Sales Training Manager (Chicago, IL)

Position Summary

The Sales Training Manager based in Chicago, IL for the Interventional Urology Business Unit (IUBU) is responsible for coordinating and implementing the BU Sales Training strategy to include appropriate content to meet the business goals and to enhance the overall business unit’s effectiveness. As an integral part of the IUBU, this individual will work in partnership with the commercial team to ensure optimal field communication and skill development for all sales team members of the BU, with added reach and partnership with leadership to support creation and delivery of other programs that surface beyond sales. Those may involve partnership with teammates from organizational development and human resources.

Principal Responsibilities

•    Develops, establishes, and directs sales training strategies and policies to ensure the maximum effectiveness of the sales organization. 
•    Determines and evaluates sales training needs for the organization. Develops sales training strategies. Develops and directs sales training curriculum, programs, and procedures. 
•    Creates, organizes, and conducts sales training sessions. Facilitates formal and informal presentations to senior management, sales organization, and other internal functions as appropriate. 
•    May work with marketing team and product management to incorporate marketing strategy into training curriculum. 
•    Provides guidance within the sales organization and shares best practices. Analyzes performance of sales personnel to determine need for additional training. 
•    May oversee a staff of sales trainers and/or contract trainers. Keeps informed of new training methods and techniques. This is an internal sales training position. 
•    Assist in the development, coordination and implementation of training and development strategies to meet the goals of the Interventional Urology business unit. Align the BU’s training initiatives with business strategies.
•    Deliver strategic sales training programs that ensure skill mastery for sales representatives to meet selling, product, and clinical competencies.
•    Assist in development and delivery of sales and product core training curriculum for all commercial functions to include sales representatives, Field Sales Trainers (FSTs), Regional Sales Managers (RSMs) and Directors of Sales (DOS), including audio-visual materials, e-learning tools, and hand-outs.
•    Coordinate and facilitate training programs with focus on coaching, sales position competency, sales methodology, product competency and commercial management.
•    Assist in coordination and management of the FSTs and Clinical Affairs Managers (CAMs) as it pertains to their support of the commercial teams training efforts to include new hire training.
•    Assist commercial team members in the development of new product launch training programs, go to market strategy, continuing sales training curriculum and marketing materials used by sales reps. Develop and present or facilitate advanced product and management training building upon individual current knowledge and experience.
•    Assist in the development of KPI metrics to assess and drive improvement for all training programs in addition to administration of assessments to evaluate student knowledge and performance.
•    Research and review medical articles and studies, general sales training materials and market information to evaluate suitability and update training programs. Stay current with medical procedures and trends to implement the latest market and clinical trends into the training and development programs.
•    Collaborate with MarCom to ensure messaging and training materials are approved.
•    Assist with the overall management and coordination of in-house new-hire training including but not limited to; pre-work, LMS system, testing, development of workbooks, playbooks, summary guides and printing.
•    Support of all key BU commercial meetings and events.
•    Adhere to and ensure the compliance of Teleflex’s Code of Ethics, all Company policies, rules, procedures, and housekeeping standards.
 

Education / Experience Requirements

•    A bachelor’s degree with significant coursework and direct experience in sales training is required. Former experience in a health-related or medical device training role would be a significant plus, as would be other training and/or facilitation work in organizational development, human resources, instructional design, adult education, or a related field.
•    Minimum of 5 years of progressive business experience, preferably including talent development efforts with tracked metrics, technical operations/training, medical device/services. 
•    Demonstrated knowledge of the principles and techniques of adult education and accelerated learning concepts for curriculum and training design.
•    LMS (Learning Management System) knowledge and management.
•    Service training design and delivery experience, including multi-channel delivery and tools (e.g., Onsite classroom, virtual, field based, gamification).
•    Strong public speaking, written communication skills, and organization/project management skills required.
•    Self-directed, able to work independently and ability to manage multiple projects concurrently & function in a fast paced, high growth environment. 
•    Proficiency with computer technology and Microsoft Office suite (Word, Excel, PowerPoint), including iPhone and iPad platforms.
 

Specialized Skills / Other Requirements

•    Ability to manage difficult conversations/situations along with excellent communication, customer service, and presentation / facilitation skills. 
•    Ability to provide ongoing coaching and feedback to high performing individual sales representatives to improve their selling skills, address performance issues, and develop their career growth.
•    Strong clinical acumen with a history of utilizing basic anatomy and physiology as a major part of delivering educational programs.
•    Skilled in influencing and driving change within cross-functional teams without formal authority.
•    Interact with others through effective, verbal, and written communication. Strong verbal communication and presentation skills of clinical knowledge for prehospital care providers.

TRAVEL REQUIRED: 40%

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The pay range for this position at commencement of employment is expected to be between $125,000 to $135,000 however, base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience.  The total compensation package for this position will also include benefits such as medical, prescription drug, dental and vision insurance, flexible spending accounts, participation in 401(k) savings plan, and various paid time off benefits, such as PTO, short- and long-term disability and parental leave, dependent on the position offered. Details of participation in these benefit plans will be provided if an employee receives an offer of employment.
 
If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.