Sales Training Manager, CL&D

Sumitomo Pharma • Marlborough, MA

3d • Remote

About The Position

The Sales Training Manager (STM) is an individual contributor in the Commercial Excellence department who reports to the Director, Commercial Learning & Development. The role designs, develops, and delivers training programs to build capability, confidence, and performance across the Commercial field sales organization. It partners with Sales Leadership, Marketing, Market Access, Commercial Excellence, Compliance, Field Trainers, and First Line Sales Leaders to align learning with brand objectives and corporate priorities.

The STM supports new-hire onboarding and certification, ongoing development of tenured sales professionals, and learning at National Sales Meetings, Plan of Action meetings, and in the field. The role requires strategic thinking, instructional design expertise, and strong facilitation in virtual and in-person settings. It manages training initiatives from concept through delivery and uses feedback to improve programming.

This is primarily a remote role with periodic on-site meetings. Domestic and international travel is required as needed, including regular travel for training and commercial meetings. The position involves a fast-paced environment, multiple demands, independent judgment and initiative, strong written and oral communication, and extended use of a personal computer. There are no direct reports or formal people-management responsibilities.

Requirements

• Bachelor’s degree required.
• At least 4 years of relevant experience in the biotech or pharmaceutical industry.
• At least 3 years of field sales experience.
• At least 1 year in a field trainer, sales training, or equivalent role.
• Demonstrated experience supporting onboarding and sales capability development.
• Strong facilitation and presentation skills across live and virtual environments.
• Solid understanding of adult learning principles and instructional design methodologies, such as ADDIE and 6Ds.
• Ability to manage multiple projects in a fast-paced, matrixed environment.
• Experience working cross-functionally and influencing without authority.
• Proficiency in PowerPoint, Excel, and Word.
• Excellent written and oral communication skills.
• Ability to exercise appropriate judgment and work with a high level of initiative and independence.
• Ability to use a personal computer for extended periods.
• Ability to travel domestically and internationally as needed.

Nice To Haves

• Familiarity with ROI measurement and training impact evaluation.

Responsibilities

• Design and deliver comprehensive Phase 1 and Phase 2 new-hire training curricula covering product knowledge, disease-state education, selling skills, business acumen, and market access.
• Lead end-to-end facilitation of New Hire Training, ensuring readiness, certification, and alignment with field expectations.
• Develop and deliver training content for Plan of Action meetings, National Sales Meetings, and other learning initiatives.
• Apply adult learning principles, experiential learning, and capability-based frameworks to drive measurable outcomes.
• Collaborate with Marketing, Market Access, Sales Leadership, and PRC partners to ensure training materials are accurate, aligned, and approved.
• Partner with Field Trainers and First Line Sales Leaders to reinforce training in the field and support ongoing capability development.
• Contribute to strategic learning initiatives related to product launches, brand priorities, and commercial excellence programs.
• Manage training projects from concept through execution, ensuring timelines, quality standards, and stakeholder alignment.
• Gather feedback from learners, managers, and business partners and use insights to continuously improve programming.
• Participate in CL&D special projects and innovation initiatives to enhance training effectiveness and scalability.
• Travel to support New Hire Training, Commercial Excellence meetings, National Sales Meetings, Plan of Action meetings, developmental meetings, and other business needs.
• Achieve and maintain compliance with applicable regulatory, legal, and operational rules and procedures and handle confidential information appropriately.

Benefits

• Opportunity for merit-based salary increases.
• Short incentive plan participation.
• 401(k) plan eligibility.
• Medical insurance.
• Dental insurance.
• Vision insurance.
• Life insurance.
• Disability insurance.
• Leaves provided in line with the employee’s work state.
• Flexible paid time off.
• 11 paid holidays and additional time off during a shutdown period in the last week of December.
• 80 hours of paid sick time upon hire and each year thereafter.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager