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Director, Sales Training

Company: Avanir Pharmaceuticals, Inc.
Location: Aliso Viejo
Posted on: March 22, 2020

Job Description:

The Director, Sales Training is based in the Avanir headquarters and reports into the OAPI Senior Director of Field Training & Development.-- The Director is responsible for all training functions related to the field sales team i.e. New Hire, NSM, and POA training.-- This also includes field team leadership development (LEAD, RBM On-Boarding and RBM skills training).-- The Director is responsible for collaborating closely with all commercial internal stakeholders to ensure training is aligned to brand and sales strategy.-- This position may require up to 30% travel within the US.Essential Job Functions:Provides complete oversight of the training curriculum and process for field sales New Hire Training, NSM/POA, RBM On-Boarding and Field Team Leadership Development. (NAMs and RBMs).-- This includes training design, development, delivery, evaluation and coordinating/ planning agendas.Provides leadership and coaching for training team members to ensure they have appropriate capabilities and skills to perform in role. Identifies strengths and opportunities for team members and provides additional training and development of appropriate competencies and skills.Implements the 6Ds process to collaborate effectively across the commercial team to gain input/buy-in and to ensure training is aligned to brand strategy and sales direction.Works with training team to develop training for pharmaceutical selling skills, product, market place and market access knowledge with regular auditing of content for enhancements and improvement.Works with the training team to implement the Regional Sales Trainer (RST) process.Works closely with Area Directors to support coaching and development of RBMs through initial training and on-going development.Works closely with Regional Business Managers to help coach and develop NAMs/LNAMs both through initial training and on-going development.Conducts periodic days-in-the-field with NAMs/LNAMs to reinforce the Avanir selling model and to ensure in-depth knowledge and demonstration of selling skills, marketplace, disease state, product clinical data and promotional messages.-- Ensures that training is aligned to the needs of the field teams.----Implements the 6Ds process to collaborate effectively across the commercial team to gain input/buy-in and to ensure training is aligned to brand strategy and sales direction.Develops and manages the department budget and external vendors.Create and maintain SOPs for sales training processes, projects and programs.This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Other duties, responsibilities and activities may change or be assigned at any time with or without notice.--Education/Qualifications:Bachelor's degree; 8+ years in pharmaceutical sales with management experience required; to include 3+ years of sales training experience.Prefer experience as a Senior Manager or Director in a headquartered based Sales Training Department leading and managing a training team.Experience designing, developing, delivering and assessing sales training and establishing product training curriculum for new hires and ongoing training.Strong emotional intelligence, proven interpersonal, written communication, presentation, facilitation, and influencing skills.Experience managing multiple priorities based on changing business needs is essential, as is the ability to work in a team-based, fast-paced environment.Strong organizational, planning, project and vendor management skills.Strong knowledge and experience with pharmaceutical regulatory and compliance environment and process.Organizational agility with the ability to interact effectively across all levels of the commercial organization.Proven technical and computer software expertise in MS Office.Physical Requirements:This position primarily works in an office environment. It requires the ability to sit or stand for long periods of time and frequent walking. Daily use of a computer, phone, office equipment and other computing and digital devices is required. May be required to stand for extended periods when facilitating meetings or walking in the facilities. Some local travel may be necessary, so the ability to travel by plane, operate a motor vehicle and maintain a valid Driver's license and/or effectively navigate public transportation is required. While performing the responsibilities of the job, the employee must be able to read and respond to interoffice communications as well as effectively participate in meetings. The employee is often required to sit and use their hands and fingers, to lift up to 20 lbs., pull, push, carry, handle or feel. The employee is required to carry, handle items, reach with arms and hands, to stoop, kneel, or crouch; talk or hear. Mental demands may require prolonged concentration, reading comprehension, understanding and interpretation of concepts, ideas and philosophies.-- The physical demands of the position described herein are essential functions of the job and employees must be able to successfully perform these tasks for extended periods. Reasonable accommodations may be made for those individuals with real or perceived disabilities to perform the essential functions of the job described unless such accommodations would cause Avanir an undue burden.

Keywords: Avanir Pharmaceuticals, Inc., Aliso Viejo , Director, Sales Training, Executive , Aliso Viejo, California

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