Pharma Sales Learning and Development, SR Manager

Fresenius Medical Care•Waltham, MA

20h

About The Position

PURPOSE AND SCOPE: Responsible for developing the field sales managers by increasing their selling skills, product knowledge, account management capability, as well as technical and clinical proficiency through training and coaching activities to increase performance and business results for all pharmaceutical and any additional promoted products. Additional responsibilities include interacting with key internal departments, assisting in maximizing opportunities and performance for FMC pharmaceutical products and special products as assigned. PRINCIPAL DUTIES AND RESPONSIBILITIES: Works directly with field and corporate management, to design and deliver educational training for field sales managers, field management, marketing personnel, clinical and medical personnel (where requested), and FMCNA employees on RTG pharmaceutical and dialysis products and services. Works in conjunction with Pharmaceutical and Technologies team product managers to develop, organize and deliver on-boarding training for RTG sales managers. Works with management to conduct ongoing needs assessment for pharmaceutical and dialysis products training to develop appropriate educational curricula for RTG personnel including slides and materials appropriate for delivery in instructor lead training sessions and web-based media. Works in conjunctions with RTG sales management and product mangers to develop, organize and deliver training during national and regional meetings. Works in conjunctions with Pharmaceutical and Technologies team product managers to develop, organize and deliver corporate training sessions on the RTG product portfolio. Monitors and assists with skill development of the sales staff in conducting sales calls or in-services with customers. Works with Marketing and Regulatory teams to manage the development of training materials from the conception stage to the printing and distribution stage. Responsible for management of the LMS system. Collaborates with RTG Medical Office teams to create appropriate on-going clinical education and training for the RTG sales force. Ensures that necessary resources and tools are available to sales force regarding pharmaceutical and dialysis product offering. Manages and provides support and guidance to all direct reports to achieve individual as well as team objectives and goals. Provides informal feedback to staff on an ongoing basis and formal feedback in the form of the annual performance evaluation. Works on complex issues where analysis of situations or data requires an in-depth evaluation of variable factors. Exercises judgment in selecting methods, techniques, and evaluation criteria for obtaining results. Determines methods and procedures on new assignments and may coordinate activities of other personnel. Networks with key contacts outside of area of expertise. Mentors other staff/team members, as applicable. Reviews and complies with the Code of Business Conduct and all applicable company policies and procedures, local, state, and federal laws and regulations. Assists with various projects as assigned by direct supervisor. Attends regional and national conferences as required. Other duties as assigned. PHYSICAL DEMANDS AND WORKING CONDITIONS: The physical demands and work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Must be able to physically attend instructor lead training sessions in various locations across the country. Moderate travel (approximately 40%) is necessary to cover the assigned duties and includes overnight stays. Occasional weekend work may be necessary to support trade show events. Extensive time on the computer is required. EDUCATION: Bachelor's Degree from an accredited institution required. Advanced education, or life sciences degree preferred. EXPERIENCE AND REQUIRED SKILLS: Minimum 8 - 12 years of pharmaceutical/medical device sales experience required (or 6 years required with a Master's Degree). 2+ years of pharmaceutical/medical device sales training responsibilities required.

Requirements

Bachelor's Degree from an accredited institution required.
Minimum 8 - 12 years of pharmaceutical/medical device sales experience required (or 6 years required with a Master's Degree).
2+ years of pharmaceutical/medical device sales training responsibilities required.
Training facilitation experienced required.
Must be able to physically attend instructor lead training sessions in various locations across the country.
Moderate travel (approximately 40%) is necessary to cover the assigned duties and includes overnight stays.
Occasional weekend work may be necessary to support trade show events.
Extensive time on the computer is required.
Excellent organizational skills and the ability to manage multiple projects with tight deadlines in a fast paced environment.
Must possess strong critical thinking, negotiation, and problem solving abilities.
Must have excellent oral and written communication skills, as well as effective presentation skills.
Maintains a proactive approach to all situations, with the ability to anticipate problems and come up with appropriate solutions.
Exercises sound, independent judgment.
Proficient with PCs and MS Office applications.

Nice To Haves

Advanced education, or life sciences degree preferred.
Instructional design experience preferred.
Prior first-line pharmaceutical/medical device sales management experience preferred.
Experience with product launches preferred.
Project Management experience is desired.
Collaboration skills are a must and demonstrated work experience across cultures is a plus.

Responsibilities

Works directly with field and corporate management, to design and deliver educational training for field sales managers, field management, marketing personnel, clinical and medical personnel (where requested), and FMCNA employees on RTG pharmaceutical and dialysis products and services.
Works in conjunction with Pharmaceutical and Technologies team product managers to develop, organize and deliver on-boarding training for RTG sales managers.
Works with management to conduct ongoing needs assessment for pharmaceutical and dialysis products training to develop appropriate educational curricula for RTG personnel including slides and materials appropriate for delivery in instructor lead training sessions and web-based media.
Works in conjunctions with RTG sales management and product mangers to develop, organize and deliver training during national and regional meetings.
Works in conjunctions with Pharmaceutical and Technologies team product managers to develop, organize and deliver corporate training sessions on the RTG product portfolio.
Monitors and assists with skill development of the sales staff in conducting sales calls or in-services with customers.
Works with Marketing and Regulatory teams to manage the development of training materials from the conception stage to the printing and distribution stage.
Responsible for management of the LMS system.
Collaborates with RTG Medical Office teams to create appropriate on-going clinical education and training for the RTG sales force.
Ensures that necessary resources and tools are available to sales force regarding pharmaceutical and dialysis product offering.
Manages and provides support and guidance to all direct reports to achieve individual as well as team objectives and goals.
Provides informal feedback to staff on an ongoing basis and formal feedback in the form of the annual performance evaluation.
Works on complex issues where analysis of situations or data requires an in-depth evaluation of variable factors.
Exercises judgment in selecting methods, techniques, and evaluation criteria for obtaining results.
Determines methods and procedures on new assignments and may coordinate activities of other personnel.
Networks with key contacts outside of area of expertise.
Mentors other staff/team members, as applicable.
Reviews and complies with the Code of Business Conduct and all applicable company policies and procedures, local, state, and federal laws and regulations.
Assists with various projects as assigned by direct supervisor.
Attends regional and national conferences as required.
Other duties as assigned.