We understand that the world we want tomorrow starts with how we do business today, and that’s why we’re inspired to make A Better World for Pets. Antech is comprised of a diverse team of individuals who are committed to each other’s growth and development. Our culture is centered on our guiding philosophy, The Five Principles: Quality, Responsibility, Mutuality, Efficiency and Freedom. Today Antech is driving the future of pet health as part of Mars Science & Diagnostics, a family-owned company focused on veterinary care.If you are a current associate, you need to apply through our internal career site. Please log into Workday and click on the Career worklet on the landing page or search for Find Jobs.Job Purpose/OverviewThe Senior Manager, Sales Training and Development leads the Sales Training & Development function and is directly responsible for ensuring excellence in the development and delivery of strategic learning programs, and delivery of sales training for the field team (non-exhaustively including product and medical, sales process and methodology, enablement tools, sales technology, and advanced learning). They will take ownership of tools and resources that will enable candid evaluation of training effectiveness and make continuous improvements through their team. This individual will work closely with their curriculum design peers to ensure that training content meets the field team’s needs. Finally, they will lead a team of sales trainers, coaching and guiding the team to meet the needs of an evolving business to build the capabilities necessary to drive successful execution of Antech Diagnostic commercial goals and increase market share and penetration.Essential Duties and Responsibilities
Create, deliver, and manage internal and external training content, curriculum and education including materials and platforms utilizing various modalities such as e-learning, in-person training, tradeshow events, webinars, and seminars.
Cultivate knowledge of global, cross-industry best practices in Adult Learning.
Develop a solid understanding of veterinary industry trends impacting independent and corporate owned practices.
Strengthen Sales Training Team influence through proactive internal stakeholder management and professional networking.
Manage the new hire training process for field sales Associates including assessments and on-the-job training and certifications.
Provide Sales Training support to Regional Business Managers, Diagnostics Sales Managers, Strategic Account Representatives, and others on the sales team who need reinforcement and capability building, regardless of time in role.
Analyze training needs to develop new training programs or modify and improve existing programs.
Drive sales representative effectiveness and efficiency through training content, curriculum, and skill development.
Aligns with Leadership team for Sales Meeting events such as North American Sales Meeting, and area and regional sales meetings. Responsible for all the delivery and development of content and training associated with all Sales Meetings and events for sales teams.
Develop sales training goals and key performance metrics and set up infrastructure to track effectiveness. Provides insight and analysis to senior management regarding sales training effectiveness and planned improvements.
Hire, train, influence, coach and motivate team to maximize their effectiveness and potential. Evaluate individual performance and create development and management plans as required.
Navigates through ambiguous situations in a manner consistent with the Five Principles of Mars with uncompromising integrity and business ethics.
May be asked to participate in other initiatives, special projects and other duties as assigned.
Education and ExperienceRequired qualifications:
Bachelor's degree from an accredited college / university (preference for focus in Animal Health, Biological Sciences, Lab Sciences, Business or Adult Education)
3+ years of Sales Training & Development experience
5+ years of experience in a managerial role in Sales and/or Sales Training
Preferred qualifications:
Prior sales experience in a service industry, preferably in Animal Healthcare, Human Healthcare, Pharmaceutical Sales, or Capital Equipment.
Veterinary industry knowledge
Knowledge of the Veterinary Diagnostic industry including In-House Diagnostics, Reference Lab services, and Diagnostic Imaging equipment/services.
Knowledge, Skills and Abilities
Strategic Thinking: Ability to assess a broad range of approaches to solve challenges and adapt to changing contexts and business needs.
Relationship Building: Ability to build and maintain strong internal and external relationships by understanding and addressing needs of both positive and critical nature.
Fairness: Accurately assesses and communicates individual Associate developmental needs and strengths and drives improvement through coaching, developmental plans and activities, and performance management.
Effective Communication: Effective written, oral, visual (PPT) communication skills. Excellent interpersonal & negotiation skills.
Priority-Setting: Ability to organize and prioritize effectively for the team based on business objectives.
Organizational Agility: Ability to navigate matrixed organization & cross-functional teams effectively.
Proficient with Microsoft Office.
Proficient with Highspot Training & Coaching.
TravelFrequent Travel required, up to 50% of the time with peaks and valleys corresponding to Training and Sales events.Working ConditionsThe Associate is regularly required to apply manual dexterity, including hand/wrist flexibility, for computer keyboarding. The Associate frequently is required to sit for extended periods of time, stand, walk, and reach with hands and arms. The associate is frequently required to communicate using telephonic and computer-based meeting platforms, to make presentations, and collaborate with others in an in-office and remote environment. The Associate is occasionally required to sit and stoop, bend, kneel, or crouch. The Associate must occasionally lift and/or move items of up to 30 pounds (training materials such as handouts, screens, white boards, etc…).The Associate will primarily work in a remote office environment and in-person office environment which includes the use of cubicles, computers, and overhead lighting. Temperature extremes will be minimal to nonexistent. The noise level in the work environment is usually moderate. The Associate will be required to use a computer to complete and update spreadsheets, database management, e-mail, and the Internet. The Associate is frequently required to use a calculator; fax, copy machine, and phone system. The Associate must frequently use media equipment such as an overhead projector, PowerPoint, and Microsoft Teams.We are a rapidly growing, stable company with excellent advancement opportunity. We offer a great benefits package and associate pet health benefits too! If you are passionate about animal healthcare, are motivated by making a difference we want to hear from you!We are proud to be an Equal Opportunity Employer - Veterans / Disabled. For a complete EEO statement please see our career page at Antech Careers (https://www.antechdiagnostics.com/about/careers/)
