Manager, Commercial Training Manager, SPM Americas (US, Field)

Smith & Nephew•Andover, MA

35d•$95,000 - $115,000•Hybrid

About The Position

This role involves being responsible for training the Americas Sports Medicine (SPM) sales teams on Smith+Nephew's portfolio of solutions for arthroscopic surgery, including connected surgical towers, high-definition imaging systems, and surgical systems for soft tissue removal and bleeding control. Smith+Nephew holds a global 27% market share in the >$5.5bn market. The primary objectives of the role include training and certifying the sales force on SPM products, procedural knowledge, and relevant skills to surpass sales quotas. The role requires extensive experience, subject matter expertise in selling skills and sales effectiveness, as well as the ability to drive commercial understanding and differentiation with customers. The ultimate goal is to equip the sales force with the knowledge and skills needed to succeed in their territories and meet Smith+Nephew standards. Familiarity with Smith+Nephew's portfolio, value propositions, competitive market, and clinical competence is highly beneficial, and continuous learning and upskilling are emphasized.

Requirements

Bachelor's degree
3-5 years' experience working in commercial, training or marketing role preferably in Smith & Nephew or related med device industry.

Nice To Haves

Working experience in learning / training related fields is a plus
Adult learning, facilitation skills certification (e.g. Bob Pike Certification, Langevin Learning) is a plus
Train the Trainer certification (e.g. Pioneer, Lane 4, Langevin) is a plus
Instructional design is a plus
Coaching skills is a plus
Project management certification is a plus
Challenger certification is a plus
Fundamental level certification for your respective franchise is a plus

Responsibilities

Deliver training to both new and tenured sales professionals, through various venues including live instructor led courses, virtual classrooms, and field-based training/coaching.
Run learning events (classroom, webinar, field based, etc.) in the Learning Unlimited platform.
Ensure that all members of the sales team are certified on the knowledge, skills, and behaviors needed to win (e.g., product, clinical and procedural knowledge, primary competitors and how to win against them, selling skills, negotiation skills, business planning, tenders)
Deliver the curriculum as aligned with Global Commercial Training competency framework, train sales reps on the Smith+Nephew selling process, and strive to accelerate sales readiness and preparedness of the sales force
Join the Commercial team on field visits (20%) to ensure the right implementation of both product/clinical competence as well as sales enablement skills' implementation.
Field based training/coaching will be on an individual or small group basis during territory-based field visits, but it could also entail local seminars, workshops, and other training events
Act as a mentor and role model for sales reps & field managers and encourage a culture of continuous learning and development. Cultivate culture of coaching for the commercial team, set the standards and governance for this coaching culture across cluster by developing coaching plan for Field managers and ensure the sustainability of this culture through proven critical metrics that will be automated on CRM or Learning Management System or any similar vehicle
Collaborate with HR and Sales Management to remediate gaps in performance. This role requires sophisticated interpersonal leadership skills to work with a broad group of cross-functional business partners (e.g. global content development, leadership coach, local marketing, sales leadership), and will work collaboratively to take on complex business opportunities related to the franchise
Develop strategic and tactical plans for your respective area for Commercial Training & Education (CT+E). Occasional participation on Leadership Teams meetings representing the CT+E function through presenting progress and ROI of key CT+E projects, progress of new hire onboarding and tenured commercial teams learning objectives, and work on the learning needs analysis outcomes to cover the learning gaps