Sr Training Mgr, Commercial Education and Effectiveness

NeoGenomics Laboratories

4d•Remote

About The Position

The Senior Training Manager, Commercial Education and Effectiveness is a field-facing commercial learning leader responsible for training that improves how customer-facing teams and sales leaders plan their business, navigate complex accounts, engage customers, coach performance, and execute in the field. The role focuses on sales representative and Regional Director onboarding, territory management, account-based selling, business analytics and Salesforce-enabled business management, leader coaching, and ongoing field development. It reports to the Director, Commercial Education and Effectiveness, supports both the Oncology and Pathology commercial organizations, and partners closely with Sales Leadership, Marketing, Product, Medical, Commercial Operations, and Regional Field Trainers.

Requirements

Bachelor's degree required, preferably in life sciences, business, education, or a related field.
Minimum of 8 years of commercial experience in oncology, molecular diagnostics, laboratory services, biotechnology, pharmaceutical, medical device, or a similarly complex healthcare selling environment.
An equivalent combination of field sales and training experience will be considered.
Strong territory management and account planning skills, including account mapping, stakeholder identification, prioritization, opportunity planning, and coordinated execution across multiple call points.
Strong business analytics and commercial acumen, with the ability to interpret performance data and translate insights into actionable coaching.
Working proficiency with Salesforce or a comparable CRM, including reports, dashboards, pipeline and opportunity management.
Ability to coach others on both strategic selling principles and effective customer conversations.
Strong facilitation, presentation, coaching, and feedback skills, with the credibility to work effectively with experienced sales professionals and senior commercial leaders.
Ability to translate complex clinical, product, market, and business concepts into clear, compliant, and practical learning experiences.
Understanding of adult learning principles and experience developing or adapting instructor-led, virtual, digital, and field-based learning solutions.
Ability to identify performance needs and determine whether training, coaching, process improvement, tools, or another intervention is appropriate.
Experience with CRM, LMS, and sales content management platforms, and developing learning content within those systems.
Excellent project management, prioritization, problem-solving, and cross-functional collaboration skills.
Proficiency with Microsoft Office products, particularly PowerPoint and Excel, and comfort using learning platforms, digital coaching tools, and emerging AI-enabled productivity tools in accordance with company policy.
Ability to coach and influence without direct authority, work effectively with minimal direction, communicate proactively, and manage multiple priorities.
Ability to handle sensitive information and maintain a high level of confidentiality while adhering to legal, regulatory, compliance, and company requirements.
Demonstrates Neo's values of Quality, Integrity, Accountability, Teamwork, and Innovation.

Nice To Haves

Advanced degree, instructional design coursework, or facilitation certification preferred but not required.
Demonstrated record of strong sales performance, territory growth, strategic account management, or commercial leadership strongly preferred.
Experience navigating complex oncology accounts, health systems, practices, or other multi-stakeholder customer environments strongly preferred.
Prior sales training, field trainer, coaching, facilitation, or learning and development experience preferred.
Experience with Power BI or other business intelligence tools is a plus.

Responsibilities

Lead the design, facilitation, and continuous improvement of onboarding and ongoing commercial development across customer-facing roles and sales leadership, tailored to the distinct needs of the Oncology and Pathology teams.
Build a Regional Director onboarding curriculum that prepares new leaders to lead the business, including coaching the sales model, conducting effective field coaching, evaluating territory and regional performance, using Salesforce and analytics to identify trends and opportunities, setting expectations, and developing talent.
Build and deliver the Regional Field Trainer onboarding curriculum, including sit-lead expectations, coaching fundamentals, and their defined role within sales onboarding.
Develop and embed a territory management curriculum that helps field teams assess territory opportunity, prioritize accounts, establish business objectives, create action plans, and adjust those plans based on performance and market dynamics.
Build account-based selling capability that enables representatives to map complex accounts, identify key stakeholders and decision makers, coordinate across call points, and develop a strategic approach to account growth.
Build call-point-specific guidance for Oncology and Pathology selling, recognizing that account mapping, the buying process, and the strategic approach differ by division and by test.
Integrate account and territory strategy with the NeoGenomics selling methodology and create application-based practice assets including case scenarios, account planning templates, live role plays, and field assignments applied to the participant's actual territory.
Develop training that strengthens business acumen and data fluency, including effective use of Salesforce, dashboards, reporting, and analytics to understand territory performance, identify opportunities and gaps, manage pipeline, and make informed business decisions.
Partner with Sales Leadership and Commercial Operations to define the metrics, reports, dashboards, and CRM behaviors expected of field teams and Regional Directors.
Formalize internal expertise and report training effectiveness using leading and lagging indicators, including completion, certification results, observed field application, and territory performance where appropriate.
Create ongoing development programs for Regional Directors that strengthen field coaching, business performance interpretation, capability assessment, and execution.
Establish a field development approach that extends learning beyond formal training events through field rides, manager coaching, Regional Field Trainers, targeted practice, reinforcement tools, and peer best-practice sharing.
Conduct field rides, territory visits, stakeholder interviews, and needs assessments to identify skill gaps and refine curriculum based on real-world account activity.
Develop structured learning journeys and ongoing field curricula beyond onboarding and product launches across both divisions.
Partner with Marketing, Product, Medical, and Commercial Launch Excellence to translate product launches, coverage expansions, clinical updates, and strategic initiatives into role-relevant training.
Support national and regional commercial meetings by defining learning outcomes, developing workshops, facilitating sessions, and enabling leader and field trainer pull-through.
Apply adult learning principles to curriculum design and select delivery modalities appropriate to learning objectives.
Build and govern content within the learning platform, support platform evolution, and manage assigned training projects and external partners.
Translate complex clinical and scientific content into commercially relevant language and collaborate across cross-functional teams to ensure training supports business goals.
Perform other duties as assigned by the Director, Commercial Education and Effectiveness.