National Sales Trainer – Health Plans

3 weeks ago

Secaucus, United States Quest Diagnostics Full time

We Provide Solutions. Patients and Physicians rely on our diagnostic testing, information, and services to help them make better healthcare decisions. These are often serious decisions with far reaching consequences, and require sensitivity, tact, and a clear dedication to service. It’s about providing clarity and hope.

The National Sales Trainer – Health Plans will champion overall Health Plan (HP) training requirements by driving national and local training processes and programs. Provide training for Health Plan Account Executives and Health Plan Account Managers (HPAE and HPAM). Support the Commercial Learning Center and the effective execution of STAGE Training. Oversee the development and implementation of all Health Plan training content and initiatives for the entire commercial organization.

This is a remote position with regular travel.


Duties and Responsibilities:


Partner with Commercial Learning Center, Commercial Operations, and Health Plan Franchise leadership to develop and implement the overall Health Plan training strategy that maximizes performance and results

- Drive and support national programs and provide valuable input about the needs of local programs as well

- Lead the design, development and delivery of national, regional, and local training as directed in various blended learning formats (live and digital methods)

- Partner with commercial and franchise leadership on the strategy, development, and delivery of all Health Plan training related to featured products and services, as directed

- Serve as a primary resource to commercial management and personnel relative to the sales training and development needs of the Health Plan team as well as the entire commercial organization

- Conduct formal training sessions (both in person and virtually) that meet the needs of the organization

- Collaborate with Commercial Learning Center leadership to develop/analyze training and identify processes, programs, and techniques for maximizing performance and results

- Continually evaluate all Health Plan training activities to identify areas for improvement and drive overall effectiveness

- Consistently increase personal knowledge of Health Plans, healthcare, and industry trends while keeping pace with training and development innovation

- Conduct field training with new and existing Health Plan sales representatives

- Consult with Health plan leadership to develop and deliver monthly training sessions

- Become certified in key Quest selling methodologies including (but not limited to) Integrity Selling, Integrity Prospecting, IMPAX and other executive selling

- As a member of the CLC, deliver STAGE 2 training on a regular rotation, along with other cross-CLC projects and work.

Accountabilities/Metrics:

  • Revenue growth as result of training & coaching
  • # of reps trained
  • Time to rep productivity post-training
  • Field Impact Score (# of days in field)
  • % Field Coaching Reports delivered within 48 hours of field travel
  • % of Sales Director follow-up within 7 days of field travel
  • Integrity Selling Trainer Certification score
  • Regional Knowledge scores (new hire reps, new product launches, annual re-certification)


Required Work Experience:


- Bachelor's degree in Business/Marketing or related field

- Minimum 5-8 years of progressive experience in sales, sales training, and/or direct sales or sales management

- Experience in curriculum design and development

- Comprehensive understanding of clinical laboratory markets/trends a plus

- Strong communication skills both verbal and written – able to train and coach experienced executive sales team

- Strong administrative skills

- Demonstrated success in a coaching/training role and ability to influence the behavior of others both in the classroom and field

- Solid presentation and facilitation skills

- Excellent at working collaboratively in a matrix environment

- Ability to adapt to changing priorities and accomplishing multiple tasks

- Ability to work independently

- Health Plan / Healthcare marketplace experience is required. Must have a willingness and desire to learn every aspect of laboratory health plan dynamics

- Experience with PowerPoint, Excel, Word, Adobe, and Articulate and Brainshark module creation software

- Travel required to Secaucus, NJ, Dallas, TX, and various other locations around the nation

- May live anywhere in the US


Benefits Information:

We are proud to offer best-in-class benefits and programs to support employees and their families in living healthy, happy lives. Our pay and benefit plans have been designed to promote employee health in all respects – physical, financial, and developmental. Depending on whether it is a part-time or full-time position, some of the benefits offered may include:


  • Medical/Prescription Drugs
  • Dental
  • Vision
  • Flexible Spending Accounts (FSAs)
  • Supplemental Health Plans
  • 401(k) Plan – Company match dollar-for-dollar up to 5%
  • Employee Stock Purchase Plan (ESPP)
  • Supplemental Life Insurance
  • Dependent Life Insurance
  • Short- and Long-Term Disability buy-up
  • Blueprint for Wellness
  • Emotional Well-Being Resources
  • Educational Assistance
  • Paid time off / Health Time
  • Variable Compensation Plans
  • Sales Incentive Plans



While we appreciate and value our staffing partners, we do not accept unsolicited resumes from agencies. Quest will not be responsible for paying agency fees for any individual as to whom an agency has sent an unsolicited resume.

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