Summary - Regional Sales Trainer - Southwest Region
Drive revenue growth in the Southwest Region 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.
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 Southwest 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
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)
Dealing with Ambiguity
Drive for Results
Ethics and Values
Integrity and Trust
•1+ year training and development of others
•3-5+ years of medical sales and/or relevant business experience, diagnostics industry preferred