Director, Commercial Training - Americas

Vantive US Healthcare USA•Deerfield, IL

10d•Hybrid

About The Position

Vantive is a vital organ therapy company on a mission to extend lives and expand possibilities for patients and care teams everywhere. For 70 years, our team has driven meaningful innovations in kidney care. As we build on our legacy, we are deepening our commitment to elevating the dialysis experience through digital solutions and advanced services, while looking beyond kidney care and investing in transforming vital organ therapies. Greater flexibility and efficiency in therapy administration for care teams, and longer, fuller lives for patients— that is what Vantive aspires to deliver. We believe Vantive will not only build our leadership in the kidney care space, it will also offer meaningful work to those who join us. At Vantive, you will become part of a community of people who are focused, courageous and don’t settle for the mediocre. Each of us is driven to help improve patients’ lives worldwide. Join us in advancing our mission to extend lives and expand possibilities. Vantive is currently recruiting a Director, Commercial Training - Americas. The Director will lead the centralization and transformation of sales training across the Americas (US, Canada, LATAM North, LATAM South) as the Center of Excellence (CoE) lead within Vantive's Commercial Excellence organization. The Director will own three integrated training pillars: (1) Sales Skills & Methodology (Richardson, KornFerry, and consultative selling), (2) Clinical Curriculum & Certification in partnership with Medical Affairs, and (3) Digital Tools Selling — equipping the field to sell Vantive's connected care and digital health portfolio to customers. Architect and own the Americas sales training strategy, certification framework, and measurement system. Drive the migration from fragmented, market-led training to a unified Hub & Spoke model that accelerates new hire ramp time, embeds one Vantive Sales Process, and ties training investment directly to commercial outcomes including CRM adoption, funnel conversion, quota attainment, digital adoption, and patient growth. Serve as the single owner of enterprise training vendor relationships and the Americas Training Dashboard, and govern the quality and alignment of in-market training resources across all four geographies.

Requirements

Bachelor's degree required; MBA or advanced degree preferred.
10+ years of sales training, sales enablement, or commercial excellence experience, including 5+ years leading teams across multiple geographies, recommended.
Proven leadership experience designing and operating a centralized sales training or sales enablement function across multiple geographies, ideally in MedTech, medical devices, or life sciences.
Deep expertise in modern sales methodologies (Richardson, KornFerry, Challenger, or equivalent) and the ability to deploy and enforce one regional standard at scale.
Demonstrated experience partnering with Medical Affairs or Clinical functions to build and govern clinical curricula and certification programs for commercial teams.
Experience building seller enablement and training programs for digital health, connected care, software-as-a-medical-device, or digital tool portfolios sold into healthcare customers.
Demonstrated success building structured, phased onboarding programs that materially reduce ramp time and improve quota attainment.
Strong understanding of value-based and consultative selling models, including multi-stakeholder engagement with surgeons, supply chain, finance, biomed, IT, and Value Analysis Committees.
Experience deploying AI-enabled coaching, micro-learning, and sales enablement platforms (Allego, Hyperbound, ACTO, VLearn, or equivalent).
Strong analytical mindset with experience designing training KPIs, dashboards, and ROI measurement frameworks tied directly to commercial outcomes.
Track record managing enterprise vendor relationships and consolidating contracts to deliver cost efficiency and quality improvement.
Experience operating in a Hub & Spoke or Center of Excellence model with both direct and dotted-line reporting structures across markets.
Demonstrated ability to lead through change and influence cross-functional leadership including GMs, Sales, Marketing, Medical Affairs, HR, Finance, and IT.
Strong working knowledge of CRM (Salesforce.com), LMS platforms, and sales enablement systems; experience integrating training data into broader commercial dashboards.
Cultural fluency to operate across the US, Canada, LatAm North, and LatAm South; Spanish or Portuguese language skills strongly preferred.
Exceptional verbal and written communication, executive presence, and ability to engage with senior commercial and medical leadership.
Positive attitude with a relentless drive for results, can-do approach to challenges big and small, and effective in use of time and organizational resources.
Objective and fact-based in all aspects of decision-making, with the ability to operate effectively in highly ambiguous and rapidly changing environments.

Nice To Haves

Spanish or Portuguese language skills strongly preferred.

Responsibilities

Own the Americas sales training strategy, annual roadmap, and governance framework as the Center of Excellence lead within Commercial Excellence.
Lead three integrated training pillars: Sales Skills & Methodology, Clinical Curriculum & Certification (in partnership with Medical Affairs), and Digital Tools Selling.
Serve as the single owner of the Vantive Sales Process and selling-skills methodology (Richardson, KornFerry) across all Americas markets, ensuring consistent deployment, reinforcement, and certification.
Partner with Medical Affairs as the joint owner of the Clinical Curriculum and Certification program, ensuring sellers are certified on disease state, therapy area, clinical evidence, and product clinical training before customer engagement.
Build and lead the Digital Tools Selling curriculum that equips the field to position, demonstrate, and sell Vantive's connected care and digital health portfolio to clinical, economic, and IT stakeholders.
Lead the centralization of Sales Training resources from US, Canada, LatAm North, and LatAm South into a unified Hub & Spoke operating model with clear ownership, governance, and operating rhythm.
Direct the design and execution of a structured 12–14 month phased onboarding program that reduces new hire ramp time from 6–12 months to a best-in-class 3–4 months.
Define and govern the Americas seller certification framework, including sales-skills certification, clinical certification (with Medical), digital tools certification, and annual recertification standards for all commercial roles.
Build and operate the Americas Training Dashboard to track completion rates, certification status, competency scores, time to first close, quota attainment correlation, digital tools adoption, and ROI on training investment.
Manage enterprise vendor relationships including Richardson, KornFerry, Allego, and VLearn; consolidate contracts and negotiate enterprise-level agreements to deliver higher quality at lower regional cost.
Drive adoption of AI-powered coaching, micro-learning, and sales enablement tools to embed continuous learning in the daily seller workflow.
Govern dotted-line training resources in LatAm North and LatAm South to ensure local execution adheres to Americas standards while adapting curricula for language, culture, regulatory, and payer environment.
Partner closely with US and Canada commercial leaders to deliver field coaching, ride-alongs, workshop calendars, and frontline manager enablement.
Partner with Medical Affairs, Marketing, Digital Health, and Product leaders to integrate launch readiness, clinical evidence, and digital tool capability into the seller curriculum.
Align training priorities with broader Commercial Excellence initiatives including CRM adoption, funnel conversion, value-based selling, digital tools adoption, and patient growth.
Lead, develop, and mentor a high-performing team of Sales Training Managers, Clinical Training Partners, Digital Enablement Specialists, Content & Enablement professionals, and in-market Training Leads.
Establish and lead the monthly, quarterly, and annual operating rhythm including CoE-Spoke alignment calls, Americas Training QBR, certification cycles, and curriculum refresh tied to product launches and competitive intelligence.
Serve as the change leader for the centralization transition, partnering with GMs, HR, Finance, Medical, and Commercial leadership to ensure a smooth migration of headcount, budget, and accountability.
Publish annual Commercial Training ROI report and present results, insights, and forward roadmap to senior leadership.