partners, and vendors to coordinate timelines, logistics, approvals, and on-site delivery; proactively identifies risks, resolves issues, and ensures a high-quality participant experience.

Education & Experience

• A bachelor's degree in science, engineering, education, marketing, or a related field
• At least 5 years' experience as a sales representative in the pharmaceutical industry
• At least 2 years as an Area Sales Manager or a Sales Training Manager
• A previous District or Area Trainer or like role is preferred

Knowledge

• Significant exposure to sales, marketing, product management, and/or training functions
• Knowledge of learning, training, testing, educational concepts, program design, implementation, and performance measurement is preferred
• Knowledge of patient access

Skills & Abilities

• Strong skills in written and oral communication
• Superior project management skills and attention to detail to help balance and prioritize multiple projects
• Strong ability to lead without authority, coach for performance, lead through uncertainty/ambiguity
• Demonstrates a proactive nature as it relates to the development and pull-through of training strategy
• Demonstrates strong vendor management skills
• Demonstrated ability to initiate/run projects with minimal supervision

Keenova offers employees a Total Rewards package which includes competitive pay and benefits. To learn more about our Total Rewards benefits please visit: Keenova Careers | Serve and Grow with Purpose | Keenova

The expected base pay range for this position is $138k - $221k. Please note that base pay offered may vary depending on factors including job-related knowledge, skills, and experience.

This position is eligible for a bonus in accordance with the terms of the applicable program. Bonuses are awarded at the Company's discretion.

Disclaimer: The above statements are intended to describe the general nature and level of work performed by employees assigned to this job. They are not intended to be an exhaustive list of all duties, responsibilities, and qualifications. Management reserves the right to change or modify such duties as required.

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