Associate Director, Sales Training & Development

Overview

The Associate Director Sales Training – Rare Disease is responsible for creation of critical training initiatives meant to ensure consistent selling excellence across all sales personnel in multiple disease states.  Training forums may include traditional classroom settings, in-field assessments, as well as virtual/e-learning focused activities. This position will support a wide range of training objectives with an emphasis on developing and enhancing core selling and communication skills needed to drive continued growth. This position requires previous experience as a successful pharmaceutical sales professional, strong leadership and communication skills, knowledge of adult learning practices, and competency in all aspects of sales excellence and the application of selling skills in a complex environment.

Responsibilities

• Create a multi-faceted Rare Disease Sales Training Program for multiple brands in different rare disease states including baseline knowledge expectations, best practices, and common hurdles. Training plan should outline sales training concepts and associated objectives, descriptions, and sequencing for all training efforts including the development of standard operating procedures
• Oversee all aspects of the Rare Disease Sales Training programs, including appropriate implementation of Xeris’ Sales Learning Management System (LMS) and associated training.
• Partner with sales leadership to develop and deploy rare disease sales training strategies to achieve short and long term goals of multiple brands tied to the successful commercialization.
• Analyze and leverage competitive and other third party insight to continuously improve current training processes.
• Establish metrics and measurements to ensure consistent and objective training and sales skills excellence across the rare disease selling organization.
• Assist VP of Sales with resourcing rare disease Regional Business Directors with the necessary knowledge and skills around leadership, coaching, and business acumen to successfully meet or exceed the goals of their specific teams
• Work collaboratively with Marketing, Managed Markets, Medical Affairs and Sales Operations teams to ensure appropriate implementation of insights derived from these groups to optimize alignment and the selling effectiveness of rare disease Regional Business Directors & Territory Business Managers, and the Inside Sales organization across multiple disease states.
• Spend periodic time in the field with rare disease sales personnel and their customers to ensure consistent deployment of sales messages and communication excellence. Develop and execute sales training workshops to be executive during national, regional, POA, and others sales team meetings.
• Recommend, negotiate, and maintain training vendor contracts and ensure relationships are managed effectively.
• Conducts internal audits and monitor rare disease sales employee training

Qualifications

• Bachelor’s degree in Business, Biological Sciences, or related discipline; advanced degree preferred
• 8-10 years’ high-performing experience in pharmaceutical or medical device sales, sales management, and/or sales training required.
• Experience with LMS Systems/E-Learning systems
• Previous experience in multiple different markets and track record of success deploying market-relevant initiatives to achieve sales goals
• Embraces an entrepreneurial mindset; thrives in demanding, challenging, and ambiguous environments.
• Competencies: Customer Service focus, Teamwork & Collaboration, Attention to Detail, Problem Solving, Organizational skills, Adaptability, Professionalism, Written and Verbal Communications, Presentation skills, multi-tasking skills, Excellent Time-Management.
• Working Conditions: Position may require periodic evening and weekend work, as necessary to fulfill obligations. Periodic overnight travel. Minimum travel expected 30-40%

#LI-REMOTE

As an equal employment opportunity and affirmative action employer, Xeris Pharmaceuticals, Inc. does not discriminate on the basis of race, color, religion, sex, gender identity, sexual orientation, national origin, age, disability, veteran status, genetics or any other characteristic protected by law.  It is our intention that all qualified applications are given equal opportunity and that selection decisions be based on job-related factors.

The anticipated base salary range for this position is $135,000 to $220,000. Final determination of base salary offered will depend on several factors relevant to the position, including but not limited to candidate skills, experience, education, market location, and business need. This role will include eligibility for bonus and equity. The total compensation package will