Commercial Excellence Training Manager

Össur

3d•Hybrid

About The Position

The Commercial Excellence Training Manager designs, develops, deploys, and continuously improves training programs that strengthen the performance of the Americas commercial organization. This role equips sales representatives, sales leaders, clinical specialists, account managers, and channel partners with the product knowledge, clinical confidence, selling capabilities, tools, and business acumen required to execute the company’s commercial strategy. The Manager partners closely with regional Sales, Marketing, Clinical/Medical Affairs, Market Access, Regulatory/Legal/Compliance, and Human Resources to translate business priorities into practical learning experiences. The role leads new-hire onboarding, product-launch readiness, sales methodology training, certification, field coaching, and capability-development initiatives while measuring impact on key commercial outcomes.

Requirements

Bachelor’s degree in Business, Marketing, Education, Life Sciences, Health Sciences, or a related discipline.
Five or more years of progressive experience in medical-device sales, clinical sales, sales training, commercial education, sales enablement, commercial excellence, or a related role.
At least two years of experience designing, facilitating, or managing commercial training programs; equivalent demonstrated experience may be considered.
Experience supporting a U.S. field-sales organization in a regulated healthcare, medical-device, diagnostics, biotechnology, or pharmaceutical environment.
Strong instructional-design capability, including adult-learning principles, learning objectives, assessment design, blended learning, and behavior reinforcement.
Demonstrated understanding of medical-device commercialization, including clinical selling, healthcare-provider engagement, product-launch readiness, customer adoption, and compliant promotion.
Experience partnering cross-functionally with Sales, Marketing, Clinical/Medical Affairs, Clinical Education, Market Access, Commercial Operations, and Compliance.
Proven ability to facilitate high-impact sessions for both new and experienced commercial professionals.
Strong written, verbal, presentation, facilitation, project-management, and stakeholder-management skills.
Proficiency with Microsoft PowerPoint, Excel, Word, Teams, and learning-management systems; experience with CRM platforms such as Salesforce is preferred.
Ability to travel domestically up to 30–50%, including occasional evenings and weekends associated with meetings, launches, and training events.

Nice To Haves

Master’s degree in Business Administration, Organizational Development, Adult Learning, Health Sciences, or a related field.
Experience in a clinically complex medical-device segment such as orthopedics, cardiovascular, surgical, neurovascular, diabetes, diagnostics, robotics, wound care, rehabilitation, or prosthetics and orthotics.
Experience with sales methodologies such as Challenger, Miller Heiman, SPIN, MEDDICC, Solution Selling, Strategic Selling, or comparable frameworks.
Experience building product launch readiness and certification programs.
Prior field-sales, clinical-specialist, sales-management, or strategic-account-management experience.
Familiarity with reimbursement, coding, coverage, payment, health-economic value messaging, and payer/customer-access considerations.
Experience managing vendors, content-production partners, training budgets, or direct reports.
Certification in instructional design, facilitation, coaching, project management, or sales methodology.

Responsibilities

Develop and execute the annual commercial training and capability-building plan aligned with revenue objectives, product launches, market expansion, strategic-account priorities, and organizational needs.
Conduct training-needs assessments using field feedback, sales-leader input, CRM and performance data, customer insights, market trends, competency assessments, and launch-readiness requirements.
Define role-based competency models and learning pathways for sales representatives, clinical specialists, sales managers, strategic-account personnel, and distributor/channel teams.
Translate commercial strategy, value propositions, segmentation, account plans, and go-to-market priorities into actionable training, playbooks, job aids, and reinforcement tools.
Partner with Commercial Excellence leadership to improve sales-process adoption, territory planning, opportunity management, account prioritization, CRM discipline, and forecast quality.
Design and facilitate engaging instructor-led, virtual, blended, self-directed, simulation-based, and field-based learning programs.
Lead end-to-end onboarding for new commercial hires, including clinical and product education, selling skills, systems training, compliance requirements, competitive positioning, and certification.
Develop and deliver training in consultative selling, value-based selling, discovery, account planning, stakeholder mapping, objection handling, negotiation, territory management, pricing discipline, and opportunity management.
Create programs that enable field teams to communicate product features, clinical benefits, economic value, safety information, evidence, and differentiated value propositions appropriately for each customer audience.
Build training materials, facilitator guides, participant workbooks, e-learning modules, assessments, role plays, knowledge checks, certification standards, and field-coaching tools.
Facilitate workshops at national sales meetings, regional meetings, launch meetings, leadership meetings, and virtual learning events.
Maintain an elevated level of field presence through ridealongs, coaching observations, regional meeting participation, and direct feedback from commercial teams.
Lead commercial-readiness planning for new product introductions, indications, line extensions, competitive responses, and major portfolio updates.
Partner with Product Marketing, Clinical/Medical Affairs, Professional Education, and Regulatory/Legal/Compliance to develop accurate, compliant, and field-ready launch training.
Establish launch certification requirements and assess field readiness before commercialization milestones.
Ensure commercial teams understand appropriate product use, clinical workflow, customer needs, evidence-based messaging, approved claims, safety information, reimbursement considerations, and competitive differentiation.
Support the development of durable launch-reinforcement plans, including post-launch coaching, refresher training, knowledge assessments, and field feedback loops.
Partner with frontline sales leaders to establish a consistent coaching culture and improve manager-led development in the field.
Provide coaching tools, observation guides, feedback models, and performance-improvement resources for sales managers.
Conduct field observations and identify performance gaps related to product knowledge, clinical confidence, selling behaviors, account strategy, CRM use, and execution of commercial processes.
Design targeted remediation or advanced-development programs for individuals, teams, and regions based on identified business needs.
Facilitate best-practice sharing among high-performing sales representatives, clinical specialists, and sales leaders.
Establish a training measurement framework that evaluates participation, learner satisfaction, knowledge acquisition, skill demonstration, certification status, manager observation, behavior change, and business impact.
Develop dashboards and regular reporting for Sales Leadership, using metrics such as onboarding time to productivity, certification completion, field competency, pipeline quality, win rate, average selling price, conversion, quota attainment, product adoption, and training ROI where feasible.
Use learner feedback, field observations, post-training assessments, CRM data, commercial performance data, and customer insights to continuously improve programs.
Maintain current training records, completion documentation, certification data, and version-controlled learning materials.
Manage external vendors, facilitators, learning platforms, and content-development partners as needed.