Director, Global Commercial Leadership Development, AWM

Director, Commercial Leadership Development, Advanced Wound Management

Life Unlimited. At Smith+Nephew, we design and manufacture technology that takes the limits off living.   

The Commercial Leadership Coach position is a vital role in our Global Commercial Training + Education (GTC +E) strategy to grow the leadership skills of our sales leaders, and deliver best-in-class sales enablement curriculum that is specifically designed to equip and enable our commercial teams to grow their business, profitably.

In this role, you report to the SVP, GCT+E, and will have a dotted line to the US and International AWM Leadership teams with routine stakeholder engagement with the AWM Sales Leadership, AWM Global and Downstream Marketing, Sales Area Vice Presidents, HR, Commercial Excellence, and strong ties to our Global Sales Enablement Curriculum Lead and Franchise Delivery Leads.  Additionally, this person will ensure the global sales enablement curriculum is aligned to franchise priorities and will be directly responsible for the certification efforts of all sales managers, adjunct leaders, and cohort participants in our sales enablement courses. 

What will you be doing?

• Lead and facilitate our sales enablement curriculum to include but not limited to:
• Sales Manager Academy: Fundamental Intermediate and Advanced courses for new and tenured sales managers (based on Sales Manager competency framework)
• Challenger Selling:  certify the sales teams on the Challenger sales methodology, framework, coaching, and embed into the selling culture
• Challenger Marketing: certify marketers on development of commercial / customer insights to support value propositions, messaging and brand campaigns based on the Challenger framework
• Negotiation Academy:  certify sales teams and supporting functions to support our growth strategies, retain our current customers, and win new customers
• Field Sales Trainer Academy:  certify FSTs on coaching, feedback, and introductory leadership skills, Challenger coaching, and support delivery leads on program execution
• Opportunity and Key Account Management (OKAM) Academy:  certify select teams on the OKAM methodology to build more opportunities in our sales funnel, and win more business profitably
• Polished Presenter:  certify participants on world class presentation skills and content creation to deliver differentiated and impactful presentations
• Ad hoc 1:1 coaching with sales leaders and HiPo sales talent: 
• Individual coaching and small group coaching to reinforce and support continuous development and embed sales enablement capabilities into our business
• Senior Leadership Team (SLT) engagement and cross franchise collaboration:
• Work closely with the franchise LT to ensure courses and curriculum are aligned with priorities and budget.  Attend select sales meetings, Senior Leadership meetings supporting SVP / AVP / Marketing, monthly staff meetings, opportunity / sales funnel calls (e.g. deal drills, win labs)

Location: Field Based.  Approx 75% of focus will be on the US AWM team, and 25% focus on International and global needs for AWM.

What will you need to be successful?

• Education: Bachelor degree required, Masters Degree preferred but not required
• 15+ years sales experience, with minimum 5 years working in a life sciences or medical device sales management role
• Advanced experience in leadership skills, coaching, business planning, commercial execution
• Proven experience in working with senior executives
• Proven experience and success in complex and competitive selling environments
• Competencies:
• Strong written and verbal communication skills; exceptional presentation skills
• Possess a sound understanding of positive coaching techniques, leadership models, and other sales manager competencies
• Knowledge of and practical application of adult learning theory and instructional design principles (e.g. ADDIE)
• Problem solving and analytical skills required to uncover root cause(s) and develop and implement improvement initiatives

Travel Requirements:  25–50%

You Unlimited.

We believe in creating the greatest good for society. Our strongest investments are in our people and the patients we serve.    

• Inclusion, Diversity and Equity: Committed to Welcoming, Celebrating and Thriving on Diversity, Learn more about Employee Inclusion Groups on our website (https://www.smith-nephew.com/) 
• Your Future: 401k Matching Program, 401k Plus Program, Discounted Stock Options, Tuition Reimbursement  
• Work/Life Balance: Flexible Personal/Vacation Time Off, Paid Holidays, Flex Holidays, Paid Community Service Day  
• Your Wellbeing: Medical, Dental, Vision, Health Savings Account (Employer