In this newly created role, you will report to the Director, BP Business Enablement Solutions Latin America, Sales Training Canada, LatAm and Europe. The key responsibility of the solutions will be to increase sales force effectiveness through commercial skills training and direct field coaching. High collaboration will be required across the team, the franchises, local HR and Talent Management, Regional Sales Managers and regional Medical Education Managers. This person should show through their career a true passion for people development, together with outstanding results in (medical device) sales.
As a Sales Training Manager - Canada you will develop, plan, and conduct training on techniques for selling the organization's products and/or services for sales representatives and reseller partners. You will design training classes and training materials and prepare documentation. You will conduct sales training needs assessments and analyse employee training needs to determine requirements for new program development. You will monitor and evaluate sales training programs, assess results and implement enhancements as needed to ensure effectiveness of programs.
In this position you will travel up to 50% of the time, throughout Canada and occasionally to Europe.
What you will do
Engage with stakeholders in the Franchises to understand the key strategies and long-term organizational vision.
Plan, execute and deliver the RAISE course content (Research, Analyze, Insight, Solution, Execution - Training program developed at Stryker)
Field coaching with Sales Reps based on RAISE content (and /or additional content, either idealized in other regions or developed locally to address specific regional needs)
Education Budget management.
Development of aligned and consistent offerings across franchises based on fieldwork interviews with sales stakeholders
Field coaching with Reps and Managers (nominated on a project basis).
Design and deliver the 5-year sales training strategy that aligns with the franchise(s) strategy. This will include face to face training, field coaching and e-learning solutions.
Champion a culture of adult learning that can be tracked and reported.
Collect, organize, develop, and disseminate organizational knowledge in support of business goals that is stored for easy access by the Sales Force.
Partner with Sales Managers and Educators in the development plan of the sales representative. Identify common skills gaps to build into the overall skills offering.
Build salesforce selling capability through enabling skills training (RAISE selling skills, negotiation, presentation, Train the Trainer) and measure the impact.
Observe and document skill levels and competencies (monitor participant progress during training, administer assessments). Provide constructive feedback to the Regional Sales Manager and ensure that training records are maintained.
Develop themselves as a subject matter expert in the area of selling skills, to be able to build and deliver the most up to date interventions.
Maintain a strong understanding of local market forces and ensure that the training interventions keep pace.
Build a community of skills specialists (Academy Masters) within the locality that can contribute to course delivery.
Collaborate with transatlantic sales training colleagues to share best practice and develop common solutions.
Provide facilitator guides, templates, checklists, and materials for streamlining and process optimization.
Co-work with IT to become expert in existing training systems and tools, identify opportunities for training systems and tools development
What you will need
Required
Bachelor's degree
8+ years of work experience
Professional training in a medical, scientific, or technical career
Experience in sales in the healthcare industry or highly regulated industries
Proven Experience training in multiple training technologies and methodologies
Proven success in sales 5+ years, preferably in the area of capital sales and/or the medical device industry.
Preferred
Demonstrable knowledge and delivery of training fundamentals and adult learning theory.
Sales management experience
Strong commercial/financial acumen
Proven experience with collaboration; strong cross-functional influencing skills & teamwork.
Strong evidence of ability to coach
Local Healthcare knowledge is an advantage.
Experience with Train the Trainer courses or Professional Selling Courses
Bilingual English/French (Canadian) is a plus
$112,400 – $149,850 salary plus bonus eligible + benefits. Individual pay is based on skills, experience, and other relevant factors.
Travel Percentage: 50%
