Associate Director, Field Sales Training (Nutricia + Kate Farms)

Danone•White Plains, NY

3d•Hybrid

About The Position

The Associate Director, Field Training, is responsible for ensuring the sales organization has the capabilities required to execute current sales strategies while building the skills needed to achieve future growth and sales objectives. This role leads a team responsible for sales capability development, onboarding, curriculum design, leadership development, and learning execution across the organization. The Associate Director oversees the implementation of the sales development curriculum and drives continuous capability development for all sales team members—from onboarding through advanced career stages. Works with sales leadership to build a talent pipeline and competency frameworks. This responsibility spans all sales channels and functions, including Specialty Sales, Community Sales, National Accounts, Meta/Keto, Distribution, and Sales Management, ensuring consistent development and readiness across the entire commercial organization.

Requirements

Bachelors degree required, in business, marketing, or healthcare related field.
5-7 years progressive sales experience, with at least 3 years in formula sales or healthcare sales.
3-5 years outside industry experience, healthcare related industry experience (homecare, hospital, distribution, DME etc) preferred.
Field sales trainer experience.
Experience in enterprise selling (IDN, GPO, National Homecare etc) and contract negotiation within formula market.
Demonstrated success with working across internal partners and influencing change without direct authority.
Strong interpersonal and communication skills.
Highly organized, strong project management skills and consistently meets deadlines.
Ability to work in an environment with changing priorities and deadlines and support a team through re-prioritization of initiatives and change.
Strategic thinker with understanding of complex sales cycle as well as negotiation skills.
Understanding of sales methodologies (e.g., SPIN Selling, Challenger Sales, MEDDIC) and training techniques for adult learners.
Proficient in sales tools (CRM, LMS, analytics tools) and data-driven decision-making.
Understanding of medical specialty channels (field sales, distribution, national accounts etc).

Nice To Haves

advanced degree preferred.
Healthcare business and/or clinical experience background.
RD/RN or advanced degree preferred.
Direct people management experience preferred.
3-5 years outside industry experience, healthcare related industry experience (homecare, hospital, distribution, DME etc) preferred.

Responsibilities

Lead the onboarding and early-career development experience for all new field sales team members, ensuring rapid attainment of core sales, product, and business competencies.
Continuously assess organizational learning needs and identify capability gaps across the sales organization.
Partner with cross-functional stakeholders to design and implement development programs that strengthen individual and organizational performance.
Establish and manage capability measurement frameworks, including key performance indicators, training effectiveness metrics, and business impact reporting to evaluate development initiatives and inform future investments.
Collaborate with the Senior Manager of Sales Strategy and other key stakeholders (marketing, medical sciences, sales ops) to develop and deliver content, learning experiences, and capability-building programs for National Sales Meetings (NSMs), Regional Sales Meetings (RSMs), and other strategic commercial initiatives.
Own and evolve the field sales training curriculum, ensuring alignment to commercial strategy and equipping team members with the foundational sales skills, product knowledge, and customer engagement capabilities required for success.
Serve as a subject matter expert in enterprise selling, strategic account management, and negotiation, providing guidance, coaching resources, and developmental support to the Specialty Sales organization.
Partner with Sales Directors and frontline leaders to reinforce field execution, coaching excellence, and capability development, ensuring learning is translated into improved sales performance and customer impact.