Associate Director, Commercial Training, Neuroscience Business Unit

Ipsen•Cambridge, MA

34d•$145,000 - $210,000

About The Position

The Associate Director, Commercial Training, Neuroscience, is responsible for the development of all product, disease state and competitive landscape training for all field personnel for the training of the Neuroscience Portfolio. This role will ensure that all customer-facing employees and Ipsen employees are equipped with the necessary knowledge and skills to drive growth. The development of new training strategies will be aligned with overall business objectives to drive consistent sales performance across the Neuroscience Business Unit. This candidate must have strong leadership skills with the capability to partner cross-functionally to drive change and improvement.

Requirements

BA/BS degree required.
A Minimum of 3 years of pharma/biotech industry experience
Strong facilitation & presentation skills
Demonstrated consistent track record of success in project management and producing results as a team and/or individual contributor

Nice To Haves

Advanced degree (e.g. MBA) a plus
Sales experience in biotech for min 5 years preferred
Experience partnering with internal teams on field education & training initiatives preferred
Knowledge of pharmaceutical systems used for sales execution & implementation is strongly preferred (ACTO, Veeva, iEngage) is preferred
Experience with toxins, buy and bill products, migraine prevention and/or movement disorders is preferred

Responsibilities

Partner with key stakeholders to enhance training curriculums, including, but not limited to, product knowledge, sales techniques, objection handling, customer relationship building, resource implementation, and market trends.
Optimize “post” new hire training that ensures appropriate follow-up from the training team and Field Sales Trainers. This will outline specific timelines and deliverables to ensure progress and pull through following onboarding.
Enhance the sales strategy in partnership with sales leadership, the brand, and cross-functional partners.
Assess the current skillset and identify gaps through performance analysis, RBD feedback, field teams and cross-functional business partners.
Conduct live and virtual training sessions to sales / leadership and all commercial customer-facing roles to improve capabilities
Develop engaging, real world training materials, including, case studies, KTL presentations, role-playing scenarios, and e-learning modules. Achieve leadership expectations through partnership with cross-functional teams on the brand strategies and BU needs
Develop an advanced training plan for our Neuroscience Specialty Representatives (NSRs) across levels, Regional Business Directors (RBDs) for development and leadership opportunities
Ensure high quality curriculums and deliverables rolled out to field teams, with appropriate follow through
Continue to establish and elevate Neuroscience Academy by identifying the needs in the field and the execution of deliverables to create a robust training plan built around key events and milestones
Monitor sales teams’ performance through regular coaching sessions and field observations to identify areas for improvement
Frequent time in the field to further evaluate field effectiveness, identifying gaps and collect insights on real world usage of promotional materials to identify additional training needs or opportunities for improved resources
Provide individual feedback and targeted coaching to enhance selling skills, elevate messaging and strategic pull through