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Associate Director, Sales Training - BIOPHARM Job
Job Number:
25494314
Company Name:
Novo Nordisk
Job Location:
Princeton, NJ US
Job Category:
Human Resources
Associate Director, Sales Training - BIOPHARM Job
Auto req ID 3202BR Title Associate Director, Sales Training - BIOPHARM Job Category Human Resources Job Description PURPOSE:
Responsible for the management of Sales Training and Curriculum Design for the BioPharmaceuticals Division and program development as it relates to the technical, product and medical knowledge of all field sales including managed care. To develop programs that will enable the field to achieve performance and sales objectives as well as deliver those programs to the field. Oversee the field execution of the sales training vision and strategy to help achieve performance and sales objectives. Provide leadership to the Field Sales Training team, driving the execution of field selling skills development.
RELATIONSHIPS:
Reports to the Associate Director of HR BioPharmaceuticals. Manages the FTM team. Interacts with Field Sales Leadership, Sales Operations, Marketing and Home Office personnel regarding training initiatives. Extensively partners with Diabetes Field Sales and Training partners to maximize learnings and continually share better practices. Works closely with LDOE to ensure consistency, collaboration and synergies across the whole of NNI. External relationships include interaction with various vendors for training needs.
ESSENTIAL FUNCTIONS:
? TRAINING AND DEVELOPMENT Work closely with the AVP of BioPharm sales and the Senior Director of Market Access to establish the overall training & development strategy. Establish and execute that annual training strategy. Drive the development and execution of the selling skills training strategy including the Novo Nordisk Way of Selling among new and tenured GHTMs and BSMs (on-boarding and advanced training). Provide support and development of Account Selling Skills BSMs (on-boarding and advanced training) for the BAE team Oversee the content development and execution of workshops and field coaching to ensure effective evaluation and development of GHTM/BSM technical and product knowledge, territorial business plans, selling skills, automation technology, and other job performance-related skills and knowledge. Leads the planning and oversees implementation as well as delivers training (agendas, training workshops and reference guides) for all pre-POA and POA meetings. Assist in all phases of project management and coordination with vendors. Establish and implement key metrics to track and communicate level of value and impact of sales training and development initiatives to all stakeholders.
? NEEDS ASSESSMENT/DESIGN/DELIVERY
o Conducts annual Training Needs Assessment with key stakeholders in the BioPharm Leadership team o Designs, coordinates and delivers (with input from FTMs) any new hire on-boarding. o Develop, design and manage all product and medical curriculum and assist with the execution of all stated programs to field sales. o Develop activities/curriculum, coach, and evaluate sales representatives, focusing on the development of technical and product knowledge, territorial business plans, automation technology, and other job performance-related skills and knowledge. o Develop self-study programs and updates when determined necessary. o Implement knowledge certification programs and high stakes testing as required by Senior Leadership. Keep attendance and completion register as required by the Pharma code o Assist in planning and implementation (agendas, training workshops and reference guides) for all pre-POA and POA meetings. o Design all levels of training which will incorporate various learning channels such as e-learning, text, video/audio and simulation techniques. o Regularly pays field visits to ensure in-depth understanding of market, individual/local needs and training is aligned with market/customer needs. o Apply adult learning and instructional design principles when developing training programs and materials and update training materials and objectives as needed o Evaluate and recommend appropriate programs/materials from outside resources to fill training and development needs. o Manage all phases of project management and coordination with vendors.
? BUDGET TRACKING
o Process expense reports and invoices. Generate purchase orders, confidentiality agreements and SOWs as needed o Review vendor proposals o Maintain budget records and prepare documents required for budget review and process for selected accounts. o Ensure the AVP Biopharm Sales and the Senior Director of Market Access are provided with full debrief on programs and ultimately support the training expenditures.
? DEVELOPMENT OF PEOPLE: Ensure that reporting personnel have 3P forms with annual goals and measurements that are consistent with the priorities of the business, and that interim and year end reviews are held so that their work is focused on those priorities. Ensure they understand their level of accountability for results and the measurement process. Manage the application and communication of all Novo Nordisk policies, procedures, and Novo Nordisk Way of Management. Ensure that the IDP forms are completed and are very high quality. Ensure they are in place for all reporting personnel to enable the achievement of goals and capability to assume increased levels of responsibility.
KEY SUCCESS FACTORS: EDUCATION, EXPERIENCE, KNOWLEDGE AND SKILLS Bachelor's degree required. 7+ years pharmaceutical sales and/or sales training experience. 2+ years successful sales management or field coaching experience is desirable Proficiency in Microsoft Office software. Proven track record or sales performance results. Excellent interpersonal/communication skills. This is a developmental position. Must have strong interest in progressing into product management, field management and/or managed healthcare roles. Additional Information OTHER: Works within Novo Nordisk's established policies and procedures and ensures alignment of their work to Novo Nordisk fundamentals. Embraces Novo Nordisk Values in spirit and actions. Approximately 80% travel
Nothing in this job description restricts management's right to assign or reassign duties and responsibilities to this job at any time. Additionally, this job description reflects management's assignment of essential functions. It does not prescribe or restrict the tasks that may be assigned. Department HR - HRG BIOPHARM (1) Position Location Princeton, NJ Job/Position State NJ Degree Required Bachelor's Degree Required Percent Travel 70 - 80%
