Head of US Commercial Sales Training & Development - AA
AbbVie
Summary
The leader of Allergan Aesthetics Sales Training and Management Development is responsible for effectively onboarding and developing the AA sales organization, onboarding and in-role development. This includes the development of the AA portfolio sales representatives, management development program and development of people leaders within the US commercial organization.
Job description
This leader is responsible for the strategic execution of sales and marketing initiatives through training, development and national meetings for the Facial Aesthetics and Inside Sales (Facial, SkinMedica, PRM and Body Contouring) divisions, ensuring training and development is designed leveraging adult learning principles, planned, developed, MLRC approved and directed to meet short- and long-range goals for representatives and managers in the medical device and pharmaceutical Aesthetic sales B2B/HCP market.
Key Responsibilities
- Plans, develops and directs the execution of all training and development programs for the US Aesthetics Sales Teams, including onboarding of new sales representatives, development training for existing sales representatives, and management and leadership development training programs to develop a pipeline of future people managers.
- Provides strategic oversight of Clinical Expertise and selling skills across the AA Portfolio, including clinical training across multiple devices and pharmaceutical products for internal and external customer training programs.
- Leads Business Excellence Education: onboarding and ongoing development of Sales Representatives, RMs and Growth Services to leverage business development tools to grow the AA portfolio.
- Develops and executes Business Development training focused on the recruit, convert, retain (RCR) methodology and the learning strategy of AA tools and resources.
- Leads Management Development: onboarding and development of Allergan Aesthetics front line sales leaders.
- Leads Leadership Development: development of future leadership pipeline at the 1st and 2nd level (Director) as well as development programs for non-sales leaders across the AA commercial organization.
- Leads the creative vision/strategy and development of sales training programs to equip the sales organization to execute on business unit strategic imperatives.
- Collaborates across the organization to develop and update content and execution for AA Sales Teams (Facial, SKM, Body Contouring, PRM, and Inside Sales).
- Spends sufficient field time with customers, managers and representatives to evaluate training, meeting and communication results and adjust accordingly.
- In conjunction with Brand Marketing and Sales Leadership, focuses objectives, agenda and workshops to conduct effective Allergan Aesthetics Sales Meetings (MM, NSM, Product Launches) and Inside Sales Team Meetings (Austin Onsite), supported with pull through plans across sales management and field training teams.
- Develops SOPs within the department to measure and maintain standards for training, communications and meetings.
- Coordinates National FST and IST programs including annual FST/IST Development Meeting, Onboarding, Development, mentorship in training courses, and career development including key projects and preceptorships like the Sales Training Preceptorship Program (STPP).
- Leads the development of the Sales Training Department development plan, talent planning and strategic use of budget to meet the development needs of the sales force.
Key Interfaces
Frequent contact with all levels of management and corporate personnel including Sr. Vice Presidents, Vice Presidents, Associate Vice Presidents, Heads of Sales, Area Sales Directors, District Sales Managers, Facial Aesthetics Sales Representatives, Inside Sales Representatives, Marketing Directors, Product Managers, Human Resources, R&D, and Sales and Marketing Managers from other divisions. Additional contacts with VIP customers including HCP course faculty. Main point of contact for outside vendors related to training and meeting engagement technology.
Requirements
- Bachelors degree required (MBA preferred)
- Thorough knowledge of Clinical and Business Development in the Aesthetics industry including strong knowledge of practitioners, retail and sales and marketing practices
- Minimum 15+ years of related experience (sales and/or sales leadership, training and marketing) in the Aesthetics and/or Pharmaceutical/Medical Device market
- Expertise in both Medical Device and Pharmaceutical sales and clear understanding of Avamed and Pharma guidelines
- Clear understanding of navigating the Aesthetics business and experience rolling out programs involving point of sales, patient consultation, patient recruitment and patient rewards programs, with a minimum of 4 to 6 years of executing these programs
- Minimum of 15+ years of combined field sales experience and sales management experience in Aesthetics or Medical Device
- Minimum of 8+ years of sales training, business training and/or training leadership experience in Aesthetics or Pharmaceutical/Medical Device
- Minimum of 5+ years leading leaders of teams to achieve training, sales or marketing objectives
- Marketing experience in Aesthetics, Medical Device or Pharmaceuticals preferred but not required
- Ability to develop a vision, mission and purpose with a cross functional team to achieve results across multiple objectives and workstreams
- Excellent cross-functional partnership skills and ability to drive alignment in a matrix organization
- Strong leadership skills to direct the effective development of entry level to Sr. level skills across the sales organization
- Excellent communication skills, oral and written at a senior leadership level
- Ability to present to various levels and sizes of groups within and outside of the organization
- Proven managerial skills and ability to work effectively with and through others under project and meeting deadlines
- Strong to exceptional planning and project management skills
- Strong analytical skills and working knowledge of sales and marketing plans and controls
- Solid computer skills
Benefits
- Paid time off
- Medical, Dental & Vision insurance
- 401(k)
- Long-term incentive programs
Company overview
AbbVie is a global biopharmaceutical company that discovers, develops, and markets advanced therapies for some of the world's most complex and serious diseases. Founded in 2013 as a spin-off from Abbott Laboratories, AbbVie has established itself as a leader in immunology, oncology, neuroscience, eye care, and virology. The company's flagship product, Humira (adalimumab), was one of the world's top-selling drugs for treating autoimmune conditions like rheumatoid arthritis and Crohn's disease. AbbVie maintains a robust pipeline of innovative medicines and has expanded its portfolio through strategic acquisitions, including Allergan in 2020. With research facilities across the United States and globally, AbbVie focuses on advancing science to improve patient outcomes while maintaining strong commercial operations worldwide. The company operates with a patient-centric approach and invests significantly in research and development to address unmet medical needs across multiple therapeutic areas.