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Job Description

The US Commercial Training Lead is responsible for adapting and executing Pharmacy Automation commercial training within the US market, ensuring training is highly relevant, widely adopted, and directly improves sales performance, including win rates, deal quality, and sales productivity.

This role partners closely with US Sales Leadership to deliver onboarding, sales training, and manager‑enabled coaching programs—embedding capability into daily execution and ensuring training translates into measurable business outcomes, not just completion.

Key Responsibilities:

Adapt Training for the US Market

Localize and evolve commercial training to reflect:

• US customer segments (Hospital, Retail, LTC, National Accounts)

• Competitive landscape and buyer dynamics

• Identified US sales team capability gaps

• Ensure training reflects: US deal complexity, multi‑stakeholder buying journeys, and capital selling realities. Translate sales strategy into integrated, end‑to‑end learning journeys (e.g., onboarding, development, advanced capability building).

Execute New Hire Readiness Program

Own US execution of new hire readiness, including:

• Instructor‑led onboarding (ILT)

• Pre‑start home study programs

• Structured 90‑day ramp and certification model

• Ensure all reps are certified, confident, and ready prior to independent selling, with clear readiness standards and expectations.

Deliver High‑Impact Field Training

Design and deliver high‑impact training through:

• In‑person field sessions

• Virtual learning programs

• Advanced capability workshops

• Primary focus areas include: value‑based and outcome‑driven selling, pharmacy operations and workflow discovery, competitive positioning and complex capital and multi‑stakeholder deal execution

Enable Manager‑Led Coaching

Implement and embed the global coaching framework within the US, enabling frontline managers to drive execution through:

• Deal inspection and deal reviews

• Pipeline coaching

• Execution cadence and operating discipline

• Partner closely with sales managers to ensure coaching routines drive consistent inspection, reinforcement, and measurable improvement in deal quality and progression.

Embed Training into Sales Execution Rhythm

Integrate training into core sales operating moments, including:

• QBRs

• Deal reviews

• Pipeline management and forecast calls

• Ensure training translates into: improved stage progression and deal advancement, increased win rates and deal quality and stronger forecast accuracy and execution discipline

• Inspect training adoption and skill application through deal reviews, pipeline inspection, and coaching routines—course‑correcting where behavior change is not evident.

Measure Impact & Prioritize Capability Investments

Measure training effectiveness using both leading and lagging indicators, including:

• Stage progression quality and deal cycle time

• Coaching effectiveness and execution consistency

• Win rates, productivity, and forecast accuracy

• Prioritize US capability investments based on business performance, deal outcomes, and field feedback—scaling what works and retiring low‑value activity.

Provide Field Insight Back to Global

Capture and synthesize insights from:

• Sales reps and frontline managers

• Win/loss analysis and deal execution outcomes

• Feed structured insights back into global partners to inform: Curriculum refinement and training improvements, Identified capability gaps and Continuous improvement of commercial readiness

Education & Qualifications Required

• Bachelor’s degree required

• 7–12+ years of experience leading sales enablement, sales training, or commerc