Sales Training Manager, CL&D
Sumitomo Pharma America, Inc.
Summary
The Sales Training Manager (STM) is responsible for the design, development, and delivery of high-impact training programs that build capability, confidence, and performance across the Commercial field sales organization. This role partners closely with cross-functional stakeholders - including Sales Leadership, Marketing, Market Access, Commercial Excellence and Compliance - to ensure training strategies align to brand objectives and corporate priorities.
Job description
Training Strategy & Execution
- Design and deliver comprehensive training curricula for new hire onboarding (Phase 1 and Phase 2), including product knowledge, disease state education, selling skills, business acumen, and market access
- Lead end-to-end facilitation of New Hire Training (NHT), ensuring readiness, certification, and alignment to field expectations
- Develop and deliver training content for POA and National Sales Meetings, and other learning initiatives
- Incorporate adult learning principles, experiential learning, and capability-based frameworks to drive measurable outcomes
Cross-Functional Partnership
- Collaborate with Marketing, Market Access, Sales Leadership, and PRC partners to ensure accuracy, alignment, and approval of training materials
- Partner with Field Trainers and First Line Sales Leaders to reinforce training in the field and support ongoing capability development
- Contribute to strategic learning initiatives tied to product launches, brand priorities, and commercial excellence programs
Program & Project Management
- Manage training projects from concept through execution, ensuring timelines, quality standards, and stakeholder alignment are met
- Support continuous improvement by gathering feedback from learners, managers, and business partners and incorporating insights into future programming
- Participate in CL&D special projects and innovation initiatives to enhance training effectiveness and scalability
Knowledge, Skills and Abilities
- Product, Disease State & Customer Fluency
- Learning Strategy, Instructional Design & Facilitation Excellence
- Strategic Thinking & Cross-Functional Partnership
- Business Acumen & Market Access Understanding
- Project & Program Management
- Executive Communication & Influence
- Strong facilitation and presentation skills across live and virtual environments
- Solid understanding of adult learning principles and instructional design methodologies (e.g., ADDIE, 6Ds)
- Proven ability to manage multiple projects in a fast-paced, matrixed environment
- Experience working cross-functionally and influencing without authority
- Proficiency in PowerPoint, Excel, and Word
- Familiarity with ROI measurement and training impact evaluation is a plus
Requirements
- Bachelor’s degree required
- Minimum of 4 years of relevant experience in biotech or pharmaceutical industry
- Minimum of 3 years of field sales experience
- Minimum of 1 year in a field trainer, sales training, or equivalent role
- Demonstrated experience supporting onboarding and sales capability development
- Strong facilitation and presentation skills across live and virtual environments
- Solid understanding of adult learning principles and instructional design methodologies (e.g., ADDIE, 6Ds)
- Proven ability to manage multiple projects in a fast-paced, matrixed environment
- Experience working cross-functionally and influencing without authority
- Proficiency in PowerPoint, Excel, and Word
Benefits
- 401(k) plan
- Medical insurance
- Dental insurance
- Vision insurance
- Life insurance
- Disability insurance
- Flexible paid time off
- 11 paid holidays
- Paid sick time
- Short incentive plan
Company overview
Sumitomo Pharma America, Inc. (SMPA) is a science-based, technology-driven biopharmaceutical company focused on delivering therapeutic and scientific breakthroughs in areas of critical patient need. Formed in July 2023 through the consolidation of Sumitomo Pharma's U.S. affiliate companies, SMPA represents the integrated North American operations of the Japanese pharmaceutical giant. The company operates across multiple therapeutic areas including oncology, urology, women's health, rare disease, cell and gene therapies, and central nervous system disorders. With a diverse portfolio that includes six marketed products and a robust pipeline of early- to late-stage assets, SMPA leverages proprietary advanced analytics and computational technology platforms to accelerate drug discovery and development. Headquartered in Marlborough, Massachusetts, the company employs approximately 2,200 people and maintains a strong focus on maximizing the value of key products like ORGOVYX®, MYFEMBREE®, and GEMTESA® while advancing innovative treatments for unmet medical needs.