* Title: Manager, Oncology- Commercial Training & Development
* Location: Gaithersburg, MD
Responsible for the training and development of all field based representatives and managers and integration of training and development strategies into the business plan. Works with sales, brand, and other cross functional leaders to create training and development strategies and ensures alignment with business unit priorities and training strategy. Primary focus on assessment, development, implementation of learning system and curricula to support sales team and other commercial business partners.
Ensures the establishment and implementation of new hire through advanced training and support to ensure maximum effectiveness of sales and other role-specific knowledge. The role includes management of the entire training process from needs assessment, design development, creation and implementation through measurement controls to continuously improve training effectiveness. Other tasks involve working with other internal departments to support product and project launches, transitioning in-line marketing plans to field applications and leadership of field-based training resources. The Manager, Commercial Training & Development must effectively link the commercial business objectives with day-to-day employee activities and customer demands, drive organizational business acumen, and entrepreneurialism. The expectation of this role is that a full training strategy is developed and implemented to support the functional needs of the brand and sales teams, to ensure the sales teams/commercial business partners have the needed knowledge and capabilities in these areas.
BASIC FUNCTIONAL RESPONSIBILITIES:
The role has five (5) primary areas of responsibility:
1. Analyze, design, develop, implement, and evaluate specialty care functional training for the various customer facing groups within the organization.
2. Provide sales management with coaching tools and content review to fully support training reinforcement.
3. Ensure alignment and usage of technology to support learning effectiveness.
4. Implement assessments and metrics to evaluate training effectiveness.
5. Act as an embedded member of the cross-functional teams to include, but not limited to, Marketing, Field Sales & Sales Management, Commercial Operations, Manager Markets-Trade, Access Services & Reimbursement, Human Resources, Legal, Medical Affairs, Regulatory & Compliance.
* COMMERCIAL TRAINING PROCESS
o Support of commercial team in all aspects of functional and product knowledge and skill development.
o Work in collaboration with cross-functional teams to develop and implement training to achieve required specialty care skills and knowledge in all assigned areas.
o Accountable for following all content review process to include, but not limited to, CT&D SOP, CT&D Review, and Commercial Field guide.
o Support or lead projects to ensure consistent execution of business initiatives.
o Ensure linkages and continuity of all training models and content.
o Ensure the continuous integration and training of new product, disease, competitive, and clinical knowledge through the design, development, and delivery of learning experiences for new hire sales representatives through advanced account managers, field management, and internal support teams.
o Apply adult-learning model and processes that ensure transfer of knowledge and skills to field application and achievement of measurable business results.
o Conduct needs assessments and provides ongoing gap analysis to align learning objectives with required behaviors for field based as well as home office members to attain success.
o Conduct, analyze and report evaluation measures of customer satisfaction skills application and business impact.
o Responsible for identification, preparation and effectiveness of field faculty/Field Based Trainers.
o Develop tools to support field management knowledge, reinforcement and pull-through of all content.
o Create training to meet emerging business needs and priorities to include, but not limited to, product launches, national/regional meetings, competitive response and marketing programs.
o Achieve and maintain appropriate leader/facilitator certifications.
o Capture and train best practices that can be converted into organizational capabilities.
o Execute in-field work-withs to identify advanced skill applications, skill gap areas, as well as providing in field developmental support.
o As an embedded member of cross-functional teams, provide training and development input to business decisions, serve as a training resource, recommend appropriate training approaches and strategies, and educate other CT&D members on business priorities.
o Embed compliance in all aspects of your role.
o Ensure training requirements are defined within cross functional team plans.
o Plan, track, and communicate budget impact of all assigned training initiatives.
o Other business priority assignments and projects as assigned.
o Program plans, priorities, and annual development strategy for assigned responsible areas.
o Development strategy and assessment for inclusion in Brand/Business Unit Plans.
o Defined training plans and schedules.
o Participant and program results and present recommended suggestions for future improvements.
o Linkage between marketing brands/business plans and training initiatives.
o Timely summary reports ensuring a communications loop regarding training activities.
o Observation and feedback related to job performance and capabilities
o The responsibilities of field management to ensure pull through and follow up of all programs.
o Timely reporting of budget activities and involvement in sourcing and contracting processes.
o Participate in the annual Commercial Training & Development business plan process to align training & development initiatives to support total sales and overall commercial business objectives.
o Plan, administer and monitor appropriate budget expenditures to meet Training and Development needs.
o Ensure compliant record keeping for all training activities.
o Timely expense management (twice monthly).
o Follow all Commercial Training & Development Standard Operating Procedures (SOPs).
o Maintain document integrity for all assigned content.
o Bachelor's Degree required. Masters degree preferred.
o Training experience: minimum 2 years preferred.
o Sales experience: minimum 3-5 years required.
o Experience in adult education principles/competency modeling preferred.
o Expertise in the oncology sales and/or training preferred.
o Needs to be a highly motivated self-starter with the commitment to see projects to their completion.
o Demonstrates creative thinking and a willingness to implement new approaches.
o Possesses excellent organization and interpersonal skills.
o Demonstrates strong presentation and facilitation skills.
o Requires computer expertise in MS Office and business writing skills.
o Successful demonstration of adaptability / flexibility.
o Demonstrated pragmatic thinking: ability to integrate divergent information and develop project plans and actions.
o Functional/Technical Skills: Has the functional and technical knowledge and skills to do the job at a high level of accomplishment, to include Adult Learning Principles, Experiential Learning, Learning Technology, Competency Development, ROI Analysis, Performance Management Tools, Product/Disease State Knowledge and processes.
o Organizing/Planning: Can marshal resources (people, funding, material, support) to get things done; can orchestrate multiple activities at once to accomplish a goal; uses resources effectively and efficiently; is detail-oriented in managing active projects; arranges information and files in a useful manner.
o Customer Focus: Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.
o Process Management: Good at figuring out the processes necessary to get things done; knows how to organize people and activities; understands how to separate and combine tasks into efficient work flow; knows what to measure and how to measure it; can see opportunities for synergy and integration where others can't; can simplify complex processes; gets more out of fewer resources.
o Learning on the Fly: Learns quickly when facing new problems; a relentless and versatile learner; open to change; analyzes both successes and failures for clues to improvement; experiments and will try anything to find solutions; enjoys the challenge of unfamiliar tasks; quickly grasps the essence and the underlying structure of anything.
o Dealing with Ambiguity: Can effectively cope with change; can shift gears comfortably; can decide and act without having the total picture; isn't upset when things are up in the air; doesn't have to finish things before moving on; can comfortably handle risk and uncertainty.
MedImmune, LLC. is an Equal Opportunity/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, gender, age, national origin, disability, veteran status, or any other characteristic protected by federal, state or local law.
MedImmune does not accept non-solicited resumes or candidate submittals from search/recruiting agencies not already on MedImmune's approved agency list. Unsolicited resumes or candidate information submitted to MedImmune by search/recruiting agencies not already on MedImmune's approved agency list shall become the property of MedImmune and if the candidate is subsequently hired by MedImmune, MedImmune shall not owe any fee to the submitting agency.
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