Associate Director, Commercial Training, Neuroscience Business Unit

Main Responsibilities

Strategic Training Development

• Partner with key stakeholders to enhance training curriculums, including, but not limited to, product knowledge, sales techniques, objection handling, customer relationship building, resource implementation, and market trends.
• Optimize “post” new hire training that ensures appropriate follow-up from the training team and Field Sales Trainers. This will outline specific timelines and deliverables to ensure progress and pull through following onboarding.
• Enhance the sales strategy in partnership with sales leadership, the brand, and cross-functional partners.
• Assess the current skillset and identify gaps through performance analysis, RBD feedback, field teams and cross-functional business partners.

Training Delivery and Facilitation

• Conduct live and virtual training sessions to sales / leadership and all commercial customer-facing roles to improve capabilities
• Develop engaging, real world training materials, including, case studies, KTL presentations, role-playing scenarios, and e-learning modules.
• Achieve leadership expectations through partnership with cross-functional teams on the brand strategies and BU needs
• Develop an advanced training plan for our Neuroscience Specialty Representatives (NSRs) across levels, Regional Business Directors (RBDs) for development and leadership opportunities
• Ensure high quality curriculums and deliverables rolled out to field teams, with appropriate follow through
• Continue to establish and elevate Neuroscience Academy by identifying the needs in the field and the execution of deliverables to create a robust training plan built around key events and milestones

Performance Coaching and Evaluation

• Monitor sales teams’ performance through regular coaching sessions and field observations to identify areas for improvement
• Frequent time in the field to further evaluate field effectiveness, identifying gaps and collect insights on real world usage of promotional materials to identify additional training needs or opportunities for improved resources
• Provide individual feedback and targeted coaching to enhance selling skills, elevate messaging and strategic pull through

Behavioural Competencies Required

• Customer (& Patient) Focus: Building strong customer/patient relationships and delivering customer-centric solutions
• Business Insights: Applying knowledge of business and the marketplace to advance the organization's goals
• Excellence in execution: Planning and prioritizing work to meet commitments aligned with organizational goals and consistently achieving results, even under tough circumstances
• Communicates Effectively: Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences
• Influences: Using compelling arguments to gain support and commitment of others, and anticipating and balancing the needs of multiple stakeholders

Knowledge & Experience

• BA/BS degree required. Advanced degree (e.g. MBA) a plus
• A Minimum of 3 years of pharma/biotech industry experience
• Strong facilitation & presentation skills
• Demonstrated consistent track record of success in project management and producing results as a team and/or individual contributor
• Sales experience in biotech for min 5 years preferred
• Experience partnering with internal teams on field education & training initiatives preferred
• Knowledge of pharmaceutical systems used for sales execution & implementation is strongly preferred (ACTO, Veeva, iEngage) is preferred
• Experience with toxins, buy and bill products, migraine prevention and/or movement disorders is preferred