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Manager, Sales Training & Development
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Manager, Sales Training & Development : MedImmune, LLC.
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| Job Number |
02248 |
| Employee Type |
Full Time |
| Company Name |
MedImmune, LLC. |
| Location |
Gaithersburg
Maryland
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| Salary (year) |
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| Start Date |
3/1/2010 |
| Industry |
Biotech |
| Job Type |
Sales |
| Relocation |
Not Required |
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MedImmune, LLC.
View all jobs from MedImmune |
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| What Does Your Boss Say About You? |
| Description |
Description
Title: Manager, Sales Training & Development
Location: MD, Gaithersburg - Corporate Headquarters
Req: 02248
POSITION OVERVIEW
Responsible for the training and development of field force representatives and managers and integration of training and development strategies into the business plan. Works with sales, brand, and other cross functional leaders to create sales development strategies and ensures alignment with business unit priorities and training strategy. Primary focus on assessment, development, implementation of learning system and curricula to support sales team.
Ensures the establishment and implementation of new hire through advanced training and support to ensure maximum effectiveness of sales. The role includes management of the training process from needs assessment, design development, and implementation through measurement controls to continuously improve sales training effectiveness. Other tasks involve working with other internal departments to support product and project launches, transitioning in-line marketing plans to field applications and leadership of field-based training resources. The Manager, Sales Training & Development must effectively link the sales and marketing business objectives with day-to-day employee activities and customer demands, drive organizational business acumen, and entrepreneurialism. The expectation of this role is that a full training strategy is developed and implemented to support the functional needs of the brand and sales teams, to ensure the sales teams have the needed knowledge and capabilities in these areas.
BASIC FUNCTIONAL RESPONSIBILITIES
The role has five (5) primary areas of responsibility:
1. Analyze, design, develop, implement, and evaluate specialty functional training for the sales organization.
2. Provide sales management with coaching tools and content review to fully support training reinforcement.
3. Ensure alignment and usage of technology to support learning effectiveness.
4. Implement assessments and metrics to evaluate training effectiveness.
5. Act as an embedded member of the cross-functional teams to include, but not limited to, Marketing, Field Sales & Sales Management, Sales Operations, Managed Care & Reimbursement, Human Resources, Trade & Distribution, Legal, Medical Affairs, Regulatory & Compliance.
About the Organization
My company shares my
passion for helping to improve human health around the world."
"This is My MedImmune."
Those who join MedImmune feel a sense of ownership about their future. They thrive with a recognized leader in the biotechnology industry and the wholly-owned subsidiary of AstraZeneca plc.
Here, you will join passionate professionals who advance science, technology and medicine to develop products designed to help people live better lives. You will excel in an environment characterized by respect, integrity and growth opportunities…that encourages both individual contribution and collaborative entrepreneurial thinking. Our products and/or product candidates are designed to address areas of need in infection, oncology, respiratory disease and inflammation, cardiovascular/gastrointestinal disease and neuroscience. Explore a MedImmune career as we strive to better more lives, more often, around the world.
Company Information
MedImmune, LLC. is an Equal Opportunity Employer and does not discriminate on the basis of race, color, religion, gender, age, national origin, disability, veteran status, or any other characteristic protected by federal, state or local law.
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| Requirements |
Position Requirements
SPECIFIC DUTIES
SALES TRAINING PROCESS
• Support of commercial team in all aspects of functional and product knowledge and skill development.
• Work in collaboration with cross-functional teams to develop and implement training to achieve required specialty skills and knowledge in all assigned areas.
• Accountable for following all content review process to include, but not limited to, ST&D SOP, PRC, and CPPG.
• Support or lead projects to ensure consistent execution of business initiatives.
• Ensure linkages and continuity of all training models and content.
• Ensure the continuous integration and training of new product, disease, competitive, and clinical knowledge through the design, development, and delivery of learning experiences for new hire sales representatives through advanced account managers, field management, and internal support teams.
• Apply adult-learning model and processes that ensure transfer of knowledge and skills to field application and achievement of measurable business results.
• Conduct needs assessments and provides ongoing gap analysis to align learning objectives with required behaviors for field force members to attain success.
• Conduct, analyze and report evaluation measures of customer satisfaction skills application and business impact.
• Responsible for identification, preparation and effectiveness of field faculty.
• Develop tools to support field management knowledge, reinforcement and pull-through of all content.
• Create training to meet emerging business needs and priorities to include, but not limited to, product launches, national/regional meetings, competitive response and marketing programs.
• Achieve and maintain appropriate leader/facilitator certifications.
• Capture and train best practices that can be converted into organizational capabilities.
• Execute in-field work-withs to identify advanced skill applications, skill gap areas, as well as providing in field developmental support.
• As an embedded member of cross-functional teams, provide sales training input to business decisions, recommend appropriate training approaches, and educate ST&D members on business priorities.
• Embed responsible entrepreneurialism, and the REAL brand in all aspects of your role.
• Ensure training requirements are defined within cross functional team plans.
• Plan, track, and communicate budget impact of all assigned training initiatives.
• Complete assigned work-withs with field-based customers.
• Other business priority assignments and projects as assigned.
COMMUNICATION
• Program plans, priorities, and annual development strategy for assigned responsible areas.
• Development strategy and assessment for inclusion in Business Unit Plan.
• Defined training plans and schedules.
• Participant and program results and present recommended suggestions for future improvements.
• Linkage between business plans and training initiatives.
Educational Requirements
• Timely summary reports ensuring a communications loop regarding training activities.
• Observation and feedback related to job performance and capabilities
• The responsibilities of field management to ensure pull through and follow up of all programs.
• Timely reporting of budget activities.
ADMINISTRATION
• Participate in the annual Sales Training & Development business plan process to align training & development initiatives to support total sales and business objectives.
• Plan, administer and monitor appropriate budget expenditures to meet Training and development needs of sales force representatives.
• Ensure compliant record keeping for all training activities.
• Timely expense management (twice monthly).
• Follow all Sales Training & Development Standard Operating Procedures (SOPs).
• Maintain document integrity for all assigned content.
QUALIFICATIONS
• Bachelor’s Degree required. Masters degree preferred.
• Training experience: minimum 2 years preferred.
• Sales experience: minimum 3-5 years required.
• Experience in adult education principles/competency modeling preferred.
• Expertise in the assigned therapeutic area preferred.
• Needs to be a highly motivated self-starter with the commitment to see projects to their completion.
• Demonstrates creative thinking and a willingness to implement new approaches.
• Possesses excellent organization and interpersonal skills.
• Demonstrates strong presentation and facilitation skills.
• Requires computer expertise in MS Office and business writing skills.
• Successful demonstration of adaptability / flexibility.
• Demonstrated pragmatic thinking: ability to integrate divergent information and develop project plans and actions.
COMPETENCIES
• Functional/Technical Skills: Has the functional and technical knowledge and skills to do the job at a high level of accomplishment, to include Adult Learning Principles, Experientia |
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