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Associate Director, Sales Training

Reference Number: 2779
Location: MA

Our client is a rapidly growing, specialty biopharmaceutical company.  They have asked us to assist them in their search for an Associate Director, Sales Training.

This position is responsible for the strategic leadership, direction, management, and development for all institutional training and advanced TS (Therapeutic Specialist) training & development.  This role will function as the directional liaison with internal departments supporting Sales and Marketing on clinical and business education and messaging, aligning a learning strategy for institutional sales representatives and advancing the performance of the TS role.

Major tasks and responsibilities will include:

  • Sets strategy for the clinical depth of understanding and materials to support all institutional sales training programs.
  • Sets strategy, manages the design, delivery and implantation of the TS Advanced Training Program.
  • Fosters the continuous professional development of a diverse workforce.
  • Includes leading and partnering with others on management development programs at the representative (i.e., Hiring of Training Managers) and first line management levels (i.e., Hiring/Appointments of Sr. Training Managers).
  • Keeps current with clinical trends and strategic innovative educational efforts across the key business and therapeutic areas.
  • Manages relationships and needs of functional support of all internal support departments as needed and directed by the Director, Commercial and Development.
  • Directs and assists Commercial Training team and management team in the development, execution and management of POA meetings and National Sales Meetings (NSM).
  • Participates in the development of educational assessment strategies both pre-launch and post-launch with Commercial Sales Training Leadership, medical resources, sales management teams and marketing directors.
  • Responsible for the development (business and personnel) of all training managers in the department.
  • Sets clear performance standards (e.g., SMART objectives) and holds team and people accountable for results.
  • Assists Director in the development of personnel in sales training that encourages the company’s commitment to development.
  • Directs strategy and the appropriate use of virtual learning technology and tools.
  • Manages and engages in solid evaluation strategy and valid assessment.
  • Demonstrates expertise to the organization with strong communication, organization and project management skills.
  • Identifies, selects and project manages various vendors and consultants used to produce training materials managing within budget and achieving set business outcomes.
  • Assesses needs for training as it relates to the competition, market and industry dynamics and customer focus in partnership with sales and marketing leadership.
  • Develops and manages advanced TS development and institutional sales training section of department budget.
  • Directs and coordinates the design and delivery of all training programs to meet current and future business needs of the advancing TS development and the institutional field sales force.
  • Serves as the QC and clinical quality assurance of clinical training and technical training for the institutional sales force.
  • Works in partnership with all brand sales and marketing to ensure appropriate and/or coordinated corporate wide training needs.
  • Accountability for all advanced TS and institutional training materials are aligned to compliance, regulatory and legal guidelines.

We seek candidates with the following qualifications:

  • Bachelor’s Degree is required.
  • 10+ years of pharmaceutical industry experience, comprised of: 3+ years of institutional sales experience, 3+ years of institutional sales management experience, 2+ years of formalized training experience (experience within advanced competency training & development for field-based organization is preferred).
  • Must be able to exercise appropriate judgment as necessary.
  • Requires a high level of initiative and independence.
  • Excellent written and oral communication skills are required.
  • Requires ability to use a personal computer for extended periods of time.


Do you have the skills and experience we seek and want to advance your career with one of the world’s leading companies? If so, please email your resume as a Word attachment to us, reference 2779. No calls or faxes, please. Include your daytime phone number and we will contact you confidentially or reply to your email.