12729BRTitle:Director, Commercial ExcellenceJob Description:Responsible for fostering a culture of empowerment, collaboration, and a focus on patient impact. Develop and implement commercial excellence strategies to optimize sales performance and market penetration. Analyze market trends, customer insights, and competitive landscape to identify growth opportunities. Lead the design and execution of commercial processes, tools, and metrics to enhance sales effectiveness. Collaborate with Marketing, Product Development, and other departments to align commercial strategies with overall business goals. Job duties:
With the VP of North America Sales, develop the training and development function for Field Sales, including product and customer interaction capabilities training as well as other trainings for the function as needed. Responsible for on-the-ground execution and deployment of training experiences.
Work closely with Sales and Marketing to ensure appropriate integration of sales and marketing materials into all new hire and ongoing learning training programs.
Responsible for the development of classroom training programs including customer interaction capabilities as well as disease and product education via live training experiences, e-learning modules, etc.
Select, develop, and manage relationships with key agency partners.
Assist North America Leadership team in the definition and development of core competencies and create tools, curriculum, and initiatives to support them.
Assist North America Leadership team in the development and execution of comprehensive strategic and tactical plans to support the short- and long-term objectives of the Sales, Marketing, and Patient Services. This includes responsibility for implementation and continuous improvement to the following work streams:
New hire training programs and curriculum.
Continuing education with ongoing learning programs.
Leadership development.
Advanced training for ongoing learning of product and disease knowledge and customer interaction capabilities.
Field advisory teams and learning champions.
Sales Enablement and Performance:
Define and implement sales excellence tools, processes, and frameworks to optimize salesforce productivity and customer engagement.
Provide training, coaching, and support to commercial teams to enhance skills and competencies.
Data-Driven Insights:
Design and implement metrics, KPIs, and dashboards to measure sales effectiveness and track performance.
Analyze commercial data to identify trends, opportunities, and areas for improvement.
Process Optimization:
Lead the development and continuous improvement of sales and customer relationship management processes.
Ensure compliance with regulatory requirements and company policies across all commercial activities.
Manage the development process for all sales training materials to incorporate all appropriate regulatory and legal compliance programs into the appropriate training programs.
Establish and implement key metrics to track and communicate level of value and impact of sales training and development initiatives to all stakeholders.
Manage, design, and deliver sales training materials for National, Zone, and Regional Sales Meetings, in close coordination with Commercial Senior Leadership, Marketing, and other field advisory teams.
Ensure budgets and schedules meet corporate requirements.
Provide a high level of strategic analysis and planning with the ability to work with and manage demands and expectations from multiple internal customers.
Design and attend certification training for relevant training programs and vendors.
Comply with applicable Laws and Regulations, adhere to Quality Management System processes and requirements as well as demonstrate Ethics and Integrity in all matters and at all levels throughout the organization.
Perform additional duties as assigned.
#LI-DNIAuto req ID:12729BRLocation:Aliso Viejo, California, USADepartment Name:420-North America SalesQualifications:
Bachelor’s degree in business, Marketing, or a related field.
A minimum of twelve (12) years of medical device and/or life science sales experience or equivalent, including a minimum of ten (10) years of experience in commercial excellence, sales training, or a related role within the medical device industry.
A minimum of five (5) years of medical device sales management experience or equivalent.
Strong scientific and clinical orientation, comfortable with data, and ability to distill complex clinical information into business implications and credible narrative with internal and external stakeholders.
Strong knowledge of adult learning principles, instructional design, and content development platforms.
Exceptional communication and influence skills, with the ability to inspire confidence and work successfully with varied stakeholders including Key Opinion Leaders (KOLs) and organized customers.
Demonstrated organizational skills to manage multiple projects simultaneously, prioritize projects effectively, and communicate at all levels within the company.
Proven track record of developing and implementing successful commercial strategies.
Strong leadership and team management skills.
Excellent written and verbal communication, presentation, and interpersonal skills.
Proficiency in data analysis and reporting tools.
Proficient with MS Word, Excel, Teams, and Outlook
Desired Qualifications
MBA or advanced degree in a related field of study.
Agile and innovative work style.
Entrepreneurial, collaborative, and an energetic self-starter with strong interpersonal and analytical skills.
External-Facing Title:Director, Commercial ExcellencePosting Country:US - United StatesWe are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, ethnicity, disability, religion, national origin, gender, gender identity, gender expression, marital status, sexual orientation, age, protected veteran status, or any other characteristic protected by law.
