Director, Sales Training
Responsible for leading the planning, content creation and execution of the National Sales Meetings, Sales Manager Meetings, and Plan of Action meetings. As well as, responsible for field leadership development (Leadership Development, Sales Manager On-Boarding and Sales Manager skills training).
The Director is also responsible for developing a team of trainers by assessing their current functional skill set and leadership in order to determine short and long-term strategy for development and advancement within the organization.
This role requires a collaborative, hands-on, and consultative leader who has a demonstrated high level of emotional intelligence, self-drive, and learning agility.
Essential Job Functions
- Provides complete oversight of the training curriculum and process for field sales New Hire Training, National Sales/Plan of Action Meetings, Sales Manager On-Boarding and Field Team Leadership Development. (Area Managers and Sales Leaders). This includes training design, development, delivery, evaluation, and coordinating/ planning agendas.
- Provides leadership and coaching for training team members to ensure they have appropriate capabilities and skills to perform in role. Identifies strengths and opportunities for team members and provides additional training and development of appropriate competencies and skills.
- Responsible for developing a team of trainers by assessing their current functional skill set and leadership in order to determine short and long-term strategy for development and advancement within the organization.
- Implements the 6Ds process to collaborate effectively across the commercial team to gain input/buy-in and to ensure training is aligned to Commercial strategy and sales direction.
- Works with training team to develop training for pharmaceutical selling skills, product, market place and market access knowledge with regular auditing of content for enhancements and improvement.
- Works with the training team to oversee the Regional Sales Trainer (RST) and Area Sales Trainer “AST” roles
- Works closely with Area Directors to support coaching and development of Regional Business Managers through initial training and on-going development.
- Works closely with Regional Business Managers to help coach and develop NAMs/LNAMs both through initial training and on-going development.
- Conducts periodic days-in-the-field with Area Managers to reinforce the Avanir selling model and to ensure in-depth knowledge and demonstration of selling skills, marketplace, disease state, product clinical data and promotional messages. Ensures that training is aligned to the needs of the field teams.
- Develops and manages the department budget and external vendors.
- Create and maintain SOPs for sales training processes, projects and programs.
This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Other duties, responsibilities and activities may change or be assigned at any time with or without notice.
- Bachelor’s degree; 8+ years in pharmaceutical sales with management experience required; including 3+ years of high performing sales training experience.
- Prefer experience as a headquartered based Sales Training Department Leader managing a training team.
- Experience designing, developing, delivering and assessing sales training and establishing product training curriculum for new hires and ongoing training.
- Demonstrated high level of emotional intelligence, self-drive, and learning agility.
- Strong written communication, presentation, facilitation, and influencing skills.
- Willing and able to "roll-up their sleeves" and do the work necessary to achieve goals
- Experience managing multiple priorities based on changing business needs is essential, as is the ability to work in a team-based, fast-paced environment.
- Strong organizational, planning, project and vendor management skills.
- Strong knowledge and experience with pharmaceutical regulatory and compliance environment and process.
- Organizational agility with the ability to interact effectively across all levels of the organization.
- Proven technical and computer software expertise in MS Office as well as managing through a virtual environment.
This position primarily works in an office environment. It requires the ability to sit or stand for long periods of time and frequent walking. Daily use of a computer, phone, office equipment and other computing and digital devices is required. May be required to stand for extended periods when facilitating meetings or walking in the facilities. Some local travel may be necessary, so the ability to travel by plane, operate a motor vehicle and maintain a valid Driver’s license and/or effectively navigate public transportation is required. While performing the responsibilities of the job, the employee must be able to read and respond to interoffice communications as well as effectively participate in meetings. The employee is often required to sit and use their hands and fingers, to lift up to 20 lbs., pull, push, carry, handle or feel. The employee is required to carry, handle items, reach with arms and hands, to stoop, kneel, or crouch; talk or hear. Mental demands may require prolonged concentration, reading comprehension, understanding and interpretation of concepts, ideas and philosophies. The physical demands of the position described herein are essential functions of the job and employees must be able to successfully perform these tasks for extended periods. Reasonable accommodations may be made for those individuals with real or perceived disabilities to perform the essential functions of the job described unless such accommodations would cause Avanir an undue burden.
While performing the responsibilities of the job, these work environment characteristics are representative of the environment the job holder will encounter. Reasonable accommodations may be made to enable people with disabilities to perform the essential functions of the job unless such accommodations would cause Avanir an undue burden. While performing the duties of this job, the employee is occasionally exposed to moving carts, mechanical equipment (copiers, computers, coffee machines) and vehicles. May be subject to smells and odors. The noise level in the work environment is usually quiet to moderate. The passage of employees through the work area is average and normal.
As an equal opportunity employer, Avanir Pharmaceuticals is committed to providing all applicants and employees with equal access to employment opportunities, regardless of sex, race, age, color, national origin, ancestry, disability, pregnancy, religion, genetic information, sexual orientation transgender status, gender identity, marital status, military or veteran status, or any other characteristic protected by federal, state, or local law. All Avanir Pharmaceuticals employees, officers, principles, agents, and representatives are expressly prohibited from engaging in unlawful discrimination. Consistent with federal, state, and local requirements, Avanir Pharmaceuticals will reasonably accommodate any qualified individual with a disability if such accommodation would allow the individual to perform the essential functions or the job, unless doing so would create an undue hardship.
Avanir Pharmaceuticals shall abide by the requirements of 41 CFR-60-300.5(a) and 60-741.5(a). These regulations prohibit discrimination against qualified individuals on the basis of protected veteran status or disability, and require affirmative action by covered prime contractors and subcontractors to employ and advance in employment qualified protected veterans and individuals with disabilities.