Strategic Account Capability Field Training Manager

Lake County, IL, US
Nov 09, 2018
Required Education
Bachelors Degree
Position Type
Full time
The Strategic Account Capability Training Manager supports a Brand or Franchise organization in the design and delivery of a strategic account capability program. This program will continually evolve based on the ongoing marketplace needs and skills necessary to remain relevant & provide superior value to customers and stakeholders. This role is accountable to the Associate Director, Oncology Field Training and the Franchise/Brand Sales and Marketing Leaders (SDs/RMs, Marketing Directors) to ensure both Field Training's and the Brand's strategies are effectively represented in all training programs and solutions.

This role is an integral part of the integrated business teams at Abbvie. The Strategic Account Capability Manager's primary responsibilities are:

  1. Collaborate with the Associated Director to identify strategic account capability needs & develop a vision & Roadmap for the training Program and ensuring alignment with integrated business members
  2. Lead the content development and delivery of training capability tactics
  3. Develop innovative training solutions that support the achievement of franchise and organization goals
  4. Ensure appropriate pull-through plans are developed
  5. Implement a measurement system and feedback loop which enables key learnings to be incorporated into future training
  6. Proactively seek to develop self and others on marketplace skills & capabilities needed to succeed in the marketplace
  7. Be fiscally responsible by proactively monitoring budget and conducting bids when necessary
  8. Develop and maintain marketplace knowledge & business of disease state mastery

Description of Responsibilities:

Responsible for implementing and maintaining the effectiveness of the quality system by:

  • Understanding and adhering to the Code of Business Conduct, Operating Guidelines and PDMA guidelines.

Relationship Building/Stakeholder Management
  • Actively sets mutual expectations through direct and open communication with Business Partners including the field and home office groups so that working relationships are constructive and productive
  • Builds trust and credibility with Business Partners through regular interaction and is evidenced by feedback and proven working partnerships
  • Partners with managed markets to understand critical changes within the marketplace and partners to develop ongoing and evolving training materials
  • Leverages account executive core platforms, content and best practices across brands to limit "reinventing the wheel" and to maximize innovation

Performance Coaching
  • Provides candid and specific verbal and written performance feedback resulting in training participants being aware of strengths and weaknesses including a plan for improved performance
  • Recognizes the skill level of training participants and adjusts coaching and training techniques to meet the needs of individuals
  • Helps to develop Guest Trainers and Field Rotations by providing a meaningful role in training activities, one-to-one coaching and performance feedback
  • Acts as a mentor to other training managers and "leads through teamwork" cultivating and maintaining positive peer-to-peer relationships
  • Classroom leadership: Demonstrates the ability to effectively address coaching challenges so that the entire class is able to benefit, progress and learn
  • Demonstrates ability to "manage up" evidenced by interactions with Business Partners such as marketing and sales leadership
  • Demonstrates leadership of class room & virtual training sessions including time management, speakers, partners, during all meetings and training classes
  • Collaborates with Field Managers to ensure pull-through and to proactively identify training gaps

  • Understands how to conduct gap analyses and identify strategic capability needs of a sales force based on marketplace dynamics
  • Correlates training needs to develop high value training utilizing innovative technologies which allow for capability development, while reducing time out of territory
  • Demonstrates and applies knowledge of all Field Training's Business Partners (e.g. marketing, field leadership) businesses, strategies and priorities
  • Facilitates integration of Field Training's activities into business planning and the actual business plans of brand teams
  • Adheres to and links solutions to defined business partner/brand strategies in the classroom, at sales meetings and in the field
  • Seeks innovative solutions to capitalize on business opportunities
  • Attends local and national conferences to understand the marketplace and to inform future training
  • Participate as an extended integrated business (IBT) or operations team member (IOT)
  • Partners with Associated Director to develop the annual strategic account capability plan
  • Leads the development and execution of the tactics, as well as pull through activities

Performance Learning
  • Designs, develops and delivers learning solutions that increases effectiveness and credibility of participants
  • Ensures that all training has a measurement system and a process to ensure feedback and survey outputs are incorporated into curriculum
  • Adheres to adult learning principles and sound training design
  • Demonstrates versatility and flexibility so that obstacles are overcome and expected results are produced
  • Increases personal effectiveness through formal and informal development
  • Recognized not only as strategic account expert in non-therapeutic areas such as customer, marketplace and business skills, but also a product and disease-state expert
  • Builds, strengthens and transfers knowledge and skills

Professional Development

  • Participate in on-going development opportunities scheduled by Corporate, Function and Department
  • Conduct field travel a minimum of 2 times per year to stay current in the marketplace
  • Proactively seeks opportunities to self-develop and network within role

Position will be filled as a grade 17 or 18, based on experience.

  • Bachelor's degree
  • Work in ABBVIE Home Office
  • 4 years of field sales and/or home office experience in Oncology or Hematology disease states and therapeutic areas; as well as experience in developing strategic account engagement training programs/tactics
  • Strong knowledge and understanding of the Business of Oncology and the current marketplace dynamics
  • Developed and/or supported innovative virtual training programs which minimized time out of territory and met the needs of the learner in an ongoing and consistent program
  • High performing sales track record and strong understanding of what drives success in a commercial organization
  • Demonstrated ability to work with a variety of individuals at all levels of management to gain consensus on a project. Lead project from development to execution
  • Learning agility to adapt to new products & markets, and ability to develop innovative approaches
  • Comfort working in a rapidly evolving, ambiguous environment
  • Ability to develop a strategic plan and to develop and deliver an excellent tactical plan that creates a competitive advantage to the organization
  • Knowledge of applicable regulations and standards affecting Pharmaceutical Products (e.g. CFR 210/211, cGMP)

  • Home office training experience
  • Field sales or home office experience with focus on strategic training & planning
  • Account management strongly preferred
  • Demonstrated success working on launch brands
  • Experience navigating the promotional material approval process is highly valued
  • Training development and/or facilitation experience (eg. Field guest trainer, Regional Trainer, or National Sales Trainer)
  • Familiarity/proficiency with Office Suite (i.e. Power Point, Outlook)


  • 10-20% travel

Equal Opportunity Employer Minorities/Women/Veterans/Disabled