Associate Director, Account Management Training- Vaccines

Role Summary

Associate Director, Account Management Training- Vaccines, US Remote/Field. Join the team protecting half a billion lives every year with next-gen science, mRNA innovation, and AI-driven breakthroughs. In Vaccines, you’ll help advance prevention on a global scale - and shape the future of immunization. The Associate Director will serve as the training expert for Strategic Accounts, Account Management and Health Information Technology (HIT) across seven customer segments. The Associate Director will be responsible for developing and executing value-aligned content for Account Managers and HIT & Data Strategists calling on health systems (regional and national), awardees, Federal entities, GPOs, PBGs, and W/Ds across the US. This role will require leading through an organization transformation into a true Business to Business partner that identifies and brings novel and innovative solutions into our account planning and selling approach to ensure the development of an industry-leading Account Management team. This role will require coordination and collaboration with training teams that reside under GTMC, brand marketing, market access, HIT, health systems solutions, and all customer facing teams. The Associate Director, Account Management Training will be responsible for development and executing a longitudinal training plan that consists of market knowledge (quality, finance, clinical, mergers & acquisitions, etc.), account management (value focused engagement, personas, executive presence, action planning, executive briefings, etc.), and engagement (marketing asset roll out, sustainment of all content and initiatives, market access, HIT, etc.). This position will support all account management new hire training and sales meetings through complex training programs. They will evaluate, select, and manage vendors and/or projects to enhance account management training deliverables.

Responsibilities

• Create longitudinal Account Management & Strategic Accounts training strategy and subsequent execution. This consists of market knowledge (quality, finance, clinical, mergers & acquisitions, etc.), account management (value focused engagement, personas, executive presence, action planning, executive briefings, etc.), and engagement (marketing asset roll out, sustainment of all content and initiatives, market access, HIT, etc.).
• Develop Health Information Technology (HIT) training strategy, plan, and execution.
• Reimagine and build “best in class” new hire training program for SAMs and DNAs that is differentiated by customer type in the complex large, organized customer environment.
• Become a certified facilitator of Value Focused Engagement (VFE) and trains new AMs and HIT & Data Strategist hires on VFE and integration of brand strategy in large, organized customers.
• Proactively identifies future opportunities for training to support SAMs, DNAs, FAMs, and HIT & Data Strategists.
• Develops digital training programs consistent with established best practices in adult learning principles.
• Identifies gaps in training plans and comes forward with actionable solutions.
• Strategizes with cross-functional departments (HS Solutions, Marketing, GTMC, Medical, Market Access, etc.) to develop a comprehensive training plan to be used with both existing and new Account Managers.
• Work directly with GTMC partners to ensure relevant product content is tailored specifically for Account Managers and the large, organized customers they call on.
• Actively participate in the certification process and follow through for Value Focused Engagement and Brand imperatives to ensure compliance with Standard Operating Procedures.
• Create a marketing asset & solution sustainment plan in conjunction with Account Management and HIT leadership.
• Constantly assess the effectiveness of the training programs and product learning modules. Proactively upgrades learning material to meet evolving training needs of the sales force.
• Create continuous learning tools, e-learning, Advanced Training and Experiential training as well as assessment programs to support all training programs.
• Ensure training projects and materials are evaluated against and meet good training and adult learning principles and ensure all projects and materials have been through the correct regulatory review process before being delivered.
• Plan, execute, and facilitate trainings for Account Management & Strategic Accounts meetings, TTTs, and POAs.
• Partner with Marketing and Sales leadership teams to measure and monitor the impact of training on the business and make recommendations for improvement.
• Manage and lead partnership with external vendors to support training curriculum development.
• Development of Scopes of Work (SOW) for new and existing projects with outside vendors and manage the projects from inception to completion.
• Identify opportunities to work with external partners to deliver content related to market knowledge and account management.

Qualifications

• Required: Bachelor’s degree; Preferred: Advanced Degree.
• Required: 5+ years of commercial experience.
• Required: 5+ years experience working with large, organized customers (health systems, medical groups, IDNs, W/Ds, GPOs, PBGs, etc.).
• Required: Experience building digital training programs consistent with established best practices in adult learning principles.
• Required: Experience developing and executing training content for customer facing teams.
• Required: Executive communication skills, ability to communicate to audiences of varied sizes and levels.
• Required: Relationship builder with strong track record of executing with cross-functional teams comprised of: All customer facing teams, Marketing, Sales, Market Access, Trade, Medical Affairs, Legal, Business Operations, Supply Chain and Customer Support, etc.
• Required: Proven understanding of adult learning principles.
• Required: Ability to use appropriate interpersonal styles and techniques and to modify one’s behavior to gain acceptance of ideas or plans.
• Required: Knowledge of Learning Management Systems, e-Learning applications, and internet-based support tools.
• Required: Embodies Take the Lead behaviors to support cultural transformation.
• Preferred: Experience in both marketing and a sales related function (sales strategy, field sales, account management).
• Preferred: 2+ years experience in instructional design and adult learning principles.
• Preferred: Leader in an ever-evolving environment, with demonstrated use of change management strategies/tactics to influence new ways of thinking and working.
• Preferred: 2+ years of people leadership.