Senior Commercial Training Specialist - Shoulders

Smith & Nephew•Memphis, TN

12d•Hybrid

About The Position

This position reports to the Director, Commercial Training + Education in the respective franchise, cluster, region, or local market. The primary role of the Senior Commercial Training Manager is to train, equip, and certify the sales force on Smith + Nephew's products, relevant procedural knowledge, surgical / treatment pathways, and necessary selling and planning skills to exceed sales quota and revenue targets. In addition, this role should act as a mentor for the Commercial Training Manager team at a local level. This is a highly skilled role requiring subject matter expertise on Smith + Nephew's portfolio, value propositions, competitive market, clinical acumen, selling skills, and business acumen. Their goal is to equip the rep with the knowledge, skills and behaviors to win in their territory, and certify them to Smith & Nephew standards. Finally, the Senior Commercial Training Manager role will be expected to take on additional responsibilities, relevant to their extensive experience and proven capability, and having a broader remit, both Regionally and Globally.

Requirements

Bachelor degree required
5-10 years' experience working in sales, preferably in Smith + Nephew or related med device industry or 5+ years working in learning / training related fields
Strong written and verbal communication skills
Exceptional presentation skills; a great facilitator
Possess a sound understanding of selling skills and Smith + Nephews global selling process
Demonstrated expertise in our products, clinical pathways, surgical procedural knowledge, and competitive landscape
Knowledge of and practical application of adult learning theory and the science of learning
Problem solving and analytical skills required to uncover root cause and develop improvement initiatives
Strong collaborative and team building skills
Effective in leading, motivating, and achieving goals through formal and informal channels
Ability to effectively plan, prioritize, execute and follow-up in a timely manner and anticipate problems and roadblocks with solution-oriented mind set
High personal integrity and ethics with uncompromising standards
Fluency in the primary language of the cluster
All field professionals who are required to gain entry into healthcare facilities to perform the basic remit of their role must successfully complete the credentialing process and comply with the requirements of those facilities they support, which can include adherence to any established vaccine protocols.

Nice To Haves

Master Degree preferred
Adult Learning, facilitation skills certification (e.g. Bob Pike Certification, Langevin Learning)
ADDIE instructional design
Train the Trainer certification (e.g. Pioneer, Lane 4, Langevin)
Certified in Smith + Nephew selling and coaching skills

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.
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).
Deliver the curriculum as aligned with the Global Commercial Training competency framework, train sales reps on the Smith + Nephew selling process, and aim to accelerate sales readiness and preparedness of the sales force.
Manage learning events (classroom, webinar, field based, etc.) in the Learning Unlimited platform.
Collaborate with HR and Sales Management to remediate gaps in performance.
Act as a mentor and role model for sales reps, and encourage a culture of continuous learning and development.
Collaborate with Global Content Development team, Global Marketing, and local business leaders (Sales Leadership/BUDs/Cluster MDs etc.) to collaborate on content creation, aligned to competency model.
Tailor globally developed content to meet the needs of the local market.
Design workshop agendas and coordinating appropriate resources to deliver.
Act as lead liaison with co-facilitators in Sales Leadership, Marketing, Compliance, HR, Sales Operations, and Medical Education.
Oversee timely completion and dissemination of assessments for the Instructor Led Trainings.