Sales Capability Manager

Bonafide

6d•$100,000 - $184,000•Hybrid

About The Position

The Sales Capability Manager is to serve as a hands on field execution leader responsible for training delivery, coaching, and skill reinforcement for the US frontline Sales organization. This role leads field training, onboarding, coaching, and continuous learning initiatives that improve the effectiveness of Hybrid Sales Executive, Hybrid Sales Associates, and Regional Directors. Serving as a trusted partner to Sales Leadership, Marketing, and Commercial Operations, the Sales Capability Manager ensures the field organization is equipped to deliver exceptional customer experiences through in-person, virtual, and omnichannel engagement. This individual serves as Bonafide's expert in hybrid selling, adult learning, and commercial execution while supporting organizational transformation through coaching, field observations, and continuous performance improvement.

Requirements

Bachelor's degree required.
5+ years pharmaceutical, medical device, or healthcare commercial experience.
3+ years of sales training, field coaching, or commercial learning experience.
Demonstrated success in field sales or sales leadership.
Strong facilitation and presentation skills.
Experience developing adult learning programs.
Experience coaching sales professionals.
Ability to travel approximately 50–70%.

Nice To Haves

Women's Health experience preferred.
Experience supporting hybrid or omnichannel sales organizations.
Experience with Veeva CRM or Salesforce.
Knowledge of instructional design principles.
Experience developing virtual learning content.
Experience managing Allego Learning Management Systems (LMS).

Responsibilities

Execute the commercial training strategy supporting Bonafide's hybrid sales organization.
Develop learning plans that build technical knowledge, selling skills, business acumen, and leadership capabilities.
Continuously evaluate training effectiveness and implement improvements based on business needs.
Lead onboarding for all Hybrid Sales Executives and Hybrid Sales Associates.
Deliver structured onboarding programs that accelerate time to productivity.
Partner with Regional Directors to ensure successful transition into assigned territories.
Manage onboarding certification and readiness assessments.
Serve as the organization's subject matter expert for hybrid customer engagement, virtual detailing, appointment-based selling, territory prioritization, account planning, omnichannel customer engagement, digital communication best practices, CRM utilization, and business planning.
Develop playbooks and best practices that support commercial execution.
Conduct regular ride-alongs and virtual coaching sessions.
Serve as a conduit between field execution, customer interactions and enablement/capability system design.
Coach representatives on presentation skills, objection handling, account strategy, and customer engagement.
Support Area Managers in developing coaching capabilities.
Build strong, trust based partnerships with Field Sales Leaders and frontline teams.
Deliver product, competitive, and marketplace training.
Ensure all customer-facing employees maintain current product knowledge.
Partner with Marketing to develop training content.
Manage and support Allego LMS.
Build competency models for all commercial roles.
Develop certification programs.
Identify performance gaps and create targeted learning solutions.
Reinforce execution of the commercial playbook, new tools, initiatives, and sales cycle priorities by reinforcing clarity, expectations, and execution standards.
Plan and facilitate training during National Sales Meetings.
Deliver workshops during regional meetings.
Support convention preparation and booth training.
Facilitate speaker and presentation coaching.
Contribute to the measurement of training effectiveness and capability progress through observation, feedback, and input to defined tracking methods.
Develop and maintain e-learning modules, virtual learning programs, sales playbooks, coaching guides, competitive updates, and video learning content on Allego.
Cross collaboration to ensure training aligns with commercial priorities.