Senior Nordic Sales Trainer
ColoplastAbout the role
Join a high-performing Nordic organization and help set direction for our sales training
Coloplast Nordics consist of four high-performing markets, Denmark, Sweden, Norway, and Finland. The Senior Nordic Sales Trainer is a newly established role that will work across all four markets to help the sales organizations deliver on their commercial targets. We have an exciting launch pipeline and an ambitious strategy in place and need your help to execute it!
You will be part of the Nordic Commercial Excellence (ComEx) team reporting to the Head of Nordic ComEx. The role will be based in Humlebæk, Denmark, however, you are expected to travel frequently to the other markets (Helsinki, Oslo and Kungsbacka mostly) as training should be conducted physically when possible.
Establish and educate on sales best practice across the Nordics
More specifically, your role will be to help drive our regional training agenda for the Sales (field sales to healthcare professionals (HCPs)), Consumer (phone sales to patients/ consumers) and Inside Sales (phone sales to HCPs) teams. While local managers of these teams (e.g., Head of Sales) for the most part focus on training the individual, and to a lesser extent on group training, your focus will be on the latter, ensuring we improve the quality of our customer interaction across the Nordic frontline. It is important the role manages to tailor the training to field and phone sales, also considering the different customer profiles (HCP vs. consumers). And, when a common understanding is necessary, bridge the two teams.
An important part of your work will be to ensure we are well-prepared and succeed with our launches. We lay the foundation for a launch long in advance by engaging in strategic conversations with our customers. This work requires solid market understanding and planning, hence we expect that you learn the products, customers, and market dynamics at a detailed level to ensure credibility and trust in your work. You will engage with global stakeholders (Marketing and our Sales excellence function primarily) to ensure we have the right material and messaging, and local ones to add the necessary market insights. Based on it, you will prepare the frontline for upcoming launches, both commercially and clinically, while also developing related sales skills and techniques needed to succeed.
The training and standards you develop should be embedded in the solution selling methodology, which we practice here in Coloplast. While campaigns naturally will play a part in your work, we strongly believe in solution selling – selling what the customers need and want – as we have a broad portfolio and a diverse set of customers at different levels of adoption to our products. The training should therefore enable the frontline to provide customers with tailored solutions instead of standardized “packages”. As part of this, you will rely on global training frameworks that you localize and build upon.
Furthermore, as part of the above, you will be responsible for developing competency baselines, that is, uncovering and reporting on how well we are performing across key metrics. These can be related to the launch work, or more general KPIs. To do so it will be necessary to spend time together with the frontline, co-listening, and co-riding (in Finland you will mostly engage directly with the managers due to the language barrier). When baselines are established, you will be responsible for developing and educating on best practice together with the local managers. It is important the frontline (and their managers) know what is expected of them and what they need to improve. Structure and clear communication are therefore key. It is also important to note there currently are country differences in terms of how training is conducted, and that implementation of the Nordic standards you develop s
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