Quest Diagnostics
Regional Sales Trainer - Southern California
At a glance
Location: US-CA-Canoga Park Map
Posted: 08/08/2019
Closing: 09/07/2019
Degree: Not Specified
Type: Full-Time
Experience: Not Specified
Quest Diagnostics
Job description

Drive revenue growth in the West Region (Southern California area) through professional development and increased knowledge, skills, and abilities of the commercial team.  Manage individual training plan and assist with on-boarding for representatives within assigned geography.  Drive, assess, and track the adoption and execution of corporate training initiatives at the local level.  Work with Regional sales leadership to identify and address knowledge, skill, and business acumen gaps.  Collaborate with Sales Directors to develop and support training for individual development plans.

Responsibility Areas

Manage initial onboarding and training needs of new representatives across assigned geography

Perform regular field travel with sales representatives.  Provide assessment and coaching in the field and document observations
in Salesforce.com.  Review details with Sales Director.
 
Maintain a high level of understanding with challenging product information, clinical background, and business practices to effectively support sales team.

Work with the Regional Sales Leadership team to identify “local” training needs.  Develop and deliver training to address
identified needs.

Lead calls to support the Integrity Selling® New Hire follow-up training program.

Maintain regular communication with partner Sales Directors, Executive Sales Directors, and Regional Vice President.

Communicate global and/or localized knowledge gaps among field sales team to the appropriate National Sales Trainer.  Collaborate to identify and develop remediation strategies.
 
Support National Training efforts as needed.

Support and promote Regional growth strategies.

Promote utilization of our sales tools.

Drive business acumen by facilitating regional classroom training in STAGE Training.

Accountabilities /
Metrics

Direct accountability for the knowledge, skill application, and performance results of representatives in the West Region.

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)

Other Regional /training specific metrics as determined

Critical Know How and Skill – Selection Criteria

 Hard Skills

Understand challenging content

Effectively communicate challenging concepts at various levels

Demonstrate ability to provide effective coaching

Proficiency with Excel and PowerPoint

 Soft Skills (Lominger Competencies)
Action Oriented

Dealing with Ambiguity

Approachability

Business Acumen

Career Ambition

Composure

Creativity

Customer Focus

Decision Quality

Drive for Results

Ethics and Values

Integrity and Trust

Interpersonal Savvy

Listening

Negotiating

Patience
 
Perseverance

Personal Disclosure

Planning

Presentation Skills

Priority Setting

Problem Solving

Self-Development

Self-Knowledge

Strategic Agility

Time Management

Understanding Others

Written Communication

Experience

•1+ year training and development of others

•3-5+ years of medical sales and/or relevant business experience, diagnostics industry preferred

 

Regional Sales Trainer - Southern California