Radius Health, Inc.

  • Sales Training Manager

    Job Locations US-PA-Wayne
    Posted Date 1 day ago(10/22/2018 2:12 PM)
    Job ID
    2018-1837
    # of Openings
    1
    Category
    Commercial Operations
  • Overview

    OBJECTIVES:

     

    The Radius Field Training and Development Department designs, builds and delivers in house and remote sales training curriculum for the Radius field force that promotes sales and brand strategies and enhances overall sales force effectiveness. The Radius Sales Training Manager (STM) position will be responsible for brand training to defined field employees, including Regional Sales Managers, Clinical Sales Specialists and other field-based employees at Radius. The STM position will be accountable for developing, managing and delivering all training for the management and execution of the initial onboarding training program, sales meeting training and the design and development of ongoing field training programs. These programs will enhancing the skills and knowledge of the Field Force to the Radius selling model, product and disease state and business acumen. This individual will be responsible for delivering against a defined Training and Development tactical plan. This position will communicate with sales training leadership, sales and marketing leadership, medical information, sales operations, compliance and other commercial partners to create and deliver quality training curriculum.

    Responsibilities

    ACCOUNTABILITIES:

    • Responsible for managing initial and ongoing sales training consisting of product, clinical, managed markets and marketplace knowledge, selling and business skills
    • Develops, organizes and conducts field training programs and activities for new and tenured Clinical Sales Specialists and other field personal
    • Designs and implements product, marketplace, and selling skills training courses for all phases of training, as well as, National Sales Meetings and Plan of Action meetings
    • Manages and evaluates e-learning coursework and field curriculum against business objectives and desired outcomes
    • Designs and develops innovative learning programs including virtual gamification to accelerate field knowledge and performance
    • Foster a learning environment that focuses on adult learning principles and ensures ongoing development and retention
    • Ensure all materials are reviewed and approved by the Promotional Review Committee; PRC (Legal, Medical and Regulatory)
    • Works with Marketing and Sales leadership to identify specific training needs
    • Consistently displays exceptional analytical and strategic skills to evaluate current tactical direction and provides viable solutions for identified gaps
    • Collaborates closely with marketing and field sales management to develop workshops that align to business strategy, conduct train the trainer workshops for POA and National Sales Meetings
    • Responsible for creating effective communication documents that convey training strategy and tactical plans
    • Responsible for training program rollouts and implementation.  Collaborates with training leadership and field management to develop an effective training plan. Manages complex project plans and ensures that all key milestones are met
    • Assists in the establishment of standardizing training processes, including management of the curriculum and coursework in the Field Training App and Learning Management System (LMS)
    • Responsible to manage vendor relationships and ensures that final deliverables are met
    • Responsible to prioritize training initiatives with available resources to support business demands
    • Continuously evaluates training content by incorporating measures and metrics into program designs
    • Analyze training materials and make recommendations for improvements or enhancements
    • Develops an assessment strategy to evaluate field reactions to key programs to ensure the timely adjustment of strategy to meet changing market and competitive conditions 
    • Conduct field rides with Clinical Sales Specialists to obtain appropriate field and marketplace knowledge as well as assess the effeteness of training outcomes by observing skill and/or knowledge gaps
    • Manages communication activities between the home office and field-personnel ensuring accuracy and consistency
    • Complies with all Radius Guidelines and Code of Conduct and ensures that all activities, observed or taught, are also in accordance with these guidelines
    • Completes administrative requirements on time and accurately

    Qualifications

    REQUIREMENTS:

    • Bachelor’s Degree required, preferably in business or life sciences
    • 1+ year of Pharmaceutical or Medical device Sales Training, Field Training or internal training management) Bone Health or specialty pharmacy experience preferred
    • 5+ years successful field sales experience; leadership experience preferred; minimum 1-2 years of sales training experience preferred
    • Demonstrated success in discussing product and disease information in an appropriate and compliant manner with a healthcare professional
    • Excellent communication, facilitation, presentation skills, both oral and written
    • Strong selling skills approach and ability to model skills for others
    • Ability to coach and teach others providing constructive feedback
    • Interest in learning and development for self- and others continued development
    • Ability to translate competencies into skill and knowledge development areas
    • Effective leadership and people management skills; experience in motivating others
    • Ability to work collaboratively in a team environment across departments and all levels of the organization
    • Strong planning and organizational skills
    • Creative problem-solving skills
    • Understanding of adult learning strategy, engagement, and execution
    • Knowledge of pharmaceutical markets, business acumen, advanced selling skills and managed care. Preferably bone health, injection experience or Specialty pharmaceutical experience
    • Computer skills in PowerPoint, Word, Excel and Outlook.
    • Achieve and maintain Compliance with all applicable regulatory, legal and operational rules

    TRAVEL REQUIREMENTS:

    • This is a preferred Wayne, PA based position with expected field travel of 15%
      (5% National sales meetings, 10% Clinical Sales Specialist field rides)

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