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Senior Director Commercial Effectiveness and Training
4 months ago
- Employee Training
- Develops and maintains commercial training curriculum and on-boarding processes to meet the current and emerging needs of the field commercial employees.
- Oversees the development, updating and use of all training modules that are appropriate for field commercial employees.
- Creates training materials that enhance the learning process; including study guides, home study materials, assessments, frequently asked questions, competitive overviews, etc. and works with leadership and HR on follow-up and consequences as appropriate.
- Leads the training of field commercial employees in all settings including 1:1 meetings, conference calls, classroom, etc.
- Gathers and analyzes data from direct field observations, focus groups and other methods to identify potential training gaps and suggests areas for improvement that will enhance sales performance and achieve commercial goals.
- Manages the training of field staff on sales-related tools (ie. Veeva CRM, Concur, etc.).
Sales and Account Leadership Support
- Works with sales and account leadership to plan sales meetings from a content and agenda standpoint.
- Works cross-functionally to gather feedback on training needs and develops necessary meeting workshops to meet those needs.
- Works with sales and account leadership to facilitate management-level “train-the-trainer” sessions.
- Owns the ACADIA Selling Model – development, adjustments, training, etc.
- Serves as interim sales or account management as needed with vacancies or leaves-of-absence.
- Assists sales and account leadership with field coaching, recruiting, and interviewing as needed.
Sales and Account Management Employee On-going Personal Development
- Partners in building a career development infrastructure for the commercial organization that supports succession management needs.
- Be accountable for the field commercial personal development resource portal and contents.
- Manages the Learning Management System (LMS), and all vendors related to field commercial training and development resources.
- Works with corporate compliance and/or our compliance agency partner to ensure field commercial employees are trained and up-to-date on policies and procedures that affect their respective functional areas.
- Other duties as assigned.
Leadership Development
- Responsible for development and execution of the Field colleague Emerging Leaders Program.
- Works closely with Commercial Leadership in the development of training initiatives designed to strengthen Acadia’s Field Leader capabilities and competencies.
Education/Experience/Skills:
Bachelor’s degree (science or business preferred) or equivalent combination of relevant education and applicable job experience may be considered. MBA preferred. A minimum of 15 years progressively responsible experience in pharmaceutical or medical sales and training, with a minimum of 6 years in a training or sales leadership role. A focus on neuroscience preferred. Requires prior pharmaceutical sales experience, first-line pharmaceutical/biotech sales management experience, and vendor and contract management. Experience with product launches and Long-Term Care and Account Management experience is highly desired.
- Demonstrated leadership and teaching/facilitation ability.
- Proven ability in creating effective sales training materials.
- Proven application of adult learning principles.
- The ability to successfully navigate challenging situations and conversations with diplomacy, respect and flexibility where required.
- Experience in launching a product (Sales, Managed Markets and/or Sales Training) is desirable.
- Excellent interpersonal and communication skills.
- Ability to complete verbal and written evaluations of others.
- Organization, initiative, and self-motivation.
- Project and vendor management experience.
- Professionalism, integrity, and the ability to comply with strict policy, work in a highly regulated environment and maintain confidential information and data.
- Skilled at negotiating with business partners or management and influencing senior level leaders regarding matters of significance to the organization.
- Proficient at creating and communicating a clear vision among team members effectively aligning resources and activities to achieve functional area and/or organizational goals.
- Ability to travel up to 30% overnight.
Physical Requirements:
While performing the duties of this job, the employee is regularly required to stand; walk; sit; use hands to finger, handle, or feel; reach with hands and arms; climb or balance; stoop, kneel, crouch, see, talk or hear in a standard office environment. Employee must occasionally lift and/or move up to 20 pounds. Ability to travel by car or airplane independently up to 30% of the time and work after hours if required by travel schedule or business issues.
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In addition to a competitive base salary, this position is also eligible for discretionary bonus and equity awards based on factors such as individual and organizational performance. Actual amounts will vary depending on experience, performance, and location.
Salary Range$213,000—$266,500 USD
What we offer you (US-Based Employees):
- Competitive base, bonus, new hire and ongoing equity packages
- Medical, dental, and vision insurance
- 401(k) Plan with a fully vested company match 1:1 up to 5%
- Employee Stock Purchase Plan with a 2-year purchase price lock-in
- 15+ vacation days
- 14 paid holidays plus one floating holiday of your choice, including office closure between December 24th and January 1st
- 10 days of paid sick time
- Paid parental leave
- Tuition assistance
